6.0 APPLY SELLING CONCEPTS

Jose was given a sales goal for the month to collect 6 tax credit donations for a DECA trip to Hawaii.  This goal is known as a __________.

•  sales wish
• sales quota
•  sales prediction
• sales budget

What is the best description of personal selling? 

• A salesperson and a buyer in a Nike store 
•  Internet advertisement on Craig’s list.
• A pay-per-click sales banner on Google
• A robo-call telemarketing sales pitch for carpet cleaning

Which of the following is a true statement about prospecting? 

• It is more important for tangible products
• Offers little or no benefits for businesses or sales people
•  Important only for business to business sales
• It creates leads or a potential customers

To discover customer needs/wants, the salesperson should be skilled at ______.

• watching and waiting 
• questioning and listening
•  talking and arguing
• coaxing and disputing

When should a salesperson begin determining a customer’s needs?

• A.  After the product presentation begins
• Before closing the sale 
• As soon as possible in the sales process
• When the customer introduces an objection

A POS system used in a business is designed to ___________.

•  identify information about transactions
•  trigger inventory lists
• compile reports
• All of the above

One way to help customers with buying decisions is to explain what the product will do for them by ____________.

•  using suggestion selling
• matching product features to benefits
• questioning them
• displaying self-confidence

What is it when a customer consents to receiving marketing materials, specialized offers, and promotions in exchange for their information?

•  Cross-selling marketing (CSM)
• Direct marketing (DM)
• Permission marketing (PM)
• Customer Relationship Marketing (CRM)

What is the primary reason to determine customer needs? 

• To create a customer list and increase new referrals
• To allow the salesperson to close the sale and meet goals
• To help the salesperson recommend the right product or service
• To create more sales and profits for the business

During the product presentation phase of the selling process, why should no more than 3 products be shown to a customer at a time?

• Store security issues
•  Ethical issues
• Customer confusion
• Product shortages