Unit 4-2 Mkt App

Which is motivation for a customer's buying behavior that is based on loyalty?

• Recognition
• Security
• Patronage
• Utility

It is important for salespeople to understand what motivates customers to decide to buy. Salespeople are then able to perform which activity?  

• Answer questions about company policies
• Understand the features of all products
• Describe how the company competes
• Explain the appropriate product benefits

One way to help customers with buying decisions is to explain what the product will do for them by using which technique?

• Using suggestion selling
• Relating product features to benefits
• Questioning them
• Displaying self confidence

The salesperson should demonstrate to customers only those products that have which feature?

• Interest the customers
• Familiar to customers
• Easy to demonstrate
• Back up the sales dialog

Salespeople should display self-confidence in closing sales in order to perform which activity?

• Show customers that the salespeople are not pushy
• Show customers that the salespeople are eager
• Gain the interest of customers
• Reassure customers about their buying decisions

Which factor affects the time to make a purchasing decision?

• Need for additional information
• Loyalty to the business
• Warranty terms
• Availability of customer service

What is a benefit for salesperson to use probing in a sales presentation?

• The customer feels important.
• Less time is needed to make a sale.
• The customer feels reassured.
• Product returns are increased.

The price decision is closely related to which decision?

• Product
• Place
• Need
• Time

Which feature makes it important for a salesperson to be able to explain?

• Unique
• Apparent
• Hidden
• Exclusive

Which technique is an example of the use of product demonstration?

• Measuring the height of a customer
• Preparing popcorn in a microwave oven
• Having a customer try on a shirt
• Handing out sale brochures