Marketing Chapter 13

Upon initial face-to-face contact with the customer, the salesperson makes a comment or asks questions about a product that the customer is looking at

• merchandise approach method
• greeting approach method
• service approach method

Upon initial face-to-face contact, the salesperson simply welcomes the customer to a store 

• greeting approach method
• merchandise approach method
• service approach method

Upon initial face-to-face contact, the salesperson asks the customer if he or she needs assistance

• service approach method
• greeting approach method
• merchandise approach method

Inquiries that require more than a yes or no answer

• open-ended questions
• closed-ended questions
• nonverbal communication

Expressing yourself through body language

• nonverbal communication
• closed-ended question
• open-ended question
• verbal communication

The three purposed of the approach includes all of the following except

• to begin a conversation
• to establish rapport with the customer
• to focus on the merchandise
• to handle customer objections

The greeting approach is a way to approach a customer that focuses on welcoming the customer to the store.

• true
• false

The service approach method is a way to approach a customer that focuses on making a comment or asking questions about a product in which the customer shows interest.

• true 
• false

The merchandise approach is a way to approach a customer that focuses on making a comment or asking questions about a product in which the customer shows interest. 

• true
• false

"You are looking at the newest tennis racket in the Prince line. It has a bigger sweet spot than any of the previous models." This is an example of

• the greeting approach method
• the merchandise approach method
• the research approach method
• the service approach method