Sales Chapter 12 and 13 Review

A sales goal for a specific period.

• Sales quota
• Call report
• Sales threshold
• Call quota

Personal selling utilizes two-way communication

• True
• False

What is step #1 of the sale?

• Determine needs
• Present product
• Approach customer
• Build relationships

What is step #3 to the sale?

• Present the product
• Overcome objections
• Close the sale
• Build relationships

What is step #5 to the sale?

• Perform suggestion selling
• Overcome objections
• Close the sale
• Build relationships

What is step #7 to the sale?

• Build Relationships
• Determine needs
• Suggestion selling
• Close the sale

This type of decision involves a moderate degree of perceived risk

• Extensive decision making
• Limited decision making
• Routine decision making

This type of decision needs little information when purchasing

• Routine decision making
• Limited decision making
• Extensive decision making

CRM stands for

• Consumer Reliability Management
• Customer Relationship Management
• Customer Reliability Memory
• Consumer Reasoning Methods

How should a salesperson approach a customer who is in a hurry?

• cautiously
•   quietly
• quickly
• not at all