Fashion Merchandising Unit 5

Juan is helping a customer with a purchase. The customer cannot decide which item to buy. At this point, Juan's best course of action to help his customer reach a buying decision would be to:

• Show the customer more new merchandise.

• Stop showing additional items.

• Demonstrate another product.

• Use the standing-room only close.

Which is a patronage motive?

• Durability

• Economy of use

• Love

• Merchandise assortment

The reason a customer hesitates to buy a product is a(n):

• Argument

• Boomerang

• Mistake

• Objection

A premium skin care company will award the sales associate with the highest total sales for the summer to a 3-day, all-expense-paid trip to Myrtle Beach. The trip is which type of compensation?

• Commission

• Incentive

• Sales Quota

• Salary

A salesperson assists a customer with the purchase of a dress. She explains to the customer that the vertical stripes help make her look taller. This is an example of which action?

• Actively involving the customer in the presentation.

• Allowing the salesperson to express her opinion.

• Questioning to determine customer needs.

• Translating product features into benefits.

Lisa works for Neiman Marcus, a large upscale dept. store. Customers make appointments with Lisa to tell her of their needs and preferences, She provides a high level of individualized attention to her customers and often pulls together their entire season's wardrobe. Lisa is performing which role?

• Personal Shopper

• Sales Associate

• Sales Clerk

• Stock Associate

Jason bought a new, designer suite because of how he feels while wearing it. Which buying motive did he experience?

• Emotional

• Impulse

• Patronage

• Rational

An effective sales approach begins within:

• 30 seconds

• 45 seconds

• 1 minute

• 5 minutes

Mary always reads the small pieces of ribbon or cloth that are permanently attached inside of garments that she purchases. Which item is she reading?

• Hanger Loops

• Hangtags

• Labels

• Packaging

Jill bought a purse after seeing how many compliments her friend received for the same one. Which emotional buying motive did she experience?

• Comfort

• Prestige

• Price

• Quality