14 & 17 review marketing

A sale is completed at the time the customer makes a purchase.

• true

• false

first contact with the customer when the salesperson gets the customer’s attention and creates interest in the product.

• demonstration

• follow up

• preapproach

• approach

a personalized presentation of the features of the product in a way that emphasizes the benefits and value to the customer

• demonstration

• follow up

• preapproach

• approach

the step in the sales process when the customer makes a decision to purchase

• demonstration

• follow up

• close

• approach

Offering additional products and services after an initial sale in order to increase customer satisfaction is known as __________

• demonstration

• suggestion selling

• close

• following up

The step in the selling process in which the salesperson answers the customer's questions is often referred to as __________.

• demonstration

• suggestion selling

• overcoming objections

• following up

The difference between the cost of the product and the selling price is known as

• breakeven point

• gross margin

• fixed costs

• profit

Personal selling provides the opportunity to follow up with customers.

• advantage

• disadvantage

A reduction in price in exchange for the customer’s old product when a new one is purchased is

• rebate

• coupon

• trade-in allowance

• none of these

The lowest price in the price range is determined by the

• product costs

• total costs to seller

• profit desired

• operating costs