Selling #1

Sarah works in the women’s clothing department of a large department store. She noticed a regular customer inspecting an summer dress. As she approached the customer, she said, “Good morning, Mrs. Rivers, that dress would look beautiful on you!” What method of initial approach is Sarah using?

• merchandise approach
• service approach
• greeting approach
• suggestion selling

Joe has always loved Gator Aid as he has always felt it nourished him after a tough work out. He goes to the store to buy groceries and grabs a 12 pack of Gator Aid without looking at the price. What decision-making process has he used?

• brand loyalty decision making
• routine decision making
• limited decision making
• stable decision making

By having good _____________________, the salesperson can educate the customer about the product.

• personality skills
• product knowledge
• character traits
• people skills

Moral principles that govern a person's behavior

• Laws
• Ethics
• Moral reasoning
• Moral law

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  making occurs when an item has a high degree of percieved risk.

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