Marketing CPAS Review

Verbal or nonverbal signs that a customer is ready to purchase are called ____.

• buying signals

• sales indications

• ergonomics

• sales signs

B2C approach in which the conversation starts with a comment about the product.

• merchandise approach

• feature-benefit selling

• combination approach

• substitute selling

Basic, physical, or extended attribute of a product or purchase

• Product Feature

• Extended Feature

• Implied Feature

Itemized list of goods that include prices, terms of sale, total, taxes and fees, and amount due.

• Purchase Order

• Layaway

• Invoice

• Contract

Which step of the selling process educates the customer about product’s features and benefits?

• Suggestive Sellilng

• Closing the Sale

• Determining Needs

• Presenting the Product

After greeting the customer face to face, the next step in the sales process

• Determining Needs

• Presenting the Product

• Overcome Objections

• Close the Sale

A retail-selling method in which salespeople ask customers if they need assistance

• Merchandise Approach

• Greeting Approach

• Service Approach

• Assistance Approach

An agreement that allows a customer to take merchandise home for further consideration.

• Cash on Delivery

• Service Approach

• Layaway

• On Approval Sale

A transaction that occurs when a customer pays for merchandise at the time of delivery.

• Cash on Spot

• Time of Sale

• Cash on Delivery

• On the Spot Delivery

_{A manufacturer uses ____________________ distribution by using only a limited number of outlets to sell products in its geographic area.} 

• Indirect
• Intensive
• Selective
• direct