Marketing Promotion Test Review

Suggestion selling should be thought as a way of:

• generating more profits for the business.

• selling unneeded products

• helping the customer enjoy the original purchase.

• creating opportunities for increasing sales commissions.

Most cars have airbags, what is the benefit of this feature?

• the car will have a higher resale value because of the airbags.

• the occupants are safer and less likely to be injured in accident.

• the car will be more durable and will last longer than one without airbags.

• the occupants of the car receive no real benefit from airbags.

"That shirt is made of wrinkle free cotton, so it's very easy to care for." What type of sales approach is this? 

• Greeting approach
• Service approach
• Merchandising approach
• None of the above

______________ is any form of direct contact between a salesperson and a customer.

• Personal selling

• Cold canvassing

• Industrial selling

• Consumer selling

"Hi, welcome to Chili's," is an example of what type of approach?

• Greeting approach

• Service approach

• Merchandise approach

This is person-to-person communication with a potential customer in an effort to inform, persuade, or remind the customer about the organization’s products or services.

• Public Relations
• Viral Marketing
• Personal Selling
• Sales Promotion

A qualified prospective customer should have

• a need for the product.
• the resources to purchase the product. 
• the authority to make a purchase. decision
• the customer needs all of these.

These are honest expressions of concern that prevent customers from making the purchase.

• excuse

• objection

The most common objection in selling is an objection to:

• need
• price

Closing method that encourages a customer to make a decision between two items.

• direct close

• choice close