Marketing - 2.09 Study Questions

What should a salesperson remember to do during the closing phase of the selling process?

• Show the customer a product

• Put the customer at ease

• Ask the customer questions

• Ask the customer to buy

Which is part of establishing relationships with customers?

• Using suggestion selling

• Probing

• Reaching closure

• Sizing up the customer

The phase of the selling process that includes writing up the order is which action?

• Discovering needs

• Prescribing solutions

• Reaching closure

• Establishing relationships

Judy sold customers substitute computers for the iPad. What should she explain to the customers about the substitute computers?

• Buying motives

• Exchange policies

• Comparable features

• Fringe benefits

By what will the emphasis put on each phase of the selling process vary most significantly?

• State and local laws

• Economic climate

• Product and client

• Geographic area

Determine whether this statement is true or false: All salespeople should use the step of the selling process in which a relationship is established with the customer.

• False, retail salespeople do not need this step.

• True, all salespeople make every contact permanent.

• False, industrial salespeople do not need this step.

• True, this is an important step for all salespeople.

After learning that a customer is interested in a computer that can produce sophisticated graphics, what should be the salesperson’s next step?

• Trying to reach closure with the customer

• Suggesting a specific computer to the customer

• Trying to make the customer feel more relaxed

• Giving the customer a price list