Marketing 3.06 Multiple Choice Questions 2019

Individuals who are planning a career in selling should understand that

• the selling process never varies.

• there is one correct selling process.

• the selling process is quite simple.

• there is no single, correct selling process.

Sizing up a customer’s personality helps a salesperson to

• influence the customer’s needs.

• adjust the customer’s attitude.

• bypass part of the selling process.

• adjust the approach to fit the customer.

To discover customer needs/wants, the salesperson should be skilled at

• watching and waiting.

• questioning and listening.

• talking and arguing.

• coaxing and persuading.

After determining customers’ needs/wants, salespeople should be ready to

• offer solutions.

• reach closure.

• question the customer.

• reassure the customer.

An important purpose of the sales talk as a step in the selling process is to

• close the sale as quickly as possible.

• demonstrate the salesperson’s selling skills.

• convince the customer of the product’s benefits.

• provide a minimum amount of product information.

Some salespeople include a product demonstration in the selling process to

• identify the customer’s buying motives.

• create interest and involve the customer.

• give the customer a chance to ask questions.

• save time and effort learning about products.

Closing the sale usually includes handling customers’ concerns about the product, which are known as customer

• excuses

• reactions

• objections

• resistance.

Follow-up calls or letters are a part of the step in the selling process known as

• reaching closure.

• establishing a positive tone.

• discovering needs.

• reaffirming the buyer-seller relationship.

Follow-up calls or letters are a part of the step in the selling process known as

• reaching closure.

• establishing a positive tone.

• discovering needs.

• reaffirming the buyer-seller relationship.

Determine whether the following statement is true or false: Both retail and industrial salespeople must discover their customers’ needs/wants.

• True, this is a step in the selling process that is common to both.

• False, retail salespeople already know their customers’ needs/wants.

• False, industrial salespeople already know their customers’ needs/wants.

• True, retail and industrial salespeople spend equal time discovering needs/wants.