Sales Unit Review

A Clinique sales associate speaking to the ultimate consumer about the differences in facial cleansers would be an example of this:

• Personal Selling

• Telemarketing

• B2B Selling

• Non-Personal Selling

All are examples of personal selling except

• Retail Selling

• B2B Selling

• Telemarketing

• Print Advertising

Advertising & displays are examples of this. They help create “retail” store traffic.

• Retail Selling

• B2B Selling

• Telemarketing

• Non-personal Selling

When you buy something for social approval, recognition, power, or love, you are buying it with this motive.

• Rational Motive

• Emotional Motive

• Logical Motive

• Sensational Motive

A person is using this buying motive when they buy something for product dependability, health or safety considerations, saving time or money.

• Rational Motive

• Emotional Motive

• Logical Motive

• Sensational Motive

How often a product is purchased, the amount of information needed to make a purchase, the importance of a purchase to a customer, and the perceived risk involved in the purchase are all examples of this.

• Considerations in determining buying motives.

• Parts of the product presentation process.

• Factors of the decision making process.

• Steps of a sale.

All are goals of selling except:

• Customer satisfaction

• All are goals of selling

• Repeat business

• Referrals

The advantages or personal satisfaction a customer gets from a good or service

• Stickiness

• Sales

• Features

• Benefits

The basic, physical, or extended attributes of the product or purchase

• Stickiness

• Sales

• Features

• Benefits

Matching the characteristics of a product to a customers needs and wants.

• Consumer Selling

• Service-Good Selling

• Feature-Benefit Selling

• Satisfaction Selling