Sales

Any form of direct contact between a salesperson and a customer is

• Telemarketing

• Personal Selling

• Marketing

• Advertising

Matching the characteristics of a product to a customer’s needs and wants is a concept called _______________.

• Consultative Selling

• Personal Selling

• Feature Benefit Selling

• Telemarketing

A feeling experienced by a customer through association with a product is called __________.

• Customer Benefit

• Rational Motive

• Emotional Motive

• Customer Decision

Nolan is looking to book a vacation after graduation. He has done this type of buying before, but not often. What type of buying decision is he using?

• Extensive

• Limited

• Routine

• None

To avoid overwhelming the customer, show

• no more than 5 products

• no more than 2 products

• no more than 3 products

• no more than 1 product

Words that the average customer can understand is known as ________________.

• layman's terms

• parameters

• feature communication

• presentation communication

Concerns, doubts, or other honest reasons a customer has for not making a purchase is called _______________.

• reasons

• excuses

• omissions

• objections

These objections are more common with expensive merchandise

• need

• product

• price

• time

“I think I’ll wait until July when you have a summer sale.” is an example of which type of objection?

• need

• product

• price

• time

“I really want to get these sandals, but I don’t really need them right now.” is an example of which type of objection?

• need

• product

• price

• time