Selling Process, Types of Media, Promotion

Ways to put the customer at ease:

• Be courteous & respectful

• Establish good eye contact

• Be enthusiastic

• All of these

In the service approach, the salesperson asks the customer if he/she needs assistance.

• True

• False

The greeting approach starts with the merchandise not conversation.

• True

• False

Observing, listening and questioning are ways to determine customer needs.

• True

• False

When listening to the customer, it is a good idea to interrupt to make your point about the product/service.

• True

• False

When questioning, you will find out more using who, what, where, why questions.

• True

• False

Don't ask open-ended questions when speaking with the customer.

• True

• False

There are three forms of selling:

• personal selling, telemarketing, business to business

• direct selling, personal selling, telemarketing

• business to business, direct selling, telemarketing

Match customer’s needs & wants to

characteristics of a product.

• Direct Selling

• Feature Benefit Analysis

• Personal Selling

Additional features add more value to a product.

• True

• False