Personal Selling

The purpose and goal of selling is to help customers make ________ buying decisions.

• unhappy
• happy
• satisfying
• big

How many steps are there in the selling process?

• 5
• 8
• 9
• 7

Feature - Benefit Selling is:

• matching the features of each product to a customer's needs and wants.
• helping a customer pick out a product at work.
• not real
• is a closing technique

A car's color, price, stereo system, airbags, tires, etc, are considered ___________ features. 

• extended
• tangible
• satisfying 
• none of the above

Determining needs/classifying the customer is when you are:

• putting them in a category
• learning what the customer is looking for
• watching them from the cash registar
• reading their survey answers

Getting the customer's positive agreement to buy is:

• overcoming objections
• suggestion selling
• presenting the product
• closing the sale

Educating the customer about the products features and benefits is:

• feature and benefit selling
• determining needs/ classifying the customer
• presenting the product
• none of the above

You just purchased a new iPhone 7 and the sales person shows you a great case for your new phone. What selling step is the sales person using?

• suggestion selling
• closing the sale
• presenting the product
• none of the above

You are working at Nordstrom in the shoe department. The customer you are working with loves the stylish shoes you showed them but is unsure of the purchase because of the price. To help make the sale what selling step would you use? 

• closing the sale
• overcoming objections
• suggestion selling 
• feature benefit selling

The two types of motives for buying are rational and emotional. 

• True
• False