MKTG Ch. 12 Selling

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

• unhappy
• happy
• satisfying
• big

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 12 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

Personal selling is any form of direct contact between the sales person and the customer.

• true
• false

A salesperson is most likely to find out how effectively a product actually functions in normal, everyday use from a(n)

• advertiser.

• competitor.

• designer.

• customer.

What does "CRM" stand for?

• Client Rate Management

• Customer Relationship Management

• Client Relations Movement

• I am not sure what CRM stands for

Why do we want to track your clients through CRM?

• Give you a secure tool to store their information

• Easier to coach you when we know how you're doing

• Identify how many clients come back as a result of your calls

• All of the above

Who can use a CRM?

• Marketing Team

• Sales Team

• Customer Service Team

• All of the above

Which of these characteristics does not describe a good salesperson

• honest

• problem solver

• interpersonal

• lazy