EOPA Part 5

When one or more intermediaries are used to provide sales or services to a customer

• Direct distribution

• Distribution

• Indirect distribution

• Medium distribution

As a sales person, a customer who requires knowledge and information about a product is what type of customer?

• aggressive

• systematic

• social

• impulsive

Jaylen enters a store to buy school supplies. As he walks through the store, he picks up a shirt and some candy that he sees on display. Jaylen is what type of customer?

• impulsive

• aggressive

• social

• systematic

A form of selective distribution in which only one wholesaler, retailer or distributor is used.

• Intensive distribution

• Exclusive distribution

• Selective distribution

• Distribution

This aims to provide complete coverage of the market by using all available outlets.

• Extensive distribution

• Selective distribution

• Intensive distribution

• Distribution

These type of questions help the sales rep understand the steps they must take in order to secure the sale.

• Problem question

• Solution question

• Deep probing sales questions

• Buying process question

These questions help your reps uncover critical information even from reluctant prospects.

• Budget question

• Deep-probing sales question

• Problem question

• Solution question

What term is used to describe the important act of finding potential customers in order to increase sales in a company?

• Prospecting

• Selling

• Cold-selling

• Preapproach to sales

This type of customer knows what he/she is looking for and makes a decision quickly.

• social

• systematic

• aggressive

• impulsive

What type of customer is interested in what everyone else is buying and generally takes a little time to make a purchase?

• systematic

• social

• aggressive

• impulsive