Introduction to the Sales Process

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

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

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

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

• true
• false

Approach the customer
Determining needs
Overcoming objections
Closing the sale
Suggestion selling
Relationship building
What step is missing?

• Greeting the customer
• relaxing the customer
• presenting the product
• understanding what they want

"Good morning, welcome to Target", is what type of sales approach is this? 

• Service approach
• Greeting approach
• Merchandising approach
• none of the above