Selling Unit Review

The person who helps facilitate the sale and convince the potential buyer that the product/service is worth the exchange of their money

• salesperson
• consultant
• retail worker
• marketer

A transaction between a buyer and a seller in which money is exchanged for goods and/or services

• advertising
• selling
• marketing
• pricing

Before a salesperson can sell a product, he/she should

• purchase the product for his/her own use
• learn about competition
• find potential customers
• increase his/her product knowledge by learning everything they can about the product

One of the purposes of establishing a relationship with a customer in the beginning of the selling process is to 

• make a single sale
• gain the customer's confidence
• prevent customer objections
• put the customer on guard

A business’s selling policies are beneficial to customers when they

• Maximize profitability and achieve sales goals
• Restrict the salespeople’s selling activities
• Provide customers with limited credit options
• Ensure fair treatment of all customers

To discover customer needs/wants, a salesperson should be skilled at 

• watching and waiting
• talking and arguing
• questioning and listening
• coaxing and persuading

Which of the following examples represents a business to business (B2B) selling transaction?

• A wearable fitness device company representative sets a sales meeting with a hospital manager who wishes to invest in devices for his/her staff
• A retail salesperson helps a high school senior pick out her prom dress
• A car salesman helps a mom pick out the perfect SUV for her family
• An employee at the Apple store helps you pick out a new iphone

A type of selling that is very involved requiring a salesperson to spend a great deal of time with a buyer

• Conversational marketing
• Drip marketing
• High touch selling
• Low touch selling

The process to order food at a McDonald’s drive thru would be considered which type of selling?

• Conversational marketing
• Drip marketing
• High touch selling
• Low touch selling

A typically automated communication strategy that sends sales messages to potential customers over a period of time. The timing of these messages is often prearranged, and messages follow a predetermined course.

• Conversational marketing
• Drip marketing
• High touch selling
• Low touch selling