Get Specific LAP Test

Salespeople provide the most valuable service to customers when they help them

• get high interest rates.

   

   

   

• buy better products than their neighbors.

• try new things.

• meet their needs.

Recommending specific products to customers can boost profits by creating

• more clearance items.

• repeat business.

• lower sales commissions.

•  

    higher taxes.

Emotional buying decisions are based on

• thoughts.

   

•   logic.

•   feelings.

• prices.

Which of the following is an example of an emotional buying decision:

• Buying popsicles because they remind you of fun childhood summers

   

• Buying a pair of running shoes because they’re highly rated for trail running

• Buying a trash can because it is sturdy enough to withstand the wind

   

• Buying a laptop because you need one when you travel for work

Rational buying decisions are based on

 

• emotions.

   

   

• peer pressure.

•   feelings.

• logic.

Which of the following is an example of a rational buying decision:

 

• Buying bicycles for your family so you can spend more time together

   

• Buying a video game because you really love playing it

•   Buying a new furnace to cut down on energy costs

   

• Buying a cupcake to make your little sister smile

Which of the following is a true statement about customers’ buying decisions:

 

•   Buying decisions are often a combination of emotional and rational reasons.

   

• Salespeople don’t have the ability to influence buying decisions.

• Only business customers use rational reasons for buying.

   

• Customers make the buying decision within the first minute of the sales presentation.

When the product the customer requests is not in stock, the salesperson should

 

 

• refer the customer to another store.

   

• find a new customer to help.

• offer a substitute product.

   

• tell the customer it isn’t a good product.

Why might a salesperson offer a customer a different product even when the requested product is in stock?

 

 

• A different product is more popular.

   

• A different product will better meet the customer’s needs.

• A different product is easier to reach.

   

• A different product will earn higher commissions for the salesperson.

Jared, a salesperson at a sporting goods store, suggests that his customer purchase a less expensive tennis racket that will still meet his needs of playing just a few times a year. This is an example of

 

 

• trading up.

•   trading down.

• switching over.

•   downgrading.