Selling Unit Test Review

A sales goal for a specific period.

• Sales quota
• Call report
• Sales threshold
• Call quota

Personal selling utilizes two-way communication

• True
• False

What is step #1 of the sale?

• Determine needs
• Present product
• Approach customer
• Build relationships

What is step #3 to the sale?

• Present the product
• Overcome objections
• Close the sale
• Build relationships

What is step #5 to the sale?

• Perform suggestion selling
• Overcome objections
• Close the sale
• Build relationships

What is step #7 to the sale?

• Build Relationships
• Determine needs
• Suggestion selling
• Close the sale

This type of decision involves a moderate degree of perceived risk

• Extensive decision making
• Limited decision making
• Routine decision making

This type of decision needs little information when purchasing

• Routine decision making
• Limited decision making
• Extensive decision making

Sarah works in the women’s clothing department of a large department store. She noticed a regular customer inspecting an summer dress. As she approached the customer, she said, “Good morning, Mrs. Rivers, that dress would look beautiful on you!” What method of initial approach is Sarah using?

• merchandise approach
• service approach
• greeting approach
• suggestion selling

By having good _____________________, the salesperson can educate the customer about the product.

• personality skills
• product knowledge
• character traits
• people skills