Sales 1 Unit-4 TEST

A salesperson said, “As you can see, the larger capacity of these washing machines will enable you to wash more clothes at one time.” The salesperson has identified what type of benefit for the product?

              a.  Hidden                                                                 c.  Obvious

              b.  Unique                                                                d.  Exclusive

• a

• b

• c

• d

Which of the following must a salesperson know to translate features into benefits for customers:

              a.  How to prepare a sales check           c.  How to arrange special delivery

              b.  Where to get necessary information       

• a

• b

• c

Salespeople often gain firsthand knowledge about the features and benefits of the products they sell from

              a.  school textbooks.                                             c.  television commercials.

              b.  personal experience.                                      d.  competitors’ advertising.

• a

• b

• c

A salesperson lets a customer know that if she isn’t completely satisfied with the product, she will receive a refund. This is an example of what type of product information?

              a.  Product history

              b.  Complementary products

               c.  Warranty, guarantee, and repair information

              d.  Information about durability/reliability

• a

• b

• c

• d

Salespeople may contribute and edit content on a product-specific website known as a

              a.  manual.                                                               c.  wiki.

              b.  testimonial.                                                       d.  podcast.

• a

• b

• c

• d

Which of the following is a guideline for the use of product information in selling:

              a.  Focus on explaining product features.

              b.  Strive to obtain customer referrals.

               c.  Remember that features tell, but benefits sell.

              d.  Try to close the sale no matter what.

• a

• b

• c

• d

Recommending specific products to customers can boost profits by creating                                                                                                                     

              a.  repeat business.

              b.  higher taxes.

               c.  more clearance items.

              d.  lower sales commissions.

• A

• B

• C

• D

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

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

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

               c.  Buying a laptop because you need one when you travel for work

              d.  Buying popsicles because they remind you of fun childhood summers

• A

• B

• C

• D

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

              a.  Buying a video game because you really love playing it

              b.  Buying a cupcake to make your little sister smile

               c.  Buying a new furnace to cut down on energy costs

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

• A

• B

• C

• D

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

              a.  A different product is more popular.

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

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

              d.  A different product is easier to reach.

• A

• B

• C

• D