4.04_SE810 H. Marketing Applications Review

Customers are very important to a business’s success, which means that it is important in selling to

• prevent customers’ moods from changing.

• determine customers’ good and bad traits.

• satisfy customers’ needs and wants.

• be able to use open-response questions.

Which of the following affects a customer’s overall decisions to buy:

• Desire for bargains

• Salesperson’s commission

• Desire for quality

• Customer personality

Which of the following is a characteristic of decisive customers:

• Want the best

• Know what they want

• Shop slowly

• Like to see variety

Which of the following is characteristic of an impulsive customer:

• Comparison shops

• Asks many questions

• Selects products quickly

• Challenges salesperson

Which of the following is characteristic of the fact-finder customer personality:

• Shops quickly

• Comparison shops

• Asks few questions

• Wants purchases to be noticed

Which of the following is characteristic of the practical or frugal customer:

• Cautious with money

• Likes to experiment

• Trendsetter

• Wants purchases to be noticed

Which of the following is characteristic of the informed customer:

• Is a trendsetter

• Challenges the salesperson

• Shoplifts

• Shops for bargains

Which of the following is characteristic of the difficult customer:

• Experimental

• Practical

• Suspicious

• Impulsive

Jack said to the salesperson, “I want to buy a dozen Titleist golf balls and a Golden Bear glove.” Jack would be considered a __________ customer.

• decisive

• fact-finder

• difficult

• practical or frugal

“This doll caught my eye as I was walking through your department. My granddaughter will love it,” is an example of statements that would be made by a(n) __________ customer.

• decisive

• impulsive

• informed

• practical or frugal