Selling

Selling creates repeat business by ensuring customer_______________.

• Interaction

• Discrimination

• Satisfaction

• Dissatisfaction

A salesperson who can demonstrate the features and benefits of a 10-speed bike is demonstrating_____________.

• ethical standards

• product knowledge

• prospecting

• probing

In B2B selling, the sales representative should gather information about the business beforehand, this is called_____.

• prospectiin

• probing

• prodding

• examining

The beginning step in the sales process when the customer and the salesperson first communicate is called the_______________.

• prospecting

• approach

• determining needs

• close

Why should salespeople create favorable impressions during the initial contact with customers?

• first impressions are easy to change

• customers want salespeople to “pounce” on them when offering assistance

• first impressions are difficult to change

• customers want to ask for assistance

A greeting used to create a friendly atmosphere is known as the ____ approach.

• combination

• welcome

• service

• merchandise

Which type of approach is least effective in terms of sales?

• combination

• greeting

• merchandise

• service

The type of approach which is most effective in terms of sales?

• combination

• greeting

• merchandise

• service

Once a salesperson opens the sale, he/she needs to determine if the_____.

• customer intends to buy the product now

• customer can afford the product

• product being considered satisfies the customers’ needs.

People buy the ______ that products and services offer.

• features

• benefits