Unit 9 - Selling Review

Personal selling by means of telephone calls, typically unsolicited, to potential customers.

• Sales Message

• Call Registry

• Telemarketing

• Cold Call Marketing

Answer explanation

Telemarketing is personal selling by means of telephone calls, typically unsolicited, to potential customers.

Physical characteristics used to differentiate one brand from another

• Benefits

• Tangible Feature

• Extended Feature

• Product Characteristics

Answer explanation

Tangible feature: physical characteristics used to differentiate one brand from another

Ex: car  engine size, color, interior style, technology package, fuel efficiency

True or False: A salesperson's job is to determine how the features of the product will benefit each individual customer.

• True

• False

An effective salesperson knows what motives the customer has for making a purchase and which benefits to stress.

Customer motives are either_____or _____.

Car Warranty or Phone Protection Plan is an example of:

• Benefit

• Basic Feature

• Tangible Feature

• Extended Feature

A recent high school graduate walks into a Best Buy to purchase a laptop for college. What is the level of customer decision-making?

• Nonexistent

• Routine

• Limited

• Extensive

Sarah and Dan purchased a house in 2022. They just discovered their AC is not working. They were told they need to purchase an HVAC system which costs around $10,000 dollars. What is their level of customer-decision making?

• Nonexistent

• Routine

• Limited

• Extensive

What should the salesperson know BEFORE talking with the customer?

• Product

• Industry

• Company

• Customer

How can a Real Estate Agent find prospects (a.k.a. generate leads)?

Which Step? "Focus the customer toward the merchandise."

• Approach

• Determining Needs

• Presenting the Product

• Overcoming Objections

• Closing the Sale