Marketing Applications Unit 4 Review Part 3

Which feature makes it important for a salesperson to be able to

explain?

• Unique

• Apparent

• Hidden

• Exclusive

Which action would be taken if a customer has a fact-finder personality?

• Emphasize the value of the product

• Consider the customer a challenge

• Suggest product care techniques

• Suggest substitutes with caution

Because of the high interest rates charged on retail credit, the Andrews family decided to pay cash for purchases. What affected this decision?

• Opinions of friends

• Seasons of the year

• Educational level

• Economic conditions

What is a benefit for salesperson to use probing in a sales presentation?

• The customer feels important.

• Less time is needed to make a sale.

• The customer feels reassured.

• Product returns are increased

One way to help customers with buying decisions is to explain what the product will do for them by using which technique?

• Using suggestion selling

• Relating product features to benefits

• Questioning them

• Displaying self confidence

The best way to convert cost objections into selling points is to sell which component of the product?

• Style

• Value

• Brand

• Delivery

A probe that requires a broad response to a topic and cannot be

answered with yes or no is known as which type of question?

• Closed-ended

• Confirming

• Open-ended

• Information-gathering

By observing facial expressions of a customer during a sales

presentation, what can be learned about the customer?

• Where they live

• Their style preferences

• Which selling points appeal to them

• Their mannerisms

Which is a characteristic of an impulsive customer?

• Comparison shops

• Asks many questions

• Selects products quickly

• Challenges salesperson

Which is a characteristic of the fact-finder customer personality?

• Asks few questions

• Shops quickly

• Comparison shops

• Wants purchases to be noticed