Selling

When a customer raises an objection during a product presentation, the first thing a salesperson should do is________________.

• pause

• agree with the customer

• offer a substitute product

• end the presentation

The three ways to determine customer needs and wants. Which involves body language?

• observation

• verifying

• questioning

• listening

In business to consumer (B2C) selling situations, which of the following is a not a motive for customers to buy a product?

• rational

• emotional

• transactional

• loyalty buying

Business to business selling (B2B) may also called?

• field sales

• industrial sales

• organizational sales

• all of the above

Which of the following approaches is oft used in a business to consumer (B2C) sales setting?

• service

• cold call

• emotional

• all of the above

An office that is set up for the purpose of receiving and making customer calls is a __________________ center.

• lead

• call

• cold call

• business to customer

Making contact with people who are not expecting a sales contact.

• cold calling

• transaction

• online support

• none of the above

The technique of showing products that are different from the originally requested product.

• buying signals

• transaction

• substitute selling

• none of the above

The way in which a business provides services before, during, and after purchase.

• customer service

• cold calling

• buying signals

• none of the above

Direct contact with a prospective customer with the objective of selling a product.

• personal selling

• online support

• preapproach

• none of the above