Unit 4 The Art of the Sale

When designing endcap displays, smaller, impulse items are usually placed at eye level to encourage shoppers to buy them. Where are larger items typically placed?

• mixed up throughout the endcap

• on the top shelf of the endcap

• on the bottom shelf of the endcap

• at eye level with the smaller items

A big part of being a professional sales associate is knowing how to develop what kind of relationships with clients?

• internal

• financial

• short-term

• long-term

Heidi works as a salesperson for a small home improvement company. Before beginning her job, she was required to learn how to operate their customer relationship system and quote and proposals system. What types of skills are these?

• record-keeping tactics

• inventories

• cash registers

• technology

What kind of selling tactic are companies that sell complex products more likely to use since customers may not know how their products or services work?

• 
  

• endcaps

• non-personal selling

• personal selling

• kiosks

What is the first thing that a sales associate needs to think about when creating a sales presentation?

• • 
    

    creating a connection with the customer

• how to make it relevant to the customer

• getting to the point quickly

• keep the presentation as interesting as possible

A sales presentation should be adapted each time it is done in order to include details that would most likely appeal to:

• the male customers only.

• the female customers only.

• the target audience.

• the most common customer.

Dean is a salesperson that works hard to build relationships with his customers. One common strategy that he uses is to __________ right after they make a purchase to increase the chances that the customer will do business with him in the future.

• follow them on social media

• • 
    

    send them coupons in the mail

• call them

• stalk them

Businesses spend lots of time and effort figuring out the best way to _____ their products in stores because they know how it can influence sales.

• position

• embed

• turnover

• hide

This is the type of customer who becomes angry when they can't get what they want. If the salesperson comes across this type of customer, they can use a variety of skills to calm them down such as asking if they want to see the manager or listening to the customer to see if there’s a way to solve their problem. What type of customer is being described here?

• difficult customer

• uneasy customer

• undecided customer

• creative customer

Without selling, a business wouldn’t be a business. What would it be?

• a support group

• an organization

• a charity

• an IPO