Practice Marketing 2 Progress 1 Assessment TUHSD

Which of the following situations best describes personal selling?

• There is direct contact between a salesperson and a customer

• The salesperson personally knows the customer

• An actual sale is made by the salesperson

• Exchanges are made between two or more business groups

Why is determining a customer's needs important to the sales process?

• To focus the presentation on the customer's needs and wants

• Without needs no consumer will be interested in buying

• It establishes the most profitable way to close the sale

• To present product selling points not interesting to the customer

When should you begin determining a customer's needs?

• As soon as possible in the sales process

• Once you have established a rapport with the customer

• Only after a thorough market analysis has been completed

• After the sale but before the customer has paid

Which of the following is NOT an effective technique to determine a customer's needs?

• By asking the customer if they need help

• By observing the customer

• By asking open ended questions

• By listening to the customer

If Carly sees that a customer is having difficulty making a buying decision, what should she do?

• Eliminate options that don't meet the customer's needs/wants

• Explain all the features and benefits of each product again

• Send in the store manager to close the deal

• Let the customer have a few minutes alone to think

What does a salesperson watch for that indicates a customer is ready to buy?

• Buying signals

• Customer confusion

• Expensive clothing or jewelry

• Customer objections

Why should Gary NOT continue to present product features and benefits after the customer is clearly ready, willing, and able to buy?

• It could risk confusing the customer leading them not to buy

• It could make Gary appear desperate to make the sale

• Because suggestion selling is always a better way to close

• The customer may be in a hurry to leave the store

What closing technique is Bryan using if he offers a client two different options to choose from?

• Which close

• Standing room only close

• Service close

• Initial close

What closing method should a salesperson use if their product is in limited supply or its price will be going up soon?

• Standing room only close

• Trial close

• Which close

• Direct close

What selling activity is Terryl engaged with when he is trying to get his customer to buy additional goods or services?

• Suggestion selling

• Closing the sale

• Commission boosting

• Prospecting for leads