Sales II - 1.07-1.12

A series of choices made by a consumer prior to making a purchase to decide if they want to make a purchase or not refers to...

• Buying decisions

• E-commerce

• Needs

• Wants

Which of the five types of customer buying decisions refers to location, product quality, promotion, brand preference, loyalty, customer service and recommendations?

• The need decision: Why should I buy?

• The product decision: Which one should I buy?

• The place decision: Where should I buy?

• The price decision: How much will I pay?

• The time decision: When should I buy?

Which of the five types of customer buying decisions refers to the need for additional information, finances, the advantages of purchasing right now and the availability and advantages of credit?

• The need decision: Why should I buy?

• The product decision: Which one should I buy?

• The place decision: Where should I buy?

• The price decision: How much will I pay?

• The time decision: When should I buy?

An _________ is a doubt or hesitation that a customer has about a product that may prevent the customer from buying.

• doubt

• worry

• objection

• argument

Of the most common customer objections, which one refers to the business or to an employee usually result from negative experiences in the past.

• The cost (price)

• The product

• The right time

• The company (place)

Of the eight methods to convert customer objections into selling points, which one refers to:

trying to correct wrong information or a misunderstanding the customer may have

• Show ’em

• “Yes, but...”

• Toss-it-back

• Deny it

Of the eight methods to convert customer objections into selling points, which one refers to:

converting the customer’s objection into a valid reason for buying (a selling point)

• Show ’em

• “Yes, but...”

• Toss-it-back

• Deny it

Actions of the salesperson in the sales presentation that show the product’s features refers to....

• sales presentation

• product demonstration

• feature benefit chart

• negotiation

What is the first step you should follow in planning and presenting your product demonstration?

• Handle the product with respect

• Creatively display

  product features

• Continue to question the customer to get feedback

• Use dramatic actions to show the product in use.

A sales technique in which the salesperson attempts to increase the customer’s purchase by recommending additional items after the original decision to buy has been made

• negotiation

• sales presentation

• suggestion selling

• trading up