Up the Ante LAP Test

Which of the following best describes suggestion selling:

• An attempt by a salesperson to increase a customer's purchases

            

             

            

•   A policy of waiting until the customer suggests an additional purchase

• An aggressive attempt to persuade a customer to make additional purchases

•     A salesperson's suggestion that the customer use his/her credit card

Suggestion selling should be

• reasonably high‑pressured to be successful.

            

            

             

•     passive, patient, and follow the lead of the customer.

•     a sincere effort by the salesperson to be of service.

• limited to items related to the primary purchase.

Suggestion selling should be based on the

• persuasiveness of the salesperson.

          

            

           

•     depth of the supply of goods on hand.

•     profit position of the store at the time.

•    needs and desires of the customer.

Which of the following is the most appropriate choice of items for successful suggestion selling:

• Items that are unrelated                                      

                                       

•     Accessory items

•   High‑profit items

• Overstocked items

The primary reason suggestion selling is important to a business is because it

• can increase profits.     

• promotes rapid stock turnover.  

•                                          keeps salespeople busy.

                   

• limits sales commissions.

Suggestion selling is important to customers primarily because it allows them to

          

         

 

•   purchase needed items at one time and place.

             

• receive preferential treatment from businesses.

•    receive commissions on their additional purchases.

             

• feel good because they have done what was asked of them.

Suggestion selling is important to salespeople primarily because

           

         

• it prepares them to operate their own business.

             

• it increases total sales and possibly commissions.

•    the more salespeople sell, the more they enjoy the job.

           

•    of the opportunity to make important contacts with people.

Which of the following is an example of a related item to be used in suggestion selling:

                     

•   Snow shovel with a lawn mower

•   Pair of shoes with a pair of sunglasses

• Top coat with a bathing suit

               

• T‑shirt with jeans

Which of the following is the most appropriate item for the salesperson to suggestion sell to a customer buying a large appliance:

                                             

                                   

•   A service contract  

•     The in‑store restaurant  

• A larger quantity

• The manufacturer's warranty

Which of the following would offer the best opportunity for suggestion selling to a budget‑minded customer:

                                                   

                                            

• New product    

• Larger quantities  

•   Higher priced product

•      Products for special occasions