STE Unit 3

What should a sales professional do first when attempting to establish a customer's needs?

• Present product features
• Ask well-chosen questions
• Show a product demo
• Provide pricing details

In overcoming objections, how should sales professionals view customer objections?

• As obstacles to avoid
• As feedback on product pricing
• As selling tools
• As personal criticisms

Which method is suggested to match products to customer needs?

• Comparing products with competitor's
• Using aggressive marketing
• Conducting in-depth interviews
• Offering discounts

When suggestive selling, what should sales professionals ideally do to increase sales?

• Force the customer to buy complementary products
• Suggest additional, related products
• Ignore customer's initial interests
• Repeat their main sales pitch

What should a sales professional prepare to effectively handle likely customer questions?

• A detailed product catalog
• A script for all possible scenarios
• Answers for likely questions
• A list of their product awards

Which technique is NOT appropriate for confirming a sale?

• Asking for a direct sale commitment
• Waiting for the customer to suggest the sale
• Reviewing the product benefits
• Answering all objections

During a sales presentation, what is a critical element to ensure effectiveness?

• Discussing only the features
• Using complex technical jargon
• Building rapport and trust
• Focusing on the competition

How should sales professionals deal with customer objections according to the text?

• Immediately provide a discount
• Dismiss the objection as irrelevant
• Thank the customer for the objection
• Forcefully argue against the objection

What is a key element of suggestive selling mentioned in the text?

• Pushing the customer to make an immediate decision
• Making gentle inquiries about additional needs
• Offering the cheapest options available
• Showing disinterest in the customer's initial choice

Which of these is a technique mentioned for handling customer's questions confidently?

• Avoiding direct answers to maintain control
• Rephrasing the question back to the customer
• Providing as many options as possible
• Rushing the customer to make a decision