Chapter 14: Presenting the Product

Front

If a customer wants an item that is out of stock, a salesperson might suggest a different product that would suit the customer’s needs.

Back

True

Front

Is it acceptable for a salesperson to use jargon during a business-to-business or industrial sales presentation?

Back

True

Front

In which selling situation is using the latest jargon acceptable? Options: retail clothing to young adults, beds and dressers to hotel managers, computer products to parents of school-age children, home gardening tools to first-time gardeners

Back

beds and dressers to hotel managers

Front

“We really can’t buy this car because we have to repaint our house and replace our refrigerator.” What is the basis for this type of objection?

Back

need

Front

What method of handling objections is the salesperson using when they say, “Let’s read over the directions together. What is the first direction you find confusing?”

Back

question

Front

A salesperson says to a customer, “I’ve had many customers express the same concern you’ve just stated.” What step of the basic strategy for handling objections does this comment represent?

Back

acknowledging

Front

During a presentation, what is the maximum number of items a salesperson should show a customer at one time?

Back

three

Front

concerns, hesitations, doubts

Back

objections

Front

recommending a different product

Back

substitution method

Front

reasons for not buying or seeing a salesperson

Back

excuses