Marketing Test #1, 3MP

(a)   is important to consider when timing the close of a sale.

• The price of the product
• The customer's readiness to buy
• The location of the sale
• The time of day

Which step involves helping the customer make buying decisions?

• Pre-approach

• Closing the sale

• Product presentation

• Handling objections

Sales personnel can use (a)   to make the closing process seamless.

• General rules and specialized metho
• Only general rules
• Only specialized methods
• Customer feedback

Why should objections be answered promptly?

• To avoid misunderstandings

• To increase sales

• To delay decision-making

• To confuse the customer

Which specialized method of handling objections allows you to offset an objection with other features and benefits?

• Price reduction

• Feature-benefit selling

• Ignoring the objection

• Delaying the response

To overcome a price objection, what should you demonstrate?

• The immediate cost savings

• The long-term savings and value

• The competitor's prices

• The product's color options

What does the way you physically handle a product present?

• Its price

• Its brand

• An image of its quality

• Its availability

What should you focus on when talking about a product in the sales process?

• The product's price

• The product's features and benefits

• The product's color

• The product's size

What type of language should be avoided when describing product features?

• Highly descriptive adjectives

• Active verbs

• Unclear words like nice, pretty, and fine

• Laymen's terms

To ensure customers understand your message, you should use (a)  

• Technical jargon
• Laymen's terms
• Slang
• Double meanings