Lesson 12.1 What is Shopping?

Define selling and different types of selling situations.

• Selling is offering goods or services to consumers in exchange for money.

• Selling is the process of buying goods and services from consumers.

• Selling is the act of providing free services to consumers.

• Selling is the process of manufacturing goods.

Consultative selling is defined as:

• A sales approach focused on building relationships and understanding customer needs.

• A method of selling that relies on aggressive tactics and high-pressure techniques.

• A strategy that emphasizes the quick closing of sales without regard to customer satisfaction.

• A sales technique that involves offering the lowest price to win business.

Differentiate between rational and emotional buying motives.

• Rational buying motives are based on logical reasoning and facts, while emotional buying motives are based on feelings and emotions.

• Rational buying motives are based on feelings and emotions, while emotional buying motives are based on logical reasoning and facts.

• Rational buying motives are based on impulse, while emotional buying motives are based on careful consideration.

• Rational buying motives are based on brand loyalty, while emotional buying motives are based on price.

List three types of customer decision making.

• Extensive, Limited, Routine

• Emotional, Rational, Impulsive

• Strategic, Tactical, Operational

• Primary, Secondary, Tertiary

What is personal selling?

• A method of direct communication between a sales representative and potential customers.

• A strategy for mass marketing through television and radio.

• An online platform for selling products directly to consumers.

• A technique for indirect marketing through social media influencers.

Where can personal selling take place? Select all that apply.

• In a retail store

• Over the phone

• At a customer's home

• Trade shows

Salespeople should research their product and customers because:

• it helps them understand customer needs and tailor their approach.

• it is a mandatory requirement by all companies.

• it allows them to avoid any interaction with customers.

• it ensures they can sell any product to any customer.

Retail selling is:

• the process of selling goods or services to consumers for their personal use.

• the process of selling goods in bulk to other businesses.

• the process of manufacturing goods for sale.

• the process of distributing goods to various locations.

Business-to-Business Selling is:

• a type of transaction between businesses

• a type of transaction between a business and a consumer

• a type of transaction between a consumer and a business

• a type of transaction between consumers

Where does Business-to-Business Selling take place?

• In a manufacturer's showroom

• In a customer's store

• Both A and B

• None of the above.