Selling Unit Test

The person who helps facilitate the sale and convince the potential buyer that the product/service is worth the exchange of their money

• Salesperson

• Consultant

• Retail worker

• Marketer

Any form of direct contact between a salesperson and a potential customer with the aim of selling a product or service.

• Advertising

• Personal Selling

• Marketing

• Pricing

Before a salesperson can sell a product, he/she should

• Purchase the product for his/her own use

• Learn about the competition

• Find potential customers

• Increase his/her product knowledge by learning everything he/she can about the product

One of the purposes of establishing a relationship with a customer in the beginning of the selling process is to

• Make a single sale

• Gain the customer’s confidence

• Prevent customer objections

• Put the customer on guard

Which of the following is NOT one of the goals of selling?

• Help customers make satisfying purchasing decisions

• Create ongoing relationships/loyal customers for a business

• Help generate profit for a business

• Tell the customers whatever they need to hear so they will buy a product

To discover customer needs/wants, a salesperson should be skilled at

• Watching and waiting

• Talking and arguing

• Questioning and listening

• Coaxing and persuading

Which of the following examples represents a business to business (B2B) selling transaction?

• A wearable fitness device company representative sets a sales meeting with a hospital manager who wishes to invest in devices for his/her staff

• A retail salesperson helps a high school senior pick out her prom dress

• A car salesman helps a mom pick out the perfect SUV for her family

• An employee at the Apple store helps you pick out a new iphone

A type of selling that is very involved requiring a salesperson to spend a great deal of time with a buyer

• Conversational marketing

• Drip marketing

• High touch selling

• Low touch selling

The process to order food at a McDonald’s drive thru would be considered which type of selling?

• Conversational marketing

• Drip marketing

• High touch selling

• Low touch selling

A typically automated communication strategy that sends sales messages to potential customers over a period of time. The timing of these messages is often prearranged, and messages follow a predetermined course.

• Conversational marketing

• Drip marketing

• High touch selling

• Low touch selling