Sales and Customer Decision Making Quiz

Why is it important for salespeople to assist customers with small decisions?

• To ensure customers buy the most expensive product

• To prevent losing the sale and possibly the customer

• To make the process faster

• To avoid having to talk to the customer again

What are the five smaller decisions that must be made before a final purchase decision is reached?

• Need, product, place, price, time

• Brand, type, model, style, color

• Quality, quantity, size, shape, flavor

• Advertising, internet, friends, relatives, salesperson

What is usually the first decision a customer makes when considering a purchase?

• The place decision

• The need decision

• The price decision

• The time decision

Which of the following is NOT a factor to consider when making the product decision?

• Brand

• Internet

• Model

• Reputation

What is a major factor influencing the place decision for purchasing goods?

• Brand reputation

• Convenience

• Packaging

• Quality

What sources can customers use to gather product information before making a decision?

• Advertising, manufacturers' materials, trade magazines

• Friends, relatives, salesperson

• Internet, promotional materials, trade magazines

• All of the above

What factor might influence a customer to purchase from a business due to past positive experiences or personal connections?

• Product quality

• Promotion

• Loyalty

• Brand preference

Which factor involves customers choosing businesses based on the quality of service provided after a purchase?

• Customer service

• Employees

• Recommendations

• Promotion

How can e-commerce influence brand preference according to the text?

• By reducing the need for quality products

• By eliminating the need to travel for preferred brands

• By increasing the importance of customer service

• By enhancing employee interactions

What is a potential effect of "word-of-mouth marketing" on customer decisions?

• It decreases the importance of product quality

• It strengthens the influence of recommendations

• It reduces the need for promotions

• It increases the significance of brand preference