Decisions, Decisions, Decisions

Small or “mini” decisions customers make that lead to the final purchase decision are called __________ decisions.

• need

• buying

• place

• price

Not helping customers reach the “mini” decisions during the selling process can result in

• lost sales.

• increased sales.

• satisfied customers.

• a loyal clientele.

The price decision is closely related to the __________ decision.

• place

• product

• need

• time

Customers may be discouraged from making buying decisions if salespeople

• show genuine interest in them.

• fail to answer their questions.

• describe features in specific terms.

• gain their trust.

When customers decide where to buy, they are making the __________ decision.

• price

• place

• need

• product

How can company employees affect a customer’s place decision?

• By providing helpful service

• By offerin warranties

• By offering discounts

• By explaining product features

Which of the following factors affects the customer’s price decision:

• Product screening

• Trade character

• Brand preference

• Product demonstration

When customers determine when to buy, they are making the __________ decision.

• price

• product

• time

• need

One way to help customers with buying decisions is to explain what the product will do for them by

• using suggestion sellin.

• relating product features to benefits.

• questioning them.

• displaying self-confidence.

When a customer asks, “Why should I buy?” s/he is making the __________ decision.

• price

• place

• need

• product