Selling Unit Assessment

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

Tags

CCSS.RI.11-12.5

CCSS.RI.9-10.5

CCSS.RI.11-12.3

CCSS.RI.8.5

CCSS.RI.9-10.3

One purpose 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

Tags

CCSS.RI.11-12.5

CCSS.RI.9-10.5

CCSS.RI.11-12.8

CCSS.RI.8.8

CCSS.RI. 9-10.8

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 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

Tags

CCSS.RI.9-10.7

CCSS.RL.8.7

CCSS.RL.9-10.7

CCSS.RI.11-12.7

CCSS.RL.11-12.7

Which example represents a business-to-business (B2B) selling transaction?

• A wearable fitness device company representative sets a sales meeting with a hospital manager
• A retail salesperson helps a senior pick out a prom dress
• A car salesman helps a mom pick out an SUV
• An Apple employee helps you choose 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

Tags

CCSS.RI.11-12.8

CCSS.RI.9-10.7

CCSS.RL.8.7

CCSS.RL.9-10.7

CCSS.RL.11-12.8

Ordering 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 over time:

• Conversational marketing
• Drip marketing
• High touch selling
• Low touch selling