The process of persuading others through a direct, in-person (live or remote) presentation on the merits of a product, service, or idea so that they might purchase it or buy in is called:

Which of the following is an example of direct sales?

Complete the outline:

Different Types of Direct Selling

i. Single-level direct sales

ii. Host or party-plan sales

iii. ___________________

When companies use consultants to sell in a group setting it is referred to as:

A business structure in which products are marketed directly to consumers by consultants who receive a commission based on sales and recruitment is referred to as:

Illegal business structures that have the main source of compensation coming from participants themselves are called:

When a salesperson cares about, listens to, and understands their customers, which enables them to anticipate the wants and needs and their customers, this is called:

What trait do successful salespeople use to ensure the establishment of proper expectations for their customers?

A skill that is often one of the most enjoyable parts of being a salesperson and involves meeting and knowing a lot of people, as well as connecting and introducing people to others is:

When a salesperson personally believes in the product, service, or idea they are selling, this is the trait of:

A skill that allows a salesperson to appear like they aren’t even selling is:

Complete the sentence: Companies that use _______________ make money by making sales and growing their network by bringing more members in to also make sales.

The set of repeatable steps in the sales cycle is:

Companies learn about competitors, understand their potential customers’ needs and wants, and ensure the company is ready for sales during the ________________ step of the sales process.

In the ____________________ step of the sales process, salespeople identify potential customers and collect information about them.

When the salesperson meets the potential customer and assesses if they are a good candidate for the company’s product or service is the ___________________ sales process step.

_________________ is the sales process step where the salesperson describes how and why the product meets the customer's needs and wants.

The step of the sales process when the salesperson answers customer questions is:

The step of the sales process where the customer is asked for the sale is:

The step of the sales process when the salesperson reaches back out to the customer to make sure they are satisfied with their purchase is:

The process of a salesperson contacting individuals who have not previously known about or shown interest in a product or service is:

A technique where salespeople ask customers if they would like to purchase additional, complementary products or services is:

A close and harmonious relationship is:

A personal or emotional connection between a customer and a business is:

The idea of customers wanting to be like people who are similar to them is:

Giving someone something so they feel compelled to give something back in return is:

A set of repeatable steps in the sales cycle is the sales:

Questions that require the respondent to answer without being given a finite amount of pre-selected answer options to choose from are:

Questions that are answered from a finite list of pre-selected answer options are:

A salesperson asking a customer if they will continue to buy the product when the price goes up is an example of a/an:

Asking a customer how product or service makes them feel is an example of a/an:

When a salesperson asks a customer if anything frustrates them about a certain product or service, this is an example of a/an:

When a salesperson asks a customer a yes or no response question such as “Are you happy with your car (y/n)?” this is an example of a/an:

The question “What do you wish you could change about your car?” is an example of a/an:

The question “If you had to choose a color of sports car, which one of these would you choose: a. red, b. black, c. white, d. yellow?” is an example of a/an:

The question “When you buy this couch, will you use it for your living room or somewhere else?” is an example of a/an:

Establishing common ground with one’s audience, highlighting elements tailored to audience needs, and turning objections into strengths is:

Characteristics about a product’s or service’s capabilities that add credibility are:

How a product or service improves the lives of customers are its:

Customer concerns or reservations about buying a product or service are:

Reviews or comments from past satisfied customers are:

When a customer is not sure the product or service will hold up to the same level it is being promoted, that is an objection based on:

When customers are uncertain that a product or service will meet their wants and needs, that is an objection based on:

Products that vary slightly but can meet the same customer need are:

To determine if there are any gaps, or voids, between current conditions and the desired outcome:

Read the example. Then, choose the answer that best completes the statement.

A salesperson shows a customer a new dishwasher model, while pointing out the advertised features and benefits of the new model as compared to older models. Before buying the dishwasher, the customer searches the internet for reviews of the new model and finds that the new model has very few reviews and an overall rating of 3.5 out of 5 stars. The customer is concerned there are too few reviews and that the current product rating is low, so hesitates to purchase the dishwasher.

A customer wants a specific pair of jeans that are no longer available. So, the salesperson shows the customer a variety of jeans that are similar to the ones the customer requested.

When customers do not believe they are getting the proper value from a product or service, that is an objection based on:

When a customer stalls buying a product or service because they feel anxious about the purchase or can do without it, that is an objection based on:

________________ is essential to retaining customers and attracting new ones.

To determine whether or not a product or service met customer expectations: