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WorksheetsSelling
Total questions: 19
Worksheet time: 25mins
Advantage or personal satisfaction a customer will get from a good or service.
buying motives
merchandising
customer benefit
allll gooodddd
Matching the characteristics of a product to a customer’s needs and wants.
extended product feature
customer benefits
physical feature
feature-benefit selling
A conscious, logical reason for a purchase.
rational motive
buying motive
emotional motive
patronage motive
A sales lead; a potential customer.
prospect
homie
referral
cold canvassing
The process of locating as many potential customers as possible without checking leads beforehand.
prospect
referral
cold canvassing
endless-chain method
A feeling expressed by a customer through association with a product.
emotional motive
buying motive
rational motive
patronage motive
B. State the problem or situation
What is the difference between a FEATURE and a BENEFIT in product selling?
A feature is what the product does, a benefit is how that can add value to the customer.
A feature is the color of the product, a benefit is the price of the product.
A feature is the price of the product, a benefit is the color of the product.
There is no difference between a feature and a benefit.
When answering objections, what is the BOOMERANG method?
Recommending a different product that would still satisfy the customer’s needs.
A method of answering objections by bringing the objection back to the customer as a selling point.
A technique that involves using another customer or neutral person who can give a testimonial about the product.
Repeating the customer question back to them and asking how they could ever think that.
What does it mean to "close a sale"?
Approaching a customer to introduce yourself
Pointing potential customers to products they are interested in.
Determining a customer is not interested any longer.
Obtaining positive agreement from a customer to buy
What price range do you start with when showing a product?
Very cheap, save the customer some money
Basic, start low and work your way up
Medium, to know if they want to spend more or less
Expensive, to increase sales
What is the first step in the sales process?
Approach
Customer Classification
Sale
Trial
Educating the customer about the features and benefits is:
showing off your knowledge
getting them pumped
presenting the value for the customer
none of the above
______: the amount of money a sales professional earns for reaching a specific sales volume or per business transactions.
Premium
Contract
Revenue
Commission
Which method involves identifying customer needs and matching them with product features?
Product matching
Feature-benefit analysis
Needs assessment
Customer profiling
What is the primary goal of the initial customer approach in a sales process?
To finalize the sale
to suggestive sell
To build rapport and trust
To introduce product features
Which of the following steps of the consumer decision making process involves
comparing the product to expectations and deciding whether it is satisfying or
dissatisfying?
Alternative evaluation
Post-purchase evaluation
Information searching
Need identification
Which of the following is the first step of the consumer decision making process?
Information searching
Alternative evaluation
Need identification
Purchase decision
Which Closing Method is being used if you are letting a customer know that "this deal may not last much longer"?
Which Close
Standing Room Only
Direct close
service close
