WorksheetsLesson 12.1 What is Shopping?
Total questions: 27
Worksheet time: 14mins
Define selling and different types of selling situations.
Selling is offering goods or services to consumers in exchange for money.
Selling is the process of buying goods and services from consumers.
Selling is the act of providing free services to consumers.
Selling is the process of manufacturing goods.
Consultative selling is defined as:
A sales approach focused on building relationships and understanding customer needs.
A method of selling that relies on aggressive tactics and high-pressure techniques.
A strategy that emphasizes the quick closing of sales without regard to customer satisfaction.
A sales technique that involves offering the lowest price to win business.
Differentiate between rational and emotional buying motives.
Rational buying motives are based on logical reasoning and facts, while emotional buying motives are based on feelings and emotions.
Rational buying motives are based on feelings and emotions, while emotional buying motives are based on logical reasoning and facts.
Rational buying motives are based on impulse, while emotional buying motives are based on careful consideration.
Rational buying motives are based on brand loyalty, while emotional buying motives are based on price.
List three types of customer decision making.
Extensive, Limited, Routine
Emotional, Rational, Impulsive
Strategic, Tactical, Operational
Primary, Secondary, Tertiary
What is personal selling?
A method of direct communication between a sales representative and potential customers.
A strategy for mass marketing through television and radio.
An online platform for selling products directly to consumers.
A technique for indirect marketing through social media influencers.
Where can personal selling take place? Select all that apply.
In a retail store
Over the phone
At a customer's home
Trade shows
Salespeople should research their product and customers because:
it helps them understand customer needs and tailor their approach.
it is a mandatory requirement by all companies.
it allows them to avoid any interaction with customers.
it ensures they can sell any product to any customer.
Retail selling is:
the process of selling goods or services to consumers for their personal use.
the process of selling goods in bulk to other businesses.
the process of manufacturing goods for sale.
the process of distributing goods to various locations.
Business-to-Business Selling is:
a type of transaction between businesses
a type of transaction between a business and a consumer
a type of transaction between a consumer and a business
a type of transaction between consumers
Where does Business-to-Business Selling take place?
In a manufacturer's showroom
In a customer's store
Both A and B
None of the above.
Telemarketing is a form of:
Direct marketing
Indirect marketing
Digital marketing
Content marketing
Why has telemarketing been reduced?
Due to increased regulations and restrictions.
Because of the rise of digital marketing.
As a result of consumer preferences shifting.
All of the above.
The purpose and goals of selling are:
to generate revenue and build customer relationships
to create advertisements
to manage supply chains
to develop new products
How does creating repeat business help a business thrive?
It increases customer loyalty and sales.
It decreases the need for marketing.
It allows for higher product prices.
It reduces the need for customer service.
Keeping current customers happy is easier and cheaper than recruiting new ones because:
it requires less marketing effort and resources.
new customers are always more demanding.
existing customers do not need any attention.
it is not important to keep customers happy.
Give an example of consultative selling in a B-2-B context.
A software company providing a customized solution after understanding the client's needs
A retail store offering a discount on bulk purchases
An online platform selling pre-packaged software
A car dealership offering a standard financing plan
What is feature-benefit selling?
A method of selling that focuses on the features of a product.
A method of selling that highlights the benefits of a product to the customer.
A method of selling that compares different products.
A method of selling that involves aggressive marketing techniques.
Which of the following is an example of a basic product feature?
Warranty
Color
Transportation
Service policy
What are physical features of a car?
Wheels, engine, and doors
Brand
Fuel type
Price
Which of the following is considered an extended feature?
Tires
Engine
Warranty
Color
How does the performance information give the customer a personal reason to buy the product?
By providing detailed specifications that match the customer's needs
By offering a discount on the product
By highlighting the product's popularity
By showing customer reviews
What is a rational motive in customer buying?
A logical reason for purchasing based on facts and analysis
An emotional impulse to buy something
A habitual purchase without much thought
A purchase influenced by peer pressure
Which of the following is an example of an emotional motive in customer buying?
Product dependability
Time savings
Social approval
Quality
What type of decision making is used when there is little to no previous experience with a product?
Routine decision making
Limited decision making
Extensive decision making
Impulse decision making
Which type of decision making is typically considered with products that are expensive or have a high value?
Extensive decision making
Limited decision making
Routine decision making
What is an example of routine decision making?
Choosing what to wear each day
Deciding on a career path
Planning a vacation
Buying a new car
What type of decision making is used when someone is buying something they’ve had before, but it’s not something they buy regularly?
Routine
Extensive
Limited
