WorksheetsPRINC BMF : CH 13 Selling Vocab
Total questions: 20
Worksheet time: 10mins
Personal selling is best described as:
Advertising to a large audience
Direct communication between a salesperson and a customer
Selling products online only
Using coupons to increase sales
_____ is when a salesperson follows a series of steps to complete a sale.
Sales process
Service approach
Greeting approach
Substitute selling
Telemarketing is:
Selling products through email
Selling by phone to customers
Selling door-to-door
Selling only in retail stores
A call center is:
A place where products are stored
A department that handles customer phone calls
A type of advertising strategy
A sales training program
The preapproach step in the sales process involves:
Closing the sale
Researching the customer before contact
Handling objections
Asking for referrals
Preapproach is when a salesperson:
Greets the customer
Collects customer information before making contact
Suggests additional items
Finalizes the purchase
A lead is:
A completed sale
A potential customer
A sales objection
A type of promotion
_____ refers to contacting potential customers who have not shown interest yet.
Lead
Substitute selling
Cold calling
Suggestion selling
Cold calling is best defined as:
Calling loyal customers
Contacting potential customers without prior contact
Returning customer phone calls
Calling customers to close a sale
The approach step of selling is when the salesperson:
Researches the customer
Makes first contact and greets the customer
Handles objections
Suggests additional products
The service approach focuses on:
High-pressure sales tactics
Helping customers by identifying their needs
Selling substitute products
Avoiding customer interaction
Greeting approach means:
Offering a product discount
Welcoming the customer and starting the conversation
Suggesting add-on items
Asking for referrals
Merchandise approach is when a salesperson:
Uses the product itself to attract customers
Calls customers by phone
Avoids direct contact
Focuses on service after the sale
The combination approach:
Uses only one sales method
Combines several selling approaches
Focuses only on greetings
Avoids demonstrations
Feature-benefit selling focuses on:
Listing prices only
Explaining how features benefit the customer
Selling as many items as possible
Ignoring customer needs
Objections are:
Customer compliments
Reasons customers hesitate or resist buying
Buying signals
Sales goals
Excuses are:
Legitimate customer concerns
False reasons customers give to avoid buying
Buying signals
Product features
The close is:
The greeting stage
When the salesperson asks for the sale
When objections are raised
When products are displayed
Buying signals indicate:
The customer wants to leave
The customer may be ready to purchase
The customer is objecting
The sale is over
Overselling occurs when a salesperson:
Explains too many features and overwhelms the customer
Provides excellent service
Suggests helpful add-ons
Listens carefully to customer needs
