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1.10 SE875 Sales II - Part A
Test Description: Suggestion Selling
Instructions: Answer all questions to get your test result.
1) Which of the following best describes suggestion selling:
A
A salesperson's suggestion that the customer use his/her credit card
B
A policy of waiting until the customer suggests an additional purchase
C
An aggressive attempt to persuade a customer to make additional purchases
D
An attempt by a salesperson to increase a customer's purchases
2) Suggestion selling should be
A
a sincere effort by the salesperson to be of service.
B
limited to items related to the primary purchase.
C
reasonably high pressured to be successful.
D
passive, patient, and follow the lead of the customer.
3) Suggestion selling should be based on the
A
needs and desires of the customer.
B
persuasiveness of the salesperson.
C
depth of the supply of goods on hand.
D
profit position of the store at the time.
4) Which of the following is the most appropriate choice of items for successful suggestion selling:
A
Overstocked items
B
Accessory items
C
High profit items
D
Items that are unrelated
5) The primary reason suggestion selling is important to a business is because it
A
promotes rapid stock turnover.
B
can increase profits.
C
limits sales commissions.
D
keeps salespeople busy.
6) Suggestion selling is important to customers primarily because it allows them to
A
receive commissions on their additional purchases.
B
feel good because they have done what was asked of them.
C
purchase needed items at one time and place.
D
receive preferential treatment from businesses.
7) Suggestion selling is important to salespeople primarily because
A
it increases total sales and possibly commissions.
B
the more salespeople sell, the more they enjoy the job.
C
of the opportunity to make important contacts with people.
D
it prepares them to operate their own business.
8) Which of the following is an example of a related item to be used in suggestion selling:
A
Top coat with a bathing suit
B
Pair of shoes with a pair of sunglasses
C
Snow shovel with a lawn mower
D
T shirt with jeans
9) Which of the following is the most appropriate item for the salesperson to suggestion sell to a customer buying a large appliance:
A
The in store restaurant
B
A larger quantity
C
A service contract
D
The manufacturer's warranty
10) Which of the following would offer the best opportunity for suggestion selling to a budget minded customer:
A
Higher priced product
B
New product
C
Larger quantities
D
Products for special occasions
11) Which of the following occasions represents the best opportunity for suggestion selling:
A
Mother's Day
B
Arbor Day
C
Columbus Day
D
Lincoln's birthday
12) As a salesperson, you know that a particular customer likes to keep up to date. Your best opportunity for successful suggestion selling would be to suggest
A
higher priced products.
B
larger quantities.
C
related products.
D
new products.
13) Suggesting new uses for products as part of suggestion selling requires salespeople to
A
have the ability to talk to others easily.
B
be knowledgeable about the products they sell.
C
be very friendly and personable.
D
have a variety of products to sell.
14) Which of the following best describes the use of trading up in suggestion selling:
A
Attempting to sell a customer more than s/he needs
B
Persuading a customer to buy better quality, higher priced goods
C
Using high pressure techniques to increase the total sale
D
Suggesting that the customer buy a larger quantity of goods
*select an answer for all questions
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