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Fashion Merchandising 5.02 - 5.03 PART B
Test Description: 5.02 - 5.03 PART B
Instructions: Answer all questions to get your test result.
1) The reason a customer hesitates to buy a product is a/an:
A
mistake
B
boomerang
C
objection
D
argument
2) A salesperson who explains the fiber content of a particular fabric has presented a/an:
A
objection
B
feature
C
option
D
benefit
3) A decided customer:
A
Knows exactly what he/she wants and why.
B
Has a need but has not identified a product to meet that need.
C
Needs the salesperson to make recommendations.
D
Wants to browse.
4) Which is a rational buying motive?
A
love
B
durability
C
fear
D
ambition
5) Which is a patronage motive?
A
economy of use
B
durability
C
love
D
merchandise assortment
6) Which is an emotional buying motive?
A
price
B
quality
C
comfort
D
prestige
7) Buying motives based on customers’ feelings are:
A
emotional
B
impulse
C
patronage
D
rational
8) An example of the greeting approach used in the retail selling process is:
A
We have a great selection of leather handbags.
B
May I help you find a certain size?
C
Which sweater do you like best?
D
Good afternoon, Ms. Edwards.
9) The LEAST effective selling approach for creating actual sales is the:
A
merchandise
B
greeting
C
service
D
opening
10) The FIRST face-to-face meeting of the customer and the salesperson is the:
A
closing
B
demonstration
C
merchandise presentation
D
approach
*select an answer for all questions
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