Marketing I Study Guide Review 2.08-2.11

Test Description: Review 2.08-2.11

Instructions: Answer all questions to get your test result.

1) When salespeople explain the benefits of a technical product, which question are they answering for customers?

2) How does a feature-benefit chart help a salesperson?

3) Which type of product information might a salesperson be able to obtain from a manufacturer's representative?

4) A customer asks a specific product question that a new salesperson cannot answer. What should the new salesperson do?

5) Which is a product benefit that a salesperson might point out to a customer who wants to buy a computer?

6) A customer interested in buying an expensive product asks a question the sales representative cannot answer. The customer leaves without buying anything, but promises to come back later. The only other person on hand who has the information needed is

7) Geri asks a salesperson about some features of the new Samsung Android cellular telephone. Since the salesperson is not aware of the features, what should the employee do?

8) Josh wants to know more about the benefits of his new iPad. What about the iPad does he want to know?

9) Determine whether this statement is true or false: All salespeople should use the step of the selling process in which a relationship is established with the customer.

10) The phase of the selling process that includes writing up the order is which action?

11) Which is part of establishing relationships with customers?

12) Judy sold customers substitute computers for the iPad. What should she explain to the customers about the substitute computers?

13) After learning that a customer is interested in a computer that can produce sophisticated graphics, what should be the salesperson’s next step?

14) What should a salesperson remember to do during the closing phase of the selling process?

15) By what will the emphasis put on each phase of the selling process vary most significantly?


*select an answer for all questions

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