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