MARKETING 2.09 - 2.12 Question Preview (ID: 44187)


MARKETING 2.09 - 2.12. TEACHERS: click here for quick copy question ID numbers.

After learning that a customer is interested in a computer that can produce sophisticated graphics, what should be the salesperson’s next step?
a) Trying to reach closure with the customer
b) Suggesting a specific computer to the customer
c) Trying to make the customer feel more relaxed
d) Giving the customer a price list

Which is part of establishing relationships with customers?
a) Using suggestion selling
b) Probing
c) Reaching closure
d) Sizing up the customer

By what will the emphasis put on each phase of the selling process vary most significantly?
a) State and local laws
b) Economic climate
c) Product and client
d) Geographic area

The phase of the selling process that includes writing up the order is which action?
a) Discovering needs
b) Prescribing solutions
c) Reaching closure
d) Establishing relationships

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.
a) False, retail salespeople do not need this step.
b) True, all salespeople make every contact permanent.
c) False, industrial salespeople do not need this step.
d) True, this is an important step for all salespeople

Judy sold customers substitute computers for the iPad. What should she explain to the customers about the substitute computers?
a) Buying motives
b) Exchange policies
c) Comparable features
d) Fringe benefits

What should a salesperson remember to do during the closing phase of the selling process?
a) Show the customer a product
b) Put the customer at ease
c) Ask the customer questions
d) Ask the customer to buy

The speed of asking customers questions depends on which factor?
a) Type of product that is being sold
b) Number of other customers waiting
c) Pace of the customer’s responses to the questions
d) Amount of time left before the business closes

What should a salesperson explain to a customer when recommending a substitute item?
a) Buying motives
b) Exchange policies
c) Comparable features
d) Fringe benefits

What should the salesperson do when she or he is helping a customer and another customer enters the selling area?
a) Apologize to the first customer for helping the second customer
b) Acknowledge the second customer as soon as possible
c) Leave the first customer to help the second customer
d) Ignore the second customer until finished with the first customer

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