2.05_SE48 Part B Review: Sales I Question Preview (ID: 54311)
The Selling Process.
TEACHERS: click here for quick copy question ID numbers.
To discover customer needs/wants, the salesperson should be skilled at
a) watching and waiting.
b) coaxing and persuading.
c) talking and arguing.
d) questioning and listening.
The most important reason for salespeople to follow up a sale is to
a) reassure the customer.
b) obtain more information.
c) gain extra commissions.
d) satisfy the sales manager.
Some salespeople include a product demonstration in the selling process to
a) identify the customer’s buying motives.
b) create interest and involve the customer.
c) give the customer a chance to ask questions.
d) save time and effort learning about products.
Which of the following is a true statement regarding selling to retail and industrial customers:
a) Selling to retail customers generally requires more preparation than selling to industrial ones.
b) It is more important for salespeople to establish relationships with retail customers than with industrial ones.
c) It is easier for salespeople to prescribe solutions for industrial customers than for retail ones.
d) Salespeople must realize that retail customers have different buying motives than industrial ones do.
How might selling an expensive item make the selling process different from selling an inexpensive item?
a) It will be easier to find potential customers.
b) It will be harder to discover customer needs.
c) It may be more difficult to close the sale.
d) Preparation for selling will be shorter.
Determine whether the following statement is true or false: Both retail and industrial salespeople must discover their customers’ needs/wants.
a) True, this is a step in the selling process that is common to both.
b) False, retail salespeople already know their customers’ needs/wants.
c) False, industrial salespeople already know their customers’ needs/wants.
d) True, retail and industrial salespeople spend equal time discovering needs/wants.
Determine whether the following 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.
Retail and industrial salespeople use the steps of the selling process in
a) reverse order.
b) very different ways.
c) basically the same way.
d) ways to suit themselves.
The emphasis put on each phase of the selling process varies according to
a) geography and economy.
b) season and market conditions.
c) state and local laws.
d) product and customer.
The first step a salesperson must take in the selling process is to
a) recommend products.
b) close.
c) prepare.
d) greet customers.
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To play games using the questions from above, visit ReviewGameZone.com and enter game ID number: 54311 in the upper right hand corner or click here.
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