1.10 SE875 Sales II - Part A Question Preview (ID: 58273)


Suggestion Selling. TEACHERS: click here for quick copy question ID numbers.

Which of the following best describes suggestion selling:
a) An attempt by a salesperson to increase a customer's purchases
b) A policy of waiting until the customer suggests an additional purchase
c) An aggressive attempt to persuade a customer to make additional purchases
d) A salesperson's suggestion that the customer use his/her credit card

Suggestion selling should be
a) reasonably high pressured to be successful.
b) passive, patient, and follow the lead of the customer.
c) a sincere effort by the salesperson to be of service.
d) limited to items related to the primary purchase.

Suggestion selling should be based on the
a) persuasiveness of the salesperson.
b) depth of the supply of goods on hand.
c) profit position of the store at the time.
d) needs and desires of the customer.

Which of the following is the most appropriate choice of items for successful suggestion selling:
a) Items that are unrelated
b) Accessory items
c) High profit items
d) Overstocked items

The primary reason suggestion selling is important to a business is because it
a) can increase profits.
b) promotes rapid stock turnover.
c) keeps salespeople busy.
d) limits sales commissions.

Suggestion selling is important to customers primarily because it allows them to
a) receive preferential treatment from businesses.
b) purchase needed items at one time and place.
c) receive commissions on their additional purchases.
d) feel good because they have done what was asked of them.

Suggestion selling is important to salespeople primarily because
a) it prepares them to operate their own business.
b) the more salespeople sell, the more they enjoy the job.
c) of the opportunity to make important contacts with people.
d) it increases total sales and possibly commissions.

Which of the following is an example of a related item to be used in suggestion selling:
a) Snow shovel with a lawn mower
b) Pair of shoes with a pair of sunglasses
c) T shirt with jeans
d) Top coat with a bathing suit

Which of the following is the most appropriate item for the salesperson to suggestion sell to a customer buying a large appliance:
a) A service contract
b) The in store restaurant
c) A larger quantity
d) The manufacturer's warranty

Which of the following would offer the best opportunity for suggestion selling to a budget minded customer:
a) New product
b) Larger quantities
c) Higher priced product
d) Products for special occasions

Which of the following occasions represents the best opportunity for suggestion selling:
a) Arbor Day
b) Columbus Day
c) Lincoln's birthday
d) Mother's Day

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) higher priced products.
b) new products.
c) related products.
d) larger quantities.

Suggesting new uses for products as part of suggestion selling requires salespeople to
a) have the ability to talk to others easily.
b) have a variety of products to sell.
c) be knowledgeable about the products they sell.
d) be very friendly and personable.

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) Suggesting that the customer buy a larger quantity of goods
c) Using high pressure techniques to increase the total sale
d) Persuading a customer to buy better quality, higher priced goods

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