Words an average customer would know

What is the difference between a feature and a benefit?

Features are the physical attributes of the product

Personal selling using the phone

That does CMR stand for?

Customer Relationship Management

When approaching a customer you should NOT?

Forse them to buy the first thing they see

studbud

Sales Review Chapter 12-15

19 termsStudBud Administration136 plays

Imported from external platform

Flashcards19 cardsFPractice quizPHost liveL

Questions 19

Answers

1
The following is an example of?
Boomernag
Question
Superior Point
Sustitution
2
When presenting the product how many product should you show at one time?
2
4
1
3
3
Which of the following is not a closing method?
Which
Direct
Standing Room Only
Third Party
4
The following is an example of ?
Question
Superior Point
Sustitution
Boomerang
5
Layman's Terms
Jargon in the field
Words an average customer would know
Sales Terms
Easy words
6
What is not one of the approach methods?
Merchandise
Greeting
Support
Service
7
What is the difference between a feature and a benefit?
They are the same
Features are why we buy something?
Features are the physical attributes of the product
Benefits are the same for everyone but features change
8
The Sales process as how many steps?
3
5
7
9
9
What types of questions should be used to determine customers needs?
Easy questions
Detailed questions
Short Questions
Open Ended questions
10
Telemarketing is
Personal selling using the phone
Working your own hours
Taking family time
Working from home via the phone or internet
11
That does CMR stand for?
Car Maker Relevance
Client Prespect Marketing
Customer Reputation Marketing
Customer Relationship Management
12
Which is NOT a method for prospecting?
Customer Referals
Cold Canvassings
Newspapers
Snow Balling
13
What are the strategies for determining customers needs?
Lisoning
Observing
All of the above
Questioning
14
A rational buying motive for a new car is?
XM Radio
Comes in many colors
Safety
Sun Roof
15
An emotion buying motive for a new cell phone is
All my friends have it
More monthly data
Cheaper Costs
Indestructible
16
When using suggestion selling you should?
make they after the customer agrees to buy
Make the suggestions Negative
Make recomendations from the customers point of view
Show the products you are suggesting
17
A good salesman uses the following when presenting the product
Demonstrates the product
Sales Aids
Involves the cutomer
All of the Above
18
When you present a product what price range is the best to start with?
Middle
Low
High
What gives the best commission
19
When approaching a customer you should NOT?
Offer to help them
Forse them to buy the first thing they see
Treat them with respect

Sales Review Chapter 12-15 Flashcards | StudBud