Universal Product Code (UPC)

is a barcode system that is widely used in the United States

I time objection might sound like

"I think I'll wait until July to buy".

brings the objection back as a selling point.

While you can’t control prospects’ attitudes

you can control your responses.

Lifelong Learner is someone who

ongoing, voluntary, and self-motivated pursuit of knowledge

A product objection may sound like

"I really don't like the color."

where some businesses hire telemarketing teams to find leads

is blind prospecting, locates customers & hit or miss

is not being influenced by others.

when a salesperson asks customers to suggest names of others

When a customer says "I'm just looking"

Be polite, their giving you an excuse (no intention to buy)

In "The Office" episode with Michael Scott his two selling techniques included

building relationships and offering great customer service.

Objections are customer

concerns, hesitations, doubts about making a purchase.

is a way individuals find a peaceful solution to a problem

A source objection may sound like

"last time I bought from you it was delivered late."

is locating potential customers without checking leads.

Device used to process card payments at retail locations.

are necessary in the business world.

Substitution method for handling customer objection involves

recommending a similar product.

Use the boomerang customer response to: "The ski jacket is light, can't possible keep me warm."

Salesperson: We guarantee it, it's made of thinsulate."

think about a situation as it relates to the the world.

is making good use of all your time.

The "love bird" prospect

needs the seller to build a relationship.

words a non-professional would understand

The "Owl" prospect is a customer that

knows it all and forces you to know your product.

A price objection might sound like

"that's more than I'm willing to spend".

encourage productivity and boost morale.

are recommended from customers & the endless chain method

By matching a difficult customer personality

you’re more likely to win their respect.

An objection analysis sheet list common objections

and possiible responses a salesperson can give.

Restating an objection might begin with

all the above., "I can understand your concern."

"Cows" have a "herd mentality"

and are easy to sell but have buyers remorse.

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Selling-Customers

50 termsStudBud Administration82 plays

Marketing Essentials

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Questions 50

Answers

1
Selling to difficult customers include
all of the above.
not reacting or displaying anxiety.
remembering it's not personal!
being firm in your sales pitch.
2
Who wants you to succeed?
Santa Clause
The Great Pumpkin
Mickey Mouse
Mr. Reyes
3
Universal Product Code (UPC)
used only in Europe.
is a barcode system that is widely used in the United States
not used and is outdated.
used for products only in China.
4
I time objection might sound like
"I really don't need those sandals."
"I can see your point".
"I don't buy 100% cotton".
"I think I'll wait until July to buy".
5
Sales Aids for a product presentation
all of the above
Fabric Swatches
Samples
Scale models
6
Boomerang method
brings the objection back as a selling point.
returns a favor.
never heard from.
widely unpopular.
7
Qualifying Prospects are determined by asking
all of the above
who is authorized to make the purchase
to meet the person authorized to make a sale
does the customer need the service?
8
While you can’t control prospects’ attitudes
you can control your responses.
you can't keep them quiet.
you can bully them
you can just walk away
9
Prospecting + Leads =
Lost Sales
Customers
Bad Business
Telemarketing
10
What is a fraction?
Proper
Mixed
Part of a whole
Improper
11
Lifelong Learner is someone who
ongoing, voluntary, and self-motivated pursuit of knowledge
not realistic in today's changing environment.
stops after college.
stops after high school.
12
Honesty
honorableness, honor, morality.
high principles, righteousness.
integrity, uprightness.
all of the above.
13
.25
1/3
3/4
1/5
1/4
14
A product objection may sound like
"That's more than I want to spend."
"I think I'll wait until spring."
"I really don't like the color."
"I really don't need it at the moment."
15
Customer objections should be seen as a
negative.
positive.
an excuse.
not responded to.
16
Employer Sales Leads
Don't exsist
where some businesses hire telemarketing teams to find leads
are not used in today's market
are from employees
17
Cold Canvassing
is telemarketing
is blind prospecting, locates customers & hit or miss
Selling in the winter
Seasonal selling
18
Self-Direction
is not being influenced by others.
following others.
not being your own boss.
not a good character trait.
19
Endless Chain Method
Irrational seller
No limit selling
when a salesperson asks customers to suggest names of others
Tug of war
20
When a customer says "I'm just looking"
keep trying to sell!
welcome it you have any opportunity.
Be polite, their giving you an excuse (no intention to buy)
this is an objection.
21
In "The Office" episode with Michael Scott his two selling techniques included
Reserve and selling.
building relationships and offering great customer service.
being quiet and just listening.
using technology and the Internet.
22
Looking for a new customer is called
Propecting
Door-to-door
Gold digging
Cold Canvassing
23
Objections are customer
likes and dislikes.
concerns, hesitations, doubts about making a purchase.
are non-existent.
easy to deal with.
24
3/4
.75
.50
.25
.33
25
Conflict Resolution
is a way individuals find a peaceful solution to a problem
not resolving.
not a mature character trait.
ongoing conflict
26
A source objection may sound like
"last time I bought from you it was delivered late."
"Wow, it costs way too much."
"I don't want this at the moment."
"It costs too much."
27
Cold Canvassing
is locating potential customers without checking leads.
Telecommunications
Telemarketing
Door-toDoor
28
Point of Sale
Device used to process card payments at retail locations.
Free Credit Machine
Free Debit Machine
Targets Customer
29
The "rhino" is
want to get to the bottom line.
the most difficult prospect to handle.
always busy.
all of the above.
30
Business Math Skills
are rarely used.
not needed in marketing.
only required if you become a mathematician.
are necessary in the business world.
31
Substitution method for handling customer objection involves
denying the customer's need.
recommending a similar product.
sending the customer to a competitor.
should never be used.
32
Use the boomerang customer response to: "The ski jacket is light, can't possible keep me warm."
"This might look better on you"
"How about this other product."
Salesperson: We guarantee it, it's made of thinsulate."
"Would you like to test drive it?"
33
Employer Sales Leads
all the above
include customers have indicated interest
include telemarketers
include trade shows
34
Global Perspective
limiting your perspective.
looking at the world without considering others.
narrow mindedness.
think about a situation as it relates to the the world.
35
Time management
is not needed as a teenager.
is bad business.
is making good use of all your time.
poor skills.
36
The "love bird" prospect
needs the seller to build a relationship.
hates sellers.
can't make up his mind.
is easy to sell to.
37
Laymen's Terms
difficult terms
words a non-professional would understand
terms by a third party
scientific terms
38
Integrity
being disrespectful.
being dishonest.
doing the right thing.
making bad decisions.
39
Commitment
being dedicated to a cause.
contagious.
non-committal.
conservative.
40
The "Owl" prospect is a customer that
sleeps all the time
is a bully.
is quiet and easy to manipulate.
knows it all and forces you to know your product.
41
Objections that customers are likely to have include
all the above
this product is to pricey
I don't really need it
I need more time to decide
42
A price objection might sound like
I just don't need it.
"that's more than I'm willing to spend".
"I can see your point!"
"do you have another brand?"
43
Type of Prospecting Technique
All of the above
Endless Chain Method
Cold Canvassing
Customer Referrals
44
Health & Fitness
not recommended in a business.
makes you tired.
encourage productivity and boost morale.
is outdated.
45
Customer Referrals
never work
are created door-to-door
Not required to increase sales
are recommended from customers & the endless chain method
46
By matching a difficult customer personality
you'll lose the sale.
is never warranted.
is not recommended.
you’re more likely to win their respect.
47
An objection analysis sheet list common objections
does not help you prepare for customers.
are really just excuses.
and possiible responses a salesperson can give.
and excuses.
48
Restating an objection might begin with
"In other words you feel that..."
all the above.
"Let me see if I understand you..."
"I can understand your concern."
49
If difficult prospects sense you’re scared or nervous
all of the above.
they will eat you for lunch.
walk all over you.
they’ll be even more likely to push you around.
50
"Cows" have a "herd mentality"
don't listen.
are hard to sell.
and are easy to sell but have buyers remorse.
and don't ever buy.

Selling-Customers Flashcards | StudBud