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Chapter 12
Chapter 12
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StudBud Administration
Chapter 12
Flashcards
7 cards
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Practice quiz
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Questions
7
Answers
1
What are the three steps to Customer Decision Making?
advancement, commission, and benefits.
routine, close the sale, approach.
limited, routine, and extensive.
approach, determine, present.
2
What are two characteristics of extensive?
Item had been purchased before, low degree of risk
Moderate degree of perceived risk, customer information.
High value to the customer, and little or no experience.
Item purchased regularly, and high value to the customer.
3
What are the 4 types of sales position?
close the sale, approach, determine the needs, and objection
retail, telemarketing, online and industrial
4
what is limited decision making?
When there has been little or no previous experience.
Purchased goods and services that is not purchased regularly
When little information is needed for buying a product.
5
Which of the marketing concepts does not belong?
Customer loyalty programs
Communication with the buyer
Partnerships
Web sites and Social media
6
What are the characteristics of salespeople?
interpersonal skills, honesty and communication.
communication, honesty, and skills.
problem-solving, commission on sales and communication.
honesty, interpersonal, skills and problem-solving.
7
Why are call reports necessary?
To reveal the purpose of that visit.
A form of contact between the customer and salesperson.
Documentation of the representative's visit with a customer.
To set a goal for a specific time period.
