MA 4.04 Review

What type of probing question is used to determine what the customer is thinking?

Which type of buying decision must a customer make BEFORE making a purchase?

Maintaining a positive attitude while closing sales is very important.

The salespersonshould show customers only products the customer is interested in.

Which is an example of a product demonstration?

Which of the following affects the time to make a purchasing decision?

How do customers benefit from the effective use of buying motives in selling?

One way to help customers with buying decsions is to relate product features to benefits.

The Price decision is closely related to the Product decision

What can a salesperson do with a customer's objection?

Which is a characteristic of the fact-finder customer personality?

What about the quantity of number of items a salesperson shows to a customer at one time should be considered?

What should a salesperson do if the customer reacts negatively to our explanation of features and benefits?

Which type of feature makes it important for a salesperson to be able to explain?

Overselling interferes with buying decisions.

What is one way a salesperson can reassure customers about their buying decisions?

Which is a good action to take for a fact-finder customer?

Which probing methods should be used to determine facts about customers?

Which of the following can affect place decision?

What is a benefit for salesperson to use probing in a sales presentation?

The best way to convert cost objections into selling points is to sell which component of the product?

How can a salesperson try to identify a personality type?

If the customer does not state what their price range is, the salesperson should begin by showing products priced how?

An important function of using probing questions in a selling situation is to perform which action?

Economic conditions can affect customers decision to pay cash for purchases.

What can be learned by observing a customer's facial expressions?

What is a characteristic of an impulsive customer?

Why should a salesperson pause before answering a customer's objections?

A probe that requires a broad response and cannot be answered with yes or no is