What is selling?
Getting ready to sell
Initiating the sell
Determining needs
Mix it up
100
Any form of direct contact between a salesperson and a customer
What is personal selling?
100
The preparation for the face-to-face encounter with potential customers.
What is the pre-approach?
100
Approaching the customer and determining needs
What are the first two steps in the sales process?
100
Expressing yourself through facial expressions, hand motions and eye movements.
What is nonverbal communication?
100
The most effective initial approach
What is merchandise approach?
200
The process of selling over the phone.
What is telemarketing?
200
a lead or a potential customer
What is a prospect?
200
The approach where the salesperson asks the customer if he or she needs assistance.
What is service approach?
200
Questions that require more than a yes or no answer
What is open-ended?
200
Type of decision making used when there has been little or no previous experience
What is extensive?
300
Previous experience with the product, how often purchased and perceived risk are all
What are factors that affect decision making?
300
The names of other people who might buy the product provided to you by satisfied customers.
What are referrals?
300
The approach that used only when a customer demonstrates interest in a product
What is merchandise approach?
300
Observing, listening and questioning
What are methods used to determine customer needs?
300
Type of decision making when the item has been purchased but not regularly
What is limited?
400
Type of decision making when a person needs little information about the product
What is routine decision making
400
The dollar or unit sales goals set for the sales staff to achieve in a specified period of time.
What is a sales quota?
400
Service, greeting and merchandise
What are three methods of approach in retail selling?
400
The step in the sales process where you uncover the customer's problems or reasons for wanting to buy
What is determining needs?
400
A conscious, logical reason for a purchase decision
What is rational motive
500
Providing solutions to customers' problems by finding products that meet their needs.
What is consultative selling?
500
Employer leads, commercial lists, customer referrals and cold canvassing
What are ways to generate prospects?
500
Sets the mood for the other steps in the selling process.
What is the approach?
500
Maintaining good eye contact, providing verbal and nonverbal feedback, giving undivided attention and not interrupting
What are listening skills?
500
In this kind of selling the salesperson usually makes an appointment prior to the visit
What is business-to-business?
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