Selling Process
When should suggestion selling occur?
After closing the sale but before the customer makes payment
This type of communication happens one-on-one and can be used to persuade or remind customers of products
Personal Selling
What type of sale involves a salesperson spending considerable time with the buyer?
High touch selling
What is the most common customer objection?
Price-related
Becky bought a Kate Spade purse to fit in with her friends. What type of buying motive is this?
Emotional
Amy welcomes a customer to Best Buy by saying, “Good evening, welcome to Best Buy.” Which approach is she using?
Greeting approach
Offering a customer free delivery as a closing technique is known as a:
Service close
Ordering food through the McDonald’s drive-thru is an example of what type of selling?
Low touch selling
When questioning customers to understand their needs, what type of questions should a salesperson ask?
Open-ended questions
Choosing to support a local BBQ place owned by local entrepreneurs is an example of which buying motive?
Patronage
A salesperson uses a particular strategy when a product is in short supply or prices are rising soon. What is this strategy called?
Standing room only
Name a primary purpose of establishing rapport with customers at the beginning of the sale.
To gain the customer’s confidence/trust
A wearable fitness device company representative meeting with a hospital manager is an example of which sales type?
Business to Business (B2B) selling
Which customer objection indicates they think the item is unaffordable?
Price objection
When a customer spends a lot of time deciding on a house purchase, what type of decision-making is this?
Extensive
What are three techniques used to determine a customer’s needs?
Observing, listening, and questioning
This sales method is known for matching product characteristics to meet customer needs
Feature-benefit selling
What type of marketing uses automated, prearranged messages to potential customers?
Drip marketing
How should a salesperson respond when they can’t demonstrate the product directly?
description, testimonials, and visual aids
Buying basic items like milk and bread at a grocery store represents what kind of decision-making?
Routine decision-making
List the steps of the selling process in the correct order
Approach, determining customer needs, presenting the product, answering objections, closing the sale, suggestion selling, and following up
What is the term for strategies like sending thank-you cards to build customer loyalty after a sale?
Relationship marketing
Engaging in a one-on-one conversation online through live chats is an example of which sales technique?
Conversational marketing
A customer wants a raincoat with a detachable hood but finds one without. What type of objection is this?
Product objection
Kevin needs a basic, reliable car for commuting to work. What type of buying motive is he displaying?
Rational