Download Selling / PS MGT- TEST REVIEW

If a salesperson where to offer a
new button down shirt after the
customer just decided to
purchase a new pair of jeans,
this would be an example of
-Back$100
1
This closing technique is
considered the simplest and
most natural
-Back$200
2
This follow technique up can be
used to gather information from
the customer
-Back-
$300
3
Follow ups are primarily used to
build this with the consumer
-Back-
$400
4
Which closing technique is being used in
the following situation:
“You’ll enjoy using this portable heater this
winter to keep your home warm and heat
only those rooms your family uses. Also, you
will be able to move the heater from one
room in your home to another very easily.”
-Back$500
5
A car salesperson said, “This
model has a drivers side air
bag.”
The sales person has identified
a product
-Back$100
6
A salesperson tells a customer this
pack will be easy to keep clean
while on the trail has presented a
-Back-
$200
7
The realtor said “As you can see, the
larger space of this home will enable
you to expand your family without
having to move in the future.”
The salesperson has identified a (n)
_________ benefit of the product
-Back$300
8
In explaining the difference in the prices
of two Televisions, the salesperson said,
“Although these TV’s look just alike, this one
has preloaded applications and will provide a
better interactive experience. The sales
person has identified a(n) _________benefit.
-Back$400
9
Salespeople often gain first
hand knowledge about the
features and benefits of the
products they sell by
-Back$500
10
This type of objection is the hardest
to overcome because it is normally
centralized around a negative past
experience.
-Back$100
11
Microsoft’s X-Box One would be
an example of a _________ brand
because it carries its own logo.
-Back$200
12
This marketing technique
focuses on your image and how
you want your market to see
you
-Back-
$300
13
The most common objection by
customers during the sales
process
-Back-
$400
14
If Starbucks had Ben and
Jerry’s make a Carmel
Macchiato Ice Cream, this
would be an example of a
.
-Back$500
15
“We will provide you with the highest
quality pasta dishes in town. Each
dish is made from our own renowned
chefs and uses all organic ingredients”.
This is an example of a
Brand_________
-Back$100
16
This government office
provides information about how
to obtain legal protection for the
exclusive use of a brand name
-Back$200
17
Consumers develop feelings
toward brands in terms of
various levels of awareness and
preference. This is referred to
as brand:
-Back$300
18
Opportunities businesses and
products have to interact with
customers are called this
-Back-
$400
19
A significant international
consideration to take into
account when developing a
brand
-Back$500
20
A closing technique, When a
salesperson tells a story about
people who have solved a
problem by purchasing the good
or service
-Back$200
21
Responding to customer needs and
wants through planned,
personalized communications in
order to influence purchase
decisions and ensure satisfaction is
called
-Back$400
22
Laura knows her products inside and
out. She knows all the features and is
able to explain them in terms of
benefits for specific customers. Which
characteristic of a successful
salesperson does Laura display
-Back$600
23
By buying resources and
selling goods or services,
businesses do their part to
help keep this moving
-Back$800
24
Salespeople create this type of
utility when they create a desire
for the products they are selling
-Back-
$1000
25
A salon recently added nail
services to its product mix. This
product mix strategy is called
-Back-
$200
26
A product-mix strategy in
which Costco removes weak
selling products from its product
mix
-Back$400
27
Lululemon offers assortment of
products which meets its market
needs and company goals. This
is referred to as the
company’s_____________.
-Back$600
28
The number of product lines a
company carries is a referred to
as
-Back$800
29
A product-mix strategy in which
a business redesigns its
products
-Back$1000
30
Most of the products we use are
in this stage of the product life
cycle
-Back-
$200
31
During the decline stage, a
company may choose to
continue offering the product but
cut out all promotional
expenditures. This is a strategy
known as
-Back$400
32
Kevin is standing in line to
purchase the latest version of his
favorite smartphone. He loves
getting the newest technology as
soon as it’s available. Kevin is
known as a(n)
-Back$600
33
A software manufacturer may sell
an entire “suite” of software
programs for one price during
the maturity stage. This is a
marketing strategy known as
-Back$800
34
Expanding the product line is
an appropriate marketing
strategy for this stage of the
product life cycle:
-Back$1000
35
This closing technique can be
used effectively when a product
is in very limited supply
-Back$200
36
Your company’s product has a
novel feature not offered by similar
products on the market. This would
be considered a
-Back$400
37
This is considered to be the most
expensive follow-up technique
-Back-
$600
38
Effective selling helps companies
gain a percentage of the overall
market, this percentage is
referred to as
-Back$800
39
This part of the sales presentation often
uses action to back up the sales
person’s claims for the product’s
features and benefits
-Back$1000
40
1st RD
Back
Go to 2nd RD
The “other” parts
of Sales
Hey…I’m going
to Benefit
Marketing
Everywhere
Branding me
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½G
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2nd RD
back rd 1
GO to Final
Jeopardy
So What’s
Selling
Products that
mix it up
Cycle on
Marketing
Everywhere…
again
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1G
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Start
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Final Jeopardy
Wager
Final Jeopardy
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Question:
Where did the term “buck” come
from when referring to money?
A) American Oil Tycoon John Rockefeller’s
nickname was “Buck”, since he was the
considered to be the richest American of all
time other business people started using it
B) Deer skins were used for trading
C) From the old political adage “pass the buck”
D) The original Treasury was located in Buckley,
Virigina
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