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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 100 100 100 100 200 200 200 200 300 300 300 300 400 400 400 400 ½G ½G ½G ½G 41 2nd RD back rd 1 GO to Final Jeopardy So What’s Selling Products that mix it up Cycle on Marketing Everywhere… again 200 200 200 200 400 400 400 400 600 600 600 600 800 800 800 800 1G 1G 1G 1G 42 Start 43 Final Jeopardy Wager Final Jeopardy 44 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 45