Test Review Info

Question 1

Excuse

Answer 1

Insincere reason for not buying product

Question 2

Emotional Motive

Answer 2

A feeling experienced by a customer with a product

Question 3

Marketing

Answer 3

Developing, promoting, distributing products to meet customer needs

Question 4

Suggestion Selling

Answer 4

Selling additional goods, services to customer

Question 5

Market

Answer 5

Group of customers who share common needs/wants

Question 6

Which Close

Answer 6

Encouraging customer to view a purchase as a choice between 2 items

Question 7

Market Segmentation

Answer 7

Dividing total market into smaller groups of people

Question 8

Selling

Answer 8

Helping customers make satisfying purchase decisions

Question 9

Closing the Sale

Answer 9

Obtaining positive agreement from the customer to buy

Question 10

Psychographics

Answer 10

People with similar lifestyles, attitudes, values

Question 11

Direct Close

Answer 11

When buying signals are strong, asking for the sale

Question 12

Disposable Income

Answer 12

Money left after taxes, to spend on necessities

Question 13

Consumer

Answer 13

The person who uses a good/service

Question 14

Trial Close

Answer 14

First attempt to get a customer to buy a product

Question 15

Demographics

Answer 15

Statistics that describe a population based on personal characteristics

Question 16

Standing Room Only Close

Answer 16

Close that should be used when product is in short supply

Question 17

Customer

Answer 17

Person who buys good/service

Question 18

Objections

Answer 18

Sincere reasons for not making a purchase

Question 19

Marketing Concept

Answer 19

Satisfying customers’ needs/wants to make a profit

Question 20

Goods

Answer 20

Something the customers that they can touch and use

Question 21

Geographics

Answer 21

Segmenting a market based on where a person lives

Question 22

Services

Answer 22

Doctors, lawyers, restaurants all provide this

Question 23

Service Close

Answer 23

Offering the customer a payment plan so they can buy a product/service

Question 24

Discretionary Income

Answer 24

Money left over after paying for necessities; for luxury items

Question 25

Rational Motive

Answer 25

Conscious, factual reason for a purchase

Question 26

Four Segmentations

Answer 26

Demographics, Psychographics, Geographics, Behavioristics

Question 27

Marketing Mix/FOUR P’S

Answer 27

Product, Place, Price, Promotion

Question 28

Common Objection: “I just love the shoes, but I won’t be able to use them much after the wedding”

Answer 28

Need

Question 29

Common Objection: “I want to think about it. I don’t buy the first thing I see”

Answer 29

Time

Question 30

Common Objection: “I really don’t know if I want to spend my money in this store, I don’t like the quality of their clothes

Answer 30

Source

Question 31

Common Objection: “I don’t like the assortment of rakes I received”

Answer 31

Product

Question 32

Common Objection: “I’m not really sure if I want to spend that amount of money on a car”

Answer 32

Price

Question 33

Types of Decision Making

Answer 33

Extensive Decision Making
Limited Decision Making
Routine Decision Making

Question 34

“Hi, how may I help you?”

Answer 34

Service Approach

Question 35

“Hello” (With a rising tone in voice)

Answer 35

Greeting Approach

Question 36

“Are you interested in the moisturizer in that facial tissue?”

Answer 36

Merchandise Approach

Question 37

Common Ways to Overcome Objections

Answer 37

Substitution
Boomerang
Question
Superior Point
Denial
Demonstration
3rd Party

Question 38

Suggestion Selling and its Benefits

Answer 38

Selling additional goods to customers after they are ready to purchase their first product. When using this, you may sell more products, make more money, and make the customer happier.