Quiz

Question

Question 1 (1 point)

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What is personal selling?

Question 1 options:

Any form of direct contact between a salesperson and a customer

Telemarketing

A business-to-business selling method

The pre-approach to selling

Question 2 (1 point)

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Why is a feature-benefit chart a useful selling tool?

Question 2 options:

Because it allows the salesperson to know what decision making process the customer will go through

Because it recaps all the specific product features and the customer benefits

Because it shows the salesperson what the customer’s motives will be

None of the above.

Question 3 (1 point)

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How is routine decision making different than extensive decision making?

Question 3 options:

Routine decision making occurs when the customer does not need a lot of information and extensive decision making occurs when there is a need for a lot of product information

Routine decision making often involves brand loyalty, extensive decision making most often does not

In routine decision making the perceived risk is low, in extensive decision making the perceived risk is hig

All of the above

Question 4 (1 point)

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What is the endless chain method?

Question 4 options:

Cold canvassing

A prospect

Sales quotas

A form of referral

Question 5 (1 point)

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What are customer benefits?

Question 5 options:

The advantages of a product or service for a specific customer

A product features

An emotional motive

None of the above

Question 6 (1 point)

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What is the service approach?

Question 6 options:

The same thing as the greeting approach

Making a comment about the product a customer is interested in

An observation method

Asking the customer if she or he needs any help

Question 7 (1 point)

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Steps of the selling process are

Question 7 options:

Approaching the customer and presenting the product

Determining needs and overcoming objections

Suggestion selling and closing the sale

All of the above

Question 8 (1 point)

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How can a salesperson determine a customer’s needs?

Question 8 options:

By observing

By listening

By asking

All of the above

Question 9 (1 point)

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When should a salesperson determine a customer’s needs?

Question 9 options:

As soon as possible

Only when the customer hesitates

Only when the customer shows interest in a product

Only if the customer talks to the salesperson

Question 10 (1 point)

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Why is determining customer needs important?

Question 10 options:

It is part of the selling process

It allows the salesperson to find out more about the customer

It helps the salesperson to recommend the right product or service

All of the above

Question 11 (1 point)

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A rational motive is a feeling experienced by a customer through association with a product.

Question 11 options:
True
False
Question 12 (1 point)

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In cold canvassing, potential customers are selected at random, such as by going door-to-door or selecting names from a telephone directory.

Question 12 options:
True
False
Question 13 (1 point)

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Nonverbal Communication is expressing yourself with the use of words.

Question 13 options:
True
False
Question 14 (1 point)

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Telemarketing is the process of selling over the telephone.

Question 14 options:
True
False
Question 15 (1 point)

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Consultative selling is providing solutions to customers' problems by finding products that meet their needs.

Question 15 options:
True
False

0 of 15 questions saved
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Answer 1

Here are the suggested answers for the quiz based on the questions you've provided:

Question 1: What is personal selling?

• Answer: Any form of direct contact between a salesperson and a customer

Question 2: Why is a feature-benefit chart a useful selling tool?

• Answer: Because it recaps all the specific product features and the customer benefits

Question 3: How is routine decision making different than extensive decision making?

• Answer: All of the above (Routine decision making occurs when the customer does not need a lot of information and extensive decision making occurs when there is a need for a lot of product information; Routine decision making often involves brand loyalty, extensive decision making most often does not; In routine decision making the perceived risk is low, in extensive decision making the perceived risk is high)

Question 4: What is the endless chain method?

• Answer: A form of referral

Question 5: What are customer benefits?

• Answer: The advantages of a product or service for a specific customer

Question 6: What is the service approach?

• Answer: Asking the customer if she or he needs any help

Question 7: Steps of the selling process are

• Answer: All of the above (Approaching the customer and presenting the product; Determining needs and overcoming objections; Suggestion selling and closing the sale)

Question 8: How can a salesperson determine a customer’s needs?

• Answer: All of the above (By observing; By listening; By asking)

Question 9: When should a salesperson determine a customer’s needs?

• Answer: As soon as possible

Question 10: Why is determining customer needs important?

• Answer: All of the above (It is part of the selling process; It allows the salesperson to find out more about the customer; It helps the salesperson to recommend the right product or service)

Question 11: A rational motive is a feeling experienced by a customer through association with a product.

• Answer: False

Question 12: In cold canvassing, potential customers are selected at random, such as by going door-to-door or selecting names from a telephone directory.

• Answer: True

Question 13: Nonverbal Communication is expressing yourself with the use of words.

• Answer: False

Question 14: Telemarketing is the process of selling over the telephone.

• Answer: True

Question 15: Consultative selling is providing solutions to customers' problems by finding products that meet their needs.

• Answer: True

Feel free to double-check the specific context of your course material for any adjustments!