Marketing Essentials

Chapter 12: Preparing for the Sale

Self-Checks

1
What is personal selling?
A)Any form of direct contact between a salesperson and a customer
B)Telemarketing
C)A business-to-business selling method
D)The pre-approach to selling
2
Why is a feature-benefit chart a useful selling tool?
A)Because it allows the salesperson to know what decision making process the customer will go through
B)Because it recaps all the specific product features and the customer benefits
C)Because it shows the salesperson what the customer’s motives will be
D)None of the above
3
How is routine decision making different than extensive decision making?
A)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
B)Routine decision making often involves brand loyalty, extensive decision making most often does not
C)In routine decision making the perceived risk is low, in extensive decision making the perceived risk is high
D)All of the above
4
What is the endless chain method?
A)Cold canvassing
B)A prospect
C)Sales quotas
D)A form of referral
5
What are customer benefits?
A)The advantages of a product or service for a specific customer
B)A product features
C)An emotional motive
D)None of the above
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