Marketing Essentials

Chapter 14: Presenting the Product

Self-Checks

1
What are three ways to make a product presentation interesting?
A)Handle and demonstrate the product
B)Use sales aids (samples, reviews, etc)
C)Involve the customer
D)All of the above
2
What are objections?
A)The same thing as an excuse
B)A customer’s doubt or a reason for not making a purchase
C)A sign that the customer will definitely not make a purchase
D)None of the above
3
What is the boomerang method?
A)A way the customer makes an objection
B)A way to handle a customer’s objection
C)A way to handle a customer’s objection by having a third person give a testimonial
D)None of the above
4
How should a salesperson handle customers’ objections
A)Listen to and acknowledge objections
B)Restate the objections
C)Answer the objections
D)All of the above
5
What do you need to have to use the third-party method?
A)A customer who is ready to buy
B)A way to provide a testimonial about a product
C)A way to demonstrate the product
D)A product similar to the one the customer the customer is hesitant about
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