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Jeopardy

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... transmission and extended warranty which is a tangible ... What brand of auto is 'Different' Dodge. 39. Identify the eight steps of a sale in order. ... – PowerPoint PPT presentation

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Title: Jeopardy


1
Jeopardy
2
Double Jeopardy
3
Final Jeopardy
  • Selling Steps

4
During a product presentation, a salesperson
should not show more than this many items at one
time.
  • Three

5
This method of handling objections should be used
when a customer has incorrect information about
your product.
  • Direct Denial

6
True or FalseA debit card sale gives a business
quicker access to its money than a credit card
sale does.
  • False

7
Calling customers attention to special sales
opportunities is one of the methods of this.
  • Suggestion Selling

8
Of the following two features of a car manual
transmission and extended warranty which is a
tangible feature?
  • Manual transmission

9
Using language specific to an industry is called
________ and is acceptable in an industrial
selling situation.
  • jargon

10
I would love to buy those boots but I just spent
350 to repair my car is an example of an
objection based on what?
  • Time

11
A list of possible responses to a customers
reasons for not purchasing a product is called
a(n) ___________.
  • Objection Analysis Sheet

12
True or FalseHow an industrial sales person
handles a preapproach depends depends mainly on
the salespersons prior relationship with the
customer.
  • True

13
An excellent time to attempt this type of close
is when the customer refers to a product as if
he/she already owns it.
  • Direct Close

14
After spending 15000 on a new car, you start to
feel guilty and wonder if you really made the
right choice. This feeling, in psychology terms,
is called ________________.
  • Cognitive Dissonance

15
A sales person uses the customers __________ and
__________ as a guiding force in planning a
product presentation.
  • Wants (motives) and Needs

16
The process of locating a potential customer
without the direct help from an employer or other
source is called ________ ____________
  • Cold Canvassing

17
Encouraging a customer to make a decision between
two items is the most important part of a(n)
__________ close.
  • Which

18
Taking inventory and arranging displays are part
of this sales step.
  • Preapproach

19
Money that a business gives a customer on a
return or and exchange is called a(n)
_____________.
  • Refund

20
Joe needed a new deliver truck for his business.
He bought one that was highly rated in safety and
durability by Motor Magazine and was listed as
being a very low-cost truck to maintain. Joes
purchase was based on ____________ motives.
  • Rational

21
The three methods of determining a customers
needs are listening, questioning and
_______________.
  • Observing

22
When you buy a camera and the salesperson tries
to sell you film, he/she is engaging in the sales
technique known as ______________ ______________
  • Suggestion Selling

23
Using the phone to generate sales leads
  • Telemarketing

24
The last time I had my computer serviced here,
the clerk was very rude to me is an objection
based on _____________.
  • Source

25
Prospecting method based on referrals is called
________________
  • Endless chain method

26
Summary of the days sales is called
  • Sales tally

27
A Method for establishing initial rapport with a
retail customer is ___________ _____________
  • Service approach

28
One who is highly trained and has extensive
product knowledge.
  • Sales representative

29
Transaction involving a check or currency
  • Cash sale

30
A method of overcoming obstacles to a sale by
offering special payment arrangements is what
type of close?
  • Service Close

31
Buying groceries requires _________ decision
making.
  • Routine

32
Buying expensive jewelry for someone you care for
is an example of buying based on _____________
motives.
  • Emotional

33
An inquiry that cant be answered with one word.
  • Open-ended question

34
  • What companys slogan is Where do you want to go
    today?
  • Microsoft

35
  • What Melts in your mouth, not in your hands?
  • M M candy

36
  • What product claims they are the Taste of a new
    generation?
  • Pepsi

37
  • What brand claims they are The Great American
    Chocolate Bar.
  • Hersheys

38
  • What brand of auto is Different
  • Dodge

39
Identify the eight steps of a sale in order.
  • Preapproach, approach, determining needs, product
    presentation, handling questions and objections,
    Closing the sale, Suggestion selling, Reassurance
    and follow-up.
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