26. _______________ is about direct person to person selling, or voice to voice, or digital to digital
communication designed to explain how products, services, or ideas fit the needs of a
prospective customer.
a) Publicity
b) Public relation
c) Personal selling
d) Promotion
27. _____________ refers to the screening of the potential customers identified, to determine
which of these are most likely to buy.
a) Prospecting
b) Qualifying
c) Approach
d) The close
28. A ___________ approach involves carefully listening to the buyer’s needs and then clearly
explaining how the product can satisfy them.
a) AIDA principle
b) Presentation
c) Need-satisfaction
d) Vanity
29. A ____________ is a factual statement about a characteristic of the product or service being
sold.
a) Feature
b) Benefit
c) Confirmed benefit
d) Potential benefit
30. The _____________ is a useful tool which allows you to take advantage of the buyer’s
comparisons, while avoiding danger involved in ‘knocking’ the competition.
a) Comparison statement
b) Potential benefit
c) Confirmed benefit
d) Feature
31. _______________ represent honest points of difference between the customer and the
salesperson.
a) Objections
b) Comparison statement
c) Weaknesses
d) Threats
32. The ____________ allows the customer to use your product for a specific period of time with
the understanding that payment will be made at the end of the trial period.
a) The immediate close
b) The concession close
c) The fear-factor close
d) The trial close
33. _____________ is a means of helping customers to identify a particular supplier’s
product/service and to create and maintain the confidence of customers in the performance of
the brand.
a) Branding
b) Selling
c) Supplying
d) Planning
34. ___________ method of setting promotional budgets is when you spend what you can afford.
a) Competitive
b) Percentage of sales
c) Objective and tasks
d) Arbitrary
35. _____________ is that function of business management concerned with how customers feel
about the place of business, its personnel, products and services.
a) Direct marketing
b) Customer relations
c) Product mix
d) Management
What Students Are Saying About Us
.......... Customer ID: 12*** | Rating: ⭐⭐⭐⭐⭐"Honestly, I was afraid to send my paper to you, but you proved you are a trustworthy service. My essay was done in less than a day, and I received a brilliant piece. I didn’t even believe it was my essay at first 🙂 Great job, thank you!"
.......... Customer ID: 11***| Rating: ⭐⭐⭐⭐⭐
"This company is the best there is. They saved me so many times, I cannot even keep count. Now I recommend it to all my friends, and none of them have complained about it. The writers here are excellent."
"Order a custom Paper on Similar Assignment at essayfount.com! No Plagiarism! Enjoy 20% Discount!"
