6. Petra has just purchased a formal for her sorority’s spring formal. When the retail sales clerk
asks Petra if she would also like to buy shoes to match her dress, the sales clerk is using:
a) suggestive selling.
b) formula selling.
c) adaptive selling.
d) need-satisfaction selling.
7. At the __________ stage in the personal selling process, a salesperson begins converting a
prospect into a customer by creating a desire for the product he or she is selling.
a) pre approach
b) approach
c) presentation
d) follow-up
8. In which of the following sales situation is consultative selling most likely to occur?
a) Len sells raffle tickets for his Rotary Club.
b) The convenience store clerk sells Bernice a soda and some chips
c) Alcoa buys aluminum ingots that it turns into sheet aluminum.
d) Jan buys a pair of Creed concert tickets over the phone.
9. A purchasing agent who has previously ordered from your company refuses to reorder on the
grounds that “your deliveries are always late.” You respond by saying courteously, “You’re
absolutely right, and I am going to make it my business to be sure that never happens again.”
Which method have you used to handle the customer’s objection?
a) Postponing
b) denying
c) agreeing and neutralizing
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