SEM 4.0 -- BYOJeopardy

Types of Selling	Buying Motives!!	The Selling Process!	Decision Making Process!	Math problems AND overcoming objections!!
100 What is direct mail selling? (Personal. Received in mailbox, used to start sales process) Types of Selling 100	100 Emotional buying motives has to do with... based on feelings! Buying Motives!! 100	100 The service approach is the : Most effective or least effective? LEAST! The Selling Process! 100	100 Extensive decision making is.... has a high level of risk, product or service is very expensice, conducts research and evaluates alternatives Decision Making Process! 100	100 The mark up of a product is ... the difference between retail price and cost Math problems AND overcoming objections!! 100
200 Tele-Marketing Takes Place... Over the phone Types of Selling 200	200 The 3 types of customer buying motives are? rational, emotional, patronage Buying Motives!! 200	200 List at least 3 things a seller should do while LISTENING to the customer! good eye contact, feedback, undivided attention, listen with empathy, do NOT interrupt The Selling Process! 200	200 What decision making process occurs when there is little info needed about the product? Routine decision making Decision Making Process! 200	200 What is the money left after all expenses have been paid by the business? net profit Math problems AND overcoming objections!! 200
300 What is business to business selling? takes place in manufaturer's or wholesaler's showroom or a customer's place of business Types of Selling 300	300 What motive is based on LOYALTY? Patronage Buying Motives!! 300	300 If a customer is comparing two different gold clubs but doesnt know which one he would swing better with, you should... demonstrate both, and let him try them out The Selling Process! 300	300 When a customer buys products that he/she has bought before BUT not regularly... Limited decision making Decision Making Process! 300	300 What method for handling objections takes place when the objection comes back to the customer as a selling point? Boomerang Math problems AND overcoming objections!! 300
400 What is the difference between a feature and benefit? Feature- basic, physica; and exended characteristics of an item Benefit- advantages or personal satisfaction a customer will get Types of Selling 400	400 This motive is based on conscious, logical thinking and decision making Rational Buying Motives!! 400	400 Never show a customer more than different items at a time. And when in doubt, show the priced item FIRST! three, medium The Selling Process! 400	400 what process does a customer go through before purchasing a newpair of gym shoes? routine Decision Making Process! 400	400 When reading reviews about an expensive product a customer reads testimonials from a famous person saying how great the product is! This technique of using a famous person is known as... Third party Math problems AND overcoming objections!! 400
500 What is full menu marketing? having products or services that meet virtually any customer's needs or wants Types of Selling 500	500 A customer who buys Doritos and ONLY Doritos shows to the brand! Patronage Buying Motives!! 500	500 What is the merchandise approach? It is the Most/Least effective comments or questions about the merchandise a customer is looking at; MOST The Selling Process! 500	500 What process would a customer go through before purchasing their first home? Extensive Decision Making Process! 500	500 A customer does not want to buy a new camera because they think its the same as the rest. So you show them the features and benefits! What method did you just use!! Superior point Math problems AND overcoming objections!! 500
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