| A | B |
|---|
| The goal of the product presentation is to | match the customer's needs with appropriate product features and benefits |
| During the product presentation in the sale of running shoes, a salesperson should not | present the customer with five or six models of running shoes at one time |
| when you do not know the customer's price range and your knowledge of intended use is insufficient top determine a price range, | begin showing the medium-priced product in the line |
| you are a sales representative for a manufacturer of strep throat testing equipment and supplies. When you call on a physician who is too busy to see you, you should | leave your business card and literature about your product |
| You are a retail sales associate in a clothing store. After speaking with you for a few minutes, a customers explains that she is just browsing and did not plan on buying anything today. At this point, you should | encourage the customer to look around and ask you any questions she may have |
| Which method for handling objections would you use if a customer said, " That's more than i wanted to spend on a bicycle built for two. I had no idea they were so expensive." | superior point |
