Advertising & Sales Multiple Choice Final

Question 1

Explain the concept of product feature and customer benefit.
Give 2 examples of this concept when selling a product.

Answer 1

• Product Feature is attributes of a product
• Customer Benefit is the advantage to the customer
  An example is Columbia Men’s Wind Protector Fleece, the features of that product is there little silver dots keep the sun away from you helping you to see but the biggest feature is a wind block that protects you from heavy winds.

Question 2

Explain the differences between Limited and Extensive Decision Making. Give examples of the different decision making and explain why.

Answer 2

• Limited Decision Making is is where a person that has some experience purchasing that product. An example of this include is buying a used car, however that car isn’t used regularly due to a variety of reasons.
• Extensive Decision Making is where a person that has none or little experience of that product, it has a high risk, worthy, and has value to the customer. A example of this include is buying a car that has never been used in the United States and been used in a foreign country because this person has no prior experience using that car.

Question 3

Explain Up-Selling and explain an example

Answer 3

Is buying more products at a discount.
Example G and L Clothing: Buy on any clothing that is on sale and then buy a another pair of clothes that is on sale but cheaper than the first clothes you bought for free.

Question 4

Explain Cross-Selling and an example.

Answer 4

Is buying related merchandise.
Example Microsoft Computers: Buy additional computer plus a mouse including the mouse pad at a low cost at the suggestion of seller.

Question 5

Explain Special Sales Opportunities and an example.

Answer 5

Is where the manufacturer sales is passed onto the retailer then to the customer.
Example Nike: This special Air-Jordan is going to be sold at basketball stores across the country so Nike is going to drop their prices for good demand.

Question 6

Explain the common objections for products. Use one of the specialized methods to answer that objection.

Answer 6

• Objections are concerns hesitations, doubts, or honest reasons they don’t want to purchase.
• Methods include the Boomerang Method is where the salesperson brings the objection back to the customer as a selling point. Example include Kum and Go drink