Final Exam Review
Unit 5 Selling: Chapters 12 to 15
& a few concepts used in your project, from Chapter 16
Marketing Essentials
These chapters include concepts which include several parts, I would recommend you utilize the list below and add others to it as well, in order
to develop your study guide.
Reminder: concepts should be defined and
provide an example of each.
Pre-approach
Steps of the Sale
Terms of Sale
Purchase Order
Jargon pg 244
Customer Buying Motives
Three Types of Product Features
Types of Customer Greetings
Types of Customer Decision Making
Sources and Methods of Prospecting
Determining a Customer Needs (how to)
Product Presentation – Show and Tell examples
Maximum Numbers of Products a Salesperson can Show a Customer
What are the Types of Retail Store Transactions
Four Step Process for Handling Objections
Rules and Methods of Suggestive Selling
Parts and Calculations of an Invoice
Name Three after the Sale Activities
Typical Cash Register Arrangement
Relationship Marketing
Common Objections
Types of Closes
Buying Signals
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