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Chapter 27. Sales > Working with Words

Working with Words


From the following list, select the word that best fits the meaning of each sentence and write the word in the blank space provided. Use each word only once. Use all of the words.

territorieswholesalesales collateralsconsultative selling

1:T-Mart buys t-shirts in bulk from the factory and sells them _______________ to consumers in their shop.
2:A _______________ analysis describes a product's characteristics and tells how it can help the purchaser.
3:_______________ involves assessing needs or problems and trying to solve them.
4:The _______________ that Amos George gave to his client included a booklet on how to get a home loan, an information sheet on evaluating personal creditworthiness, and a small calculator with his name and phone number printed above the display.
5:Apex Distribution Company bought their supplies of paint products from Picture Perfect Paint Manufacturing, Inc. They bought them _______________.
6:Identifying potential customers is also known as _______________.
7:The company divided the country into geographical _______________ and then assigned two representatives to each area.
8:As an _______________ to buy their cars, the automobile maker offered to include twenty tanks of free gasoline.
9:As part of her _______________, Joan asked the pharmacist if she would like to order two dozen bottles of the new drug.
10:Cliff was not a good _______________ for ABC Machines because he had new equipment and did not need any new machines.


In each group, underline the word that does not belong with the others. Then state why it doesn't belong.

1:sales collateral, support material, product, price list
2:problem-solving, helpful, physician, consultative
3:customer, distributor, middleman, wholesaler
4:retail seller, seller to end user, manufacturer, seller to ultimate purchaser
5:wholesale, bulk, quantity, telemarketing
6:offer, cents, coupon, incentive
7:sales promotion, features and benefits, consultative selling, problem-solving
8:lead, follow, prospect, potential customer
9:closing, preapproach, preparation, planning
10:territory, prospecting, closing, preapproach planning


Read the following ad and answer the questions that follow it.


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Now you can buy your own Dance Your Way to Health kit at half of the regular retail price. Harry's Human Health Supply Shop has just received a huge shipment of complete Carla Simpson Dance Your Way to Health kits. We bought these kits at the manufacturer's wholesale prices, and we're passing the savings on to you!

The Dance Your Way to Health kits give you six full hours of videotape, including one hour of yoga instruction and four hours of dance aerobics. Tape six reviews the principles of good nutrition. The kit includes diagrams of the dance aerobics steps.

Dance Your Way to Health is the easy-to-understand, easy-to-follow health system. No heavy body chemistry textbooks to master. No impossible diets to follow. Eat whatever you like. End those embarrassing moments when that doctor's scale says you're “in the red zone.”

Dance Your Way to Health offers true value for your fitness dollar. Compare our low price to what you would pay retail for other programs. You'll like what you learn.

Come in and buy today and receive absolutely free Harry's fitness progress chart. Hurry. Offer good only while supplies last, and our supplies are going fast.

1:What incentive does Harry's give readers to buy the kit soon?
2:What did Harry pay for the kits?
3:What price is Harry selling them for? Is this probably a good price for the consumers?
4:List four features of the Dance Your Way to Health kit.
5:List three benefits of the Dance Your Way to Health kit.



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