CSP Marketing, Sales & Customer Engagement 2

Question 1

A customer asks for a Scotch that is 'easy to drink' but has never tried whisky before. What is the best sales approach?

Accepted Answer

Start with a lighter, approachable single malt or blended Scotch and explain flavor notes

Answer

A consultative approach that matches the customer's experience level with an approachable expression builds trust and encourages future purchases.

Question 2

Which marketing claim about Scotch whisky is legally regulated under Scotch Whisky Regulations 2009?

Accepted Answer

Age statements on bottles

Answer

The Scotch Whisky Regulations 2009 mandate that age statements must reflect the youngest whisky in the blend.

Question 3

A retailer wants to create a Scotch tasting event. Which pairing strategy would best highlight Highland single malts?

Accepted Answer

Pair with dark chocolate, smoked salmon, or shortbread to complement typical Highland flavor profiles

Answer

Dark chocolate, smoked salmon, and shortbread complement the fruity, heathery, and sometimes smoky characteristics of Highland single malts.

Question 4

What does 'upselling' mean in a Scotch retail or bar context?

Accepted Answer

Encouraging a customer to choose a higher-quality or higher-priced expression than originally intended

Answer

Upselling involves guiding a customer toward a premium option that better meets their taste preferences or occasion needs.

Question 5

Which of the following best describes 'cross-selling' in Scotch sales?

Accepted Answer

Recommending complementary products such as glassware, water, or books alongside a Scotch purchase

Answer

Cross-selling involves recommending related accessories or products that enhance the customer's overall Scotch experience.

(CSP) Certified Scotch Professional Practice Test