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Multiple Choice
Identify the letter of the choice that best completes the statement or answers the question. |
| | 1. | Everyone likes to be right. _________ is the act of giving confidence to someone else. | a. | Confidence | b. | Reassurance | c. | Assurance | d. | Support | | | | | | | | | | |
| | 2. | The material of an advertisement which follows the headline is called...? | a. | Body copy | c. | Informative copy | | b. | Middle copy | d. | Detail copy | | | | | | |
| | 3. | Which of the following is NOT a standard sale closing method. | a. | Last-chance-to-buy close | c. | Now-or-never close | | b. | Standing-room-only close | d. | Testimonial close | | | | | | |
| | 4. | A good sales person should have many attributes or traits. When you are constantly trying to improve yourself. You have __________. | a. | Ambition | b. | Confidence | c. | Talent | d. | Personality | | | | | | | | | | |
| | 5. | Sometimes the ___________ method is useful in helping customers examine their own objections. | a. | Examination | b. | Qualifying | c. | Question | d. | Preference | | | | | | | | | | |
| | 6. | Major buying decision objections fall into five general areas. They are product, place, __________ and quantity. The missing area is- | a. | Promotion | c. | Direct-denial method | | b. | Appropriateness | d. | Time | | | | | | |
| | 7. | If the item sold is to be delivered, the sale is called a ____________ transaction. | a. | Cash-delivery | c. | Closed-sale | | b. | Cash-send | d. | COD-delivery-sale | | | | | | |
| | 8. | Good salespeople realize that customers often display ___________. | a. | Sales cues | b. | Sales interest | c. | Sales resistance | d. | Sales reluctance | | | | | | | | | | |
| | 9. | A buyer benefit is anything that promotes the _________ of the buyer. | a. | Well-being | b. | Self-awareness | c. | interest | d. | Physical statue | | | | | | | | | | |
| | 10. | A ________ is specific quality or characteristic or a product or a service, something you can see, feel, hear, smell, or taste. | a. | Feature | b. | Product attribute | c. | Product feature | d. | Attribute | | | | | | | | | | |
| | 11. | Customers like to shop... | a. | For dissimilar products or services in different businesses. | | b. | For similar products or services in different businesses | | c. | For dissimilar products or services in similar businesses | | d. | For similar products or services in similar businesses | | | | |
| | 12. | It has been said that selling is ___ percent preparation and ____ percent presentation. | a. | 50, 50 | b. | 75, 25 | c. | 95, 05 | d. | 90, 10 | | | | | | | | | | |
| | 13. | Sales people should know the appearance, composition, manufacturing process, uses, performance, service, care, brand, price, and competition about the products they sell. | a. | All | c. | All, but price | | b. | All, but manufacturing process | d. | All, but composition | | | | | | |
| | 14. | Customers who prefer to buy from one business or store rather than from another do so because of ___________. | a. | Patronage buying motives | c. | Rational customer expectations | | b. | The location of the store | d. | Multi-cultural motives | | | | | | |
| | 15. | If the product itself is more important than where it is purchased, the customer will buy the item based on __________. | a. | The product’s cost | c. | Product buying motives | | b. | The location of the store | d. | Rational projections of need | | | | | | |
| | 16. | When confronted by a dominating customer, it is good sales technique to... | a. | Let them do the talking | c. | Present the information quickly | | b. | Make them feel important | d. | All of these answers are correct | | | | | | |
| | 17. | Buying motives are __________ customers buy. | a. | Why | b. | When | c. | What | d. | Who | | | | | | | | | | |
| | 18. | Tangible products are products. Intangible products are ___________? | a. | Goods | b. | Needs | c. | Services | d. | Hard to find | | | | | | | | | | |
| | 19. | Which of the following is NOT a customer mood? | a. | Talkative | b. | Friendly | c. | Surprised | d. | Timid | | | | | | | | | | |
| | 20. | Customers are vital to ___________. | a. | A business | c. | a business and your employment | | b. | Your employment | d. | none of these answers are correct | | | | | | |
| | 21. | The close of a sale occurs _________ the sale. | a. | At the end of the presentation for ... | c. | At the close of ... | | b. | At any time during... | d. | Only with help of the manager during.. | | | | | | |
| | 22. | Customers may be classified in three basic categories. Which of the following is NOT one of the basic customer categories. | a. | The undecided customer | c. | The just-looking customer | | b. | The decided customer | d. | The comparison shopper | | | | | | |
| | 23. | __________ is the faith and confidence that causes customers to want to do business with a firm. | a. | Advertising | b. | Reassurance | c. | Goodwill | d. | Benefit | | | | | | | | | | |
| | 24. | You purchased 12 pairs of garden gloves for $1.99 each, with 6% tax. How much was the total on your check you wrote? | a. | $25.31 | b. | $20.42 | c. | $23.88 | d. | $35.88 | | | | | | | | | | |
| | 25. | You need 30 cubic ft. of mulch, each bag is 3 cubic feet. It sells for $2.99 each plus 6% tax. What is your total for the mulch? | a. | $29.99 | b. | $39.99 | c. | $31.69 | d. | $41.69 | | | | | | | | | | |