Multiple
Choice
Identify the letter of the choice that best completes the statement or answers the
question.
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| 1. | Brand and exclusivity, quality,
appearance and product performance are types of: a. | Non-price
competition | b. | Price competition | c. | Product features | d. | Marketplace dominance by one
competitor. | | |
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| 2. | Which item is NOT a sales
objective? a. | To inform the customer about your product | b. | To persuade the customer to buy your product. | c. | To take the customer to lunch. | d. | To find out if your customer is willing and able to buy your
product. | | |
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| 3. | Credit is an important sales
tool. A sound credit policy for a company is needed to: a. | Minimize financial losses associated with customers paying for goods and services
purchased. | b. | Provide consistent treatment of customers. | c. | Develop and nurture customer loyalty. | d. | All of these are correct. | | |
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| 4. | Selling includes products or
services. Which of the following is considered a product (versus a service)? a. | Factory-trained mechanics to repair and maintain your
equipment. | b. | Courtesy carts to help load purchases in the customers’
vehicles. | c. | “We accept all major credit
cards.” | d. | 100-pound bags of fertilizer. | | |
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| 5. | To determine the right price
for your company’s product, which do you NOT need to know? a. | Your competitors’ prices | b. | Your competitors’ costs | c. | Your companys’ costs | d. | Your competitors’ price product
performance. | | |
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| 6. | Selling statements are all of
the following except: a. | Sales pitches to identity your customers
needs | b. | Sentences used by salespeople to convince the customer that they need
this product. | c. | Customized to match customers’ questions, interests, advantages
and benefits describing the product. | d. | Sentences containing features, advantages,
and benefits describing the product. | | |
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| 7. | A salesperson who wishes to
help solve a customer’s problem must first: a. | Sale the product to the
customer | c. | Identify the problem | b. | Become a friend of the
customer | d. | Make the customer know his problem | | | | |
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| 8. | The customer expects the
salesperson to complete the sale. If the customer must complete the sale, the salesperson is
_________________ not a salesperson. a. | An information
source | c. | A company owner | b. | A
technician | d. | An order taker | | | | |
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| 9. | For many companies, the
“80/20 rule” refers to: a. | 80 percent of the sales come from 20
percent of the customers | b. | 80 percent of the costs are from
production and 20 percent of the costs are from selling. | c. | 80 percent of revenues cover costs and 20 percent cover
profits. | d. | A salesperson should spend 80 percent of their time in face-to-face
selling and 20 percent of their time on administrative selling tasks. | | |
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| 10. | Salespeople build _____________
by listening to their customers, assessing customer needs, and organizing the company’s efforts
to solve customer problems. a. | Profits | b. | Territories | c. | Perks | d. | Relationships | | | | | | | | |
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| 11. | Which is one of the reasons
that personal selling can be more effective than advertising in complex selling
situations? a. | Personal selling can probe customers to learn more about their
problems. | b. | Personal selling in cheaper on a per contact
basis. | c. | Personal selling can reach more customers within a given period of
time. | d. | Personal selling can deal with inelastic
demand. | | |
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| 12. | Which of the following
statements is most accurate? a. | Marketing and selling are the same
thing. | b. | Selling is that portion of the marketing process that is closest to
the buyer. | c. | Marketing is one part of the selling
process. | d. | Selling is all activities involved in getting a product from the
initial producer to the final consumer. | | |
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| 13. | Salespeople that specialize in
selling only a portion of the company’s products or lines are organized as a: a. | Territorial sales force. | c. | Customer sales force. | b. | Product sales force. | d. | Multi-tasking sales force. | | | | |
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| 14. | Salespeople spend their time in
various ways. On average, which of the following accounts for the majority of the salesperson’s
time? a. | Administrative paperwork tasks | c. | Face -to- face
selling | b. | Service calls | d. | Waiting in offices and
traveling | | | | |
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| 15. | A set of stages that most new
products pass through; these include the development stage, the introductory stage, the growth stage,
the mature stage, and the declining sales stage is called: a. | The product life cycle. | c. | The price cycle. | b. | A marketing plan. | d. | The five step selling process. | | | | |
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| 16. | The first step in the selling
process is generally recognized to be: a. | Prospecting and
qualifying | c. | The approach | b. | The
pre-approach | d. | Handling customer objections. | | | | |
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| 17. | Setting call objectives is done
during which stage of the selling process? a. | Prospecting and
qualifying | c. | The approach | b. | The
pre-approach | d. | Handling customer objections. | | | | |
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| 18. | The last step in the selling
process is generally recognized to be: a. | The
follow-up | c. | Handling customer objections | b. | The close | d. | Taking the order | | | | |
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| 19. | The law that states
“as price increases, given that other factors are constant, the customer demand for the
product will decrease” is referred to as: a. | The Robinson-Patman Act (1936) | c. | The law of diminishing
returns | b. | The law of supply and demand | d. | The Sherman Anti-Trust Act
(1890) | | | | |
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| 20. | The four P’s of the
marketing mix are: a. | Promotion, placement package,
position | b. | Planning, practicing, potential, publicity | c. | Preparation, prospecting, planning and pricing | d. | Product, price, place, and promotion | | |
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| 21. | A niche market for an
agricultural product: a. | Is a specific place, position or role in a
marketplace that is already established | b. | Is profitable | c. | Does not have any competition from other products | d. | Is open only to the first producer that discovers the
demand. | | |
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| 22. | A market situation where there
are many seller of a product means that it is: a. | Easy for producers to raise prices to
cover costs | b. | Difficult for producers to raise prices to cover
costs. | c. | A monopoly. | d. | Easy to enter and exit the market as
producer. | | |
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| 23. | The market price is the
price: a. | Set by the salesperson | b. | Set by the seller or producer. | c. | Where consumers will buy all the product that the producers will
sell | d. | Where producers must sell their products. | | |
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| 24. | A salesperson should close the
sale when the customer: a. | Gives a buying
signal. | b. | Opens the door to the store. | c. | Stops asking questions or stops talking. | d. | Finishes writing the check. | | |
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| 25. | A product display for your
company at the Southern Farm Show in Raleigh should: a. | Have all your company’s products so you will not miss any sales to
customers. | b. | Have many sales representatives so show visitors will not have to wait
to talk with someone. | c. | Have a central
theme. | d. | Be outdoors because that’s where farmers like to
be. | | |
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