Multiple Choice
Identify the letter of the choice that best
completes the statement or answers the question.
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1.
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Selling involves ________ others to accept your ideas, advice and
leadership.
a. | persuading | b. | leading | c. | converting | d. | helping |
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2.
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The kind of business, its age, location, kind of competition, media availability
and new product lines all influence the...
a. | advertising campaign strategy | b. | advertising budgetary
strategy | c. | promotion campaign strategy | d. | promotion
campaign |
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3.
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Publicity should not be confused with______.
a. | advertising | b. | public relations | c. | marketing | d. | promotion |
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4.
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Today’s customers are the best read, most informed, most intelligent, and
most demanding in this history of our country. Today’s customers are not just buying
products-they are buying______.
a. | goodwill | b. | satisfaction | c. | benefits | d. | reassurance |
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5.
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A ____ is a visual tool used by business firms to promote products and build
goodwill.
a. | promotion | b. | product | c. | sign | d. | display |
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6.
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Employers expect salespeople to practice good______
a. | conduct | b. | human relations | c. | will | d. | personal
habits |
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7.
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Customers who know what they want to buy are called____.
a. | determined customers | c. | decided customers | b. | dysfunctional customers | d. | directed
customers |
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8.
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Fear, protection, appearance, recreations, recognition and variety are just a
few motives which dictate _____ buying motive.
a. | rational | b. | emotional | c. | selective | d. | interactive |
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9.
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A customer’s ______ can change quickly.
a. | attitudes | b. | wishes | c. | moods | d. | ideas |
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10.
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Advertising which occurs when a manufacturer or vender of a product agrees
to share the cost of advertising that product with a local business is called_____advertising.
a. | joint | c. | manufacturer discount | b. | local
vendor | d. | cooperative |
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11.
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The key component of both radio and television advertising is:
a. | The cost | d. | The signature | b. | The color | e. | None of these are correct | c. | The
script |
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12.
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Advertising media is the means of communication by which:
a. | Customers judge profit and loss | b. | Encourage customers to purchase a product or
service | c. | The main way customers judge the quality of a product | d. | Customers do
comparative shopping | e. | None of above |
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13.
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Practically, placing a customer on hold should:
a. | Not happen | b. | Be preceded by “please
hold” | c. | Be prepared by asking the customer “May I place you on
hold?” | d. | Include being asked several times “For whom are you
holding?” | e. | None of these are correct |
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14.
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Which of the following would be best classified as a customer objection?
a. | “I can’t pay the price.” | b. | “What can you
do about the back-order?” | c. | “You guaranteed satisfaction, but you
don’t have a feed finishing mix.” | d. | All of these are correct | e. | None of these are
correct |
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15.
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When building a product display you should:
a. | Use a variety of concepts | d. | Show customers what they
need | b. | Focus on price | e. | None of these are correct | c. | Show how product should not be
used |
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16.
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A(n) ____________ question is one that steers customers into discussing the
needs and wants which relate to the products you are selling.
a. | Open-ended | b. | Nosy | c. | Probing | d. | Close-ended |
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17.
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___________ customers are usually taken for granted because salespeople
assume they are satisfied with the service received.
a. | Talkative | c. | Passive | b. | Assertive | d. | All of these are
correct |
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18.
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______________ is your mental position on facts, the way you view things.
a. | Attitude | b. | Concern | c. | Behavior | d. | Belief |
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19.
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____________is one of the most important qualities salespeople should possess,
because they play such an important role in creating a favorable image of the business.
a. | Honesty | c. | Loyalty | b. | Aggressiveness | d. | All of these are equally
important |
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20.
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The process of finding new customers is termed:
a. | recruiting | d. | aggressive selling | b. | prospecting | e. | none of these are correct | c. | telephone
contacts |
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21.
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Cold calling is:
a. | calling on prospects with an appointment that fit a certain criteria of type and size
and business | b. | when a salesperson stops by to visit without an appointment or/and prior knowledge of
the prospect | c. | calling a prospective customer who has asked to be contacted | d. | all of these are
correct | e. | none of these are correct |
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22.
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An itemized list of goods shipped specifying price and terms of he sale is known
as:
a. | an invoice | c. | a bill of lading | b. | a purchase order | d. | a packing slip |
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23.
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Customers may be classified in three basic categories. Which of the following is
not one of the basic customers categories?
a. | the undecided customer | c. | the just-looking customer | b. | the decided
customer | d. | the comparison
shopper |
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24.
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ABC Farmers Coop will loan local farmers money for production loans at 8%. If
Farmer Jones borrows $7500 for 12 months, what will be the total amount of interest added to the
$7500 loan?
a. | $7200 | b. | $1500 | c. | $900 | d. | $600 | e. | $300 |
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25.
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Your local county has just raised the county sales tax to 7.5 % from the
previous rate of 7.0 %. If Farmer Smith purchased $4500 dollars of taxable goods, what would his
sales tax be for the purchased items using the new rate?
a. | $3.15 | b. | $3.38 | c. | $315.00 | d. | $337.50 | e. | $652.50 |
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