Multiple Choice
Identify the choice that
best completes the statement or answers the question.
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1.
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Selling skills can be very
useful in your_______life.
a. | business | b. | school | c. | extracurricular | d. | personal |
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2.
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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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3.
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Business in America today are
very competitive. In our free enterprise system, there are many business that ______ similar products
and services.
a. | provide | b. | sell | c. | demonstrate | d. | market |
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4.
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Because customers can purchase
the same product or service from more than one business it is important that businesses______
courteous friendly, service to customers.
a. | demonstrate | b. | encourage | c. | provide | d. | expect |
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5.
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Advertising is one of the four
major means of...
a. | moving
product | c. | sales
promotion | b. | sales | d. | motivation |
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6.
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As a salesperson, you must
understand your customer’s ______.
a. | desires and
aspirations | c. | wishes | b. | needs and wants | d. | attitudes and motivation |
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7.
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A customer’s ______ can
change quickly.
a. | attitudes | b. | wishes | c. | moods | d. | ideas |
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8.
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The marketing activity that
occurs between and among middlemen is called______.
a. | product-channel
movement | c. | promotion | b. | advertising | d. | wholesaling |
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9.
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Which of the following would be
included in the pre-approach of a sales presentation?
a. | Closing the
sale | b. | Ordering the product-so it is available for
sale | c. | Showing the product | d. | Learning all there is to know about the products you
sell |
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10.
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The purpose of taking a
physical inventory is to
a. | Decide how much inventory the store
should be purchasing in the future | b. | Determine the exact amount of merchandise the business has on
hand | c. | Determine the amount you are going to change for a
product | d. | Decide how much of the product you should
keep |
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11.
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A quality customer service
provider is a person who:
a. | Accepts responsibility for providing
timely customer service in a courteous manner | b. | Understands that the success of an organization depends on
good customer service | c. | Learns and practices customer service skills in a positive
manner | d. | All of these answers are correct |
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12.
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Which item is not an intangible
item?
a. | Insurance
| b. | Advertising | c. | Fertilizer | d. | Credit services |
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13.
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The proper term for the
activities which need to be done in order to sell a product idea for profit
is:
a. | Resume | b. | Promotion | c. | Application | d. | Media |
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14.
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Which of the following are 5
mental stages a customer goes through in making a buying decision?
a. | Awareness, intention, desire,
attitude, and action | b. | Attitude, intention, desire, consumption, and
action | c. | Attention, intention, demand, consumption, and
action | d. | Attention, interest, desire, conviction, and
action |
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15.
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Which is not a main form of
media?
a. | Print
media | c. | Broadcast
media | b. | Communications media | d. | Visual media |
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16.
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A letter of inquiry is
a. | Written about a specific job
vacancy | b. | Written to inform an employer that you wish to be employed in a position in
the business | c. | Written when resigning from a job | d. | Basically a
resume |
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17.
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What is the goal of every sales
presentation?
a. | To close
| b. | To ask the customer to
buy | c. | To leave the presentation satisfied about your
performance | d. | To leave the customer thinking about your
presentation |
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18.
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Prestige advertising
stresses?
a. | Character | b. | Efficiencies | c. | Happiness | d. | Loyalty |
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19.
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Which question would you NOT
expect during an interview?
a. | What do you know about our
company? | b. | Career-wise, where would you like to be in 5
years? | c. | Why are you leaving your present job? | d. | Are you
married? |
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20.
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JDO Coop listed $15,456.00
worth of bird seed to feed wild turkeys in Highland county last month. Since the economy was sagging
rare one time discount for cash was offered with a “SPECIAL” 20% cash discount if the
JIM-CAROL RANCH agreed to the terms and purchased the entire lot of seed. How much NET CASH did Carol
give JDO Coop using the “SPECIALTY” 20% discount on the original list price of the bird
seed? ( use the closest figure below)
a. | $1,236.48 | b. | $3,091.20 | c. | $18,547.20 | d. | $12,264.80 |
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21.
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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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22.
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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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23.
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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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24.
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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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25.
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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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