Multiple Choice
Identify the choice that
best completes the statement or answers the question.
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1.
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The necessary components of
print advertising usually include
a. | Headline, copy, illustration, and
signature or logo | b. | Headline, cost variation, length of time and
logo | c. | Copy, illustration, message, and direct mail | d. | Illustration, logo, cost and
message | e. | None of these are correct |
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2.
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A positive
attitude:
a. | Is an inborn
trait | b. | Is possible for some people, but not for
everyone | c. | Has nothing to do with job satisfaction | d. | Is your choice | e. | None of these are
correct |
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3.
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Which of the following would
not characterize a “Decided Customer”:
a. | Convinced of the item they want to
buy | b. | Usually looking for an item they want to
buy. | c. | They like to be sold the item | d. | They like to make their own buying
decisions. | e. | None of these are correct |
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4.
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Emotional Buying Motives are
based on:
a. | Customer’s logical
reasoning. | b. | Desire to have a product or service | c. | Product is more important than where it is
purchased. | d. | All of these are correct | e. | None of these are
correct |
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5.
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Select the most desirable
approach a salesperson should take with each client.
The client is a relationship
maintainer-caring and possessive. You should:
a. | Be
entertaining | d. | Be fast paced and
get to the point quick | b. | Be well organized, logical, and formal | e. | None of these are correct | c. | Emphasize personal
guarantees |
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6.
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When dealing with
customer’s objections, which of the following methods should NOT be used?
a. | Listen to the customer’s
objections | b. | Pause before answering the objections | c. | Argue with the customer over the objection for his
benefit | d. | Show empathy for the customer | e. | None of these are
correct |
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7.
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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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8.
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Which of the following is not
one of the three basic steps of the sales presentation?
a. | Summarize the
problem | c. | Present selling
points | b. | Outline solution | d. | Cold calling |
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9.
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When the customer gives you a
statement or a question that has to do with ownership-this is a clue that the customer is ready to
buy. What type of method should be used?
a. | Demonstration
method | c. | Question method
| b. | Third-party
method | d. | Close-on-an-objection
method |
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10.
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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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11.
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The approach is used to greet
customers on an informal basis
a. | Service approach
| c. | Merchandise approach
| b. | Welcome
approach | d. | Opening approach
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12.
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Important patronage buying
motives include
a. | Store image and
location | c. | Helpful sales
people | b. | Assortment of merchandise | d. | All of these are correct |
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13.
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What are based upon
customers’ needs and wants and the ability of the product or service to satisfy them?
a. | Buying motives
| c. | Reasons of
interest | b. | Reasons for complaint | d. | Reasons to sell |
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14.
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Which of the following best
describes the five mental stages of the buying process?
a. | Attention, interest, desire,
conviction and action | b. | Product, place, promotion and price | c. | Attention, price, income, promotion and
interest | d. | Cost promotion, attention, desire and action | e. | None of these are
correct |
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15.
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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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16.
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The most important factor of
your continued success in the sales field will depend on?
a. | The state of the economy
| d. | The product you are
selling | b. | The weather in the area | e. | None of these are correct | c. | The selling skills you
develop |
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17.
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Getting immediate and favorable
attention should be attained in what part of the sales process?
a. | Pre
approach | d. | Approach | b. | Demonstration | e. | None of these are correct | c. | Closure |
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18.
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In handling objections, one
techniques is known as “three F’s”. The three F’s
are:
a. | Free, fun,
fast | c. | Feel, felt,
found | b. | Feel, found, fact | d. | Forget, forever, fantastic |
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19.
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Potential problems not readily
voiced by a customer are:
a. | Hidden
objections | c. | Benefits of
products and services | b. | Customer buying signals | d. | Hidden agendas |
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20.
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What is the purpose of the
opening statement in a telephone presentation?
a. | To put the customer in a receptive
mood. | b. | To make sure you have a potential customer on the
line. | c. | To provide information on the product you are
selling. | d. | To make sure your customer is alert and
awake. |
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21.
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If asked what salary you would
be willing to accept, you should?
a. | Shoot for the
moon. | b. | Tell the person it is not important. | c. | Say “it’s
negotiable”. | d. | be safe and quote a lower figure than you would
accept. |
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22.
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Employers expect sales people
to practice good ________.
a. | Conduct | b. | Human relations | c. | Will | d. | Personal Habits |
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23.
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John Miley recently purchased a
new computer for the home office and borrowed $2500 from Huntington Bank in Columbus for his expanded
business. He plans to pay the loan off in one year and has agreed to pay Huntington Bank 18% interest
on the loan. How much interest will he pay?A faulty oil pressure relief valve
a. | $225.00 | b. | $45.00 | c. | $450.00 | d. | $270.00 |
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24.
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Highland County has the best
sales tax rate in Ohio according to J.D. Ogden with a low rate of 5.5%. Farmers from Ripley
area recently purchased $2,346 worth of taxable goods and the sales clerk is trying to figure the
sales tax on the purchase. Based on the 5.5% sales tax for Highland County how much sales tax
should be added to the order?
a. | $129.03 | b. | $11.70 | c. | $1209.30 | d. | $240.10 | e. | $24.10 |
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