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Multiple Choice
Identify the letter of the choice that best completes the statement or answers the question. |
| | 1. | A store may sell a product or service. Which of the following would be considered a service? | a. | Grain consultant | d. | No answers are correct | | b. | Credit union | e. | All of these are correct | | c. | Lawn care treatments | | | | | | | | |
| | 2. | The elements of a good advertisement direct a reader’s eyes to move from the top to the bottom of an advertisement. This is known as: | a. | Design flow | d. | Balance | | b. | A focal point | e. | No answers are correct | | c. | Product detail | | | | | | | | |
| | 3. | Which of the following communication skills are important to a sales person? | a. | Listening | d. | All answers are correct | | b. | Writing | e. | Listening and writing | | c. | Reading | | | | | | | | |
| | 4. | The first step to take when presenting a product is: | a. | Build a desire for the product | c. | Tell the customer to buy the product | | b. | Get the customer’s attention | d. | Develop the customer’s interest | | | | | | |
| | 5. | Why is selling so important? | a. | Selling is not important in marketing. | | b. | Selling keeps many people employed. | | c. | Selling is where the money is made in the marketing process. | | d. | Selling helps move products through the marketing process. | | e. | No answers are correct | | | | |
| | 6. | There are seven steps to making a scale. Which of the following is not one of the seven? | a. | A demonstration | | b. | Approach | | c. | Criticizing the competitors | | d. | Identifying a customer’s needs & wants | | e. | Overcoming objections | | | | |
| | 7. | A “feature-benefit” sales presentation: | a. | Is based on needs and wants of the customer. | | b. | Should be used for the “silent-type” customer. | | c. | Is what the business wants to move out on special. | | d. | All answers are correct. | | | | |
| | 8. | “Hi. You’re looking at one our best chainsaws we carry. It’s light, easy to use, and very powerful.” This statement reflects what type of approach? | a. | The service approach | c. | The informal approach | | b. | The friendly greeting | d. | The merchandise approach | | | | | | |
| | 9. | Which of the following methods should be used to gauge customers’ needs? | a. | Direct questions and answers | c. | Facial expressions | | b. | Listening carefully | d. | All answers are correct | | | | | | |
| | 10. | Which of the following list of methods could be used to handle customers’ complaints? | a. | Sell only non-refundable products | | b. | When a customer complains, yell back at them | | c. | Tell the customer you did not wait on them when they bought the product | | d. | Explain the product warranty | | e. | No answers are correct | | | | |
| | 11. | An example of suggestive selling is: | a. | Explaining a low-cost service contract after selling a big ticket item. | | b. | Asking if the customer has protective gear if they have just purchased a chainsaw | | c. | Asking the customer if they want to be signed up for the free drawing in the store. | | d. | All answers are correct | | e. | Only two answers are correct | | | | |
| | 12. | When confronted by a dominating customer, a good sales technique if to: | a. | Try to impress the customer with all the benefits of the product. | | b. | Walk away because you can’t win in the situation. | | c. | Let the customer do the talking. | | d. | No answers are correct. | | | | |
| | 13. | Qualifying a prospect involves determining if they meet which important criteria? | a. | Do they have a need for your product or service? | | b. | Do they have the authority to make buying decisions for the business? | | c. | Do they have the ability to pay for your product or service? | | d. | All answers are correct | | e. | Only 2 answers are correct | | | | |
| | 14. | A cold call is an unannounced visit or phone call made to someone you have identified as a possible customer. |
| | 15. | The necessary components of print advertising usually includes: | a. | Headline, subhead, logo & business information and coupons | | b. | Illustration, logo & business information, and price | | c. | Body copy, mailing opportunities, and cost variation | | d. | Logo & business information, price, illustration, copy, subhead, and headline | | | | |
| | 16. | Newspaper advertising space is sold on which unit of measure? | a. | Number of centimeters | c. | Square inches | e. | All are acceptable | | b. | Number of millimeters | d. | Column inches | | | | | | | | | | |
| | 17. | A promotional display: | a. | Is designed to promote good will in the community | | b. | Used to promote the business as a whole | | c. | Promotes a store’s image as part of the community | | d. | Draws attention to products, supplies or services for sale. | | | | |
| | 18. | When making a telephone presentation, what is the purpose of the opening statement? | a. | To provide product information | | b. | To make sure there is a potential customer on the phone | | c. | To put the customer in a receptive mood. | | d. | To determine how the customer will pay for the product. | | | | |
| | 19. | The close of a sale occurs: | a. | At the end of the demonstration. | c. | Any time during the sale | | b. | Only if your supervisor is around. | d. | All of the above | | | | | | |
| | 20. | During a sale, if asked a question for which you don’t have an answer, you should: | a. | Pretend you didn’t hear the question. | | b. | Admit you don’t know the answer. | | c. | Try to evade the question. | | d. | Say something, even if it is a vague response. | | | | |
| | 21. | To reach a select group of consumers, (specific market segment) which of the following media should be used? | a. | Magazine | c. | Radio | e. | All are acceptable | | b. | Newspaper | d. | Trade journal | | | | | | | | | | |
| | 22. | If handling several incoming calls at once, it is appropriate to put the first caller on hold, and answer and complete the next call only if it can be handled quickly. |
| | 23. | Good salespeople realize that customers often display: | a. | Sales resistance | b. | Sales clues | c. | Sales interest | d. | None are correct | | | | | | | | | | |
| | 24. | The “All We Can Make” dairy farm has decided to spend $5200 for a new making machine. If he is taxed 6.5% what will his bill be? | a. | $8580 | b. | $5538 | c. | $5265 | d. | $5564 | | | | | | | | | | |
| | 25. | Which of the following is an example of market analysis? | a. | Soliciting your competitor for advice on best-selling products. | | b. | Advertising a new product in a market area, then waiting to see if people buy it. | | c. | Giving out free samples and see how many were issued. | | d. | Surveying people in an area seen as a suitable market for a product. | | | | |