Multiple Choice
Identify the choice thatbest completes the statement or answers the question. |
| | 1. | A hidden objection is defined as . a. | details the salesperson is withholding | | b. | a sales presentation without disclosing theprice | c. | a customer’s reluctance to listen | d. | a customer’sunspoken concern |
|
| | 2. | What is a product feature? a. | answers in a question, “What is it?” | b. | a specific qualityor characteristic of a product or service. | | c. | something you can see, feel hear, smell, ortaste | d. | consumer ratings and reports |
|
| | 3. | In handling customer complaints, the three F’s refer to: a. | forget, forgive, forecast | c. | feel, felt,found | b. | feel, forget, forgive | d. | forget, forgive, found |
|
| | 4. | Which of the following is an example of an open question? a. | would you like Roundup Ultradry, or Roundup Ultramax? | b. | do you grow corn orsoybeans? | c. | what are your crop rotation practices? | | d. | will you attend our growermeeting? |
|
| | 5. | When a customer makes an excuse during a buying decision they are: a. | stalling the decision | | b. | not wanting to buy theproduct | c. | wanting to buy the product, but makes you lower the price | d. | going to buy theproduct |
|
| | 6. | A good shows a genuineinterest in communicating with customers about their interests. a. | presentation | b. | conversationc. | listener | d. approach |
|
| | 7. | are clues that the customer is ready to buy. a. | Body language | c. | Buying signals| b. | Non-verbal signals | d. | Attitudechanges |
|
| | 8. | Most salespeople know about what theysell. a. | far too much | c. | far too little| b. | just enough | d. | a great amount |
|
| | 9. | The is an effort to close the sale at the earliest, most convenient point. a. | first close | c. | initial close| b. | special feature close | d. | trial close |
|
| | 10. | questions help determine a customers desires. a. | Direct | c. | Pertinent| b. | Qualifying | d. | Productspecific |
|
| | 11. | What factors must be present to establish effective customer servicepolicy? a. | policies must be clear to the customer | | b. | supported by companymanagement | c. | the primary objective should be customer satisfaction | d. | all of these arecorrect |
|
| | 12. | If your resolution to a customer complaint doesn’t work then . a. | present an alternative solution | | b. | inform the customer there is no othersolution | c. | contact your supervisor | | d. | none of these arecorrect |
|
| | 13. | When you first meet a disgruntled customer you should . a. | refer them to your supervisor | | b. | establish eye contact andsmile | c. | send them to the customer service desk | | d. | none of these arecorrect |
|
| | 14. | Which of the following would not be considered one of the five buyingquestions a display should answer? a. | What is the product? | c. | Where can I buy it?| b. | How much does it cost? | d. | Is it worth it? |
|
| | 15. | An effective display will . a. | tells a story. | c. | gets the attention of the customersb. | demonstrates a salespoint. | d. | all of these arecorrect |
|
| | 16. | Sometimes the method is useful in helping customers examine their own objections. a. | examination | b. | qualifyingc. | question | d. preference |
|
| | 17. | A good sales person should have many attributes or traits. When you areconstantly trying to improve yourself youhave . a. | ambition | b. | confidencec. | talent | d. personality |
|
| | 18. | Which of the following is not a standard sale closing method? a. | last-chance-to-buy close | c. | now-or-neverclose | b. | standing-room-only close | d. | testimonial close |
|
| | 19. | The material of a point advertisement which follows the headline iscalled . a. | body copy | c. | informative copy| b. | middle copy | d. | detail copy |
|
| | 20. | Everyone likes to be right. is the act of givingconfidence to someone else. a. | confidence | b. | reassurancec. | assurance | d. support |
|
| | 21. | Randolph County has a 6.75% sales tax rate. If you purchased $4500.00 of taxablegoods, how much sales tax would be added to your purchase? a. | $270 | b. | $273.75 | c. | $303.75d. | $315.00 |
|
| | 22. | Your summer intern job at a local nursery paid $8.00/hour. If you worked 30hours one week and your deductions were 22% of the gross pay, what would be your net pay for thatweeks work? a. | $52.80 | b. | $137.28c. | $150.50 | d. $187.20 |
|
| | 23. | Your local Agway Cooperative recently offered a 5% discount/ton for bulkfertilizer picked up at the plant by April 1, 2009. How much would you save if you purchased 25 tonsof bulk fertilizer if the original price was $500/ton a. | $125.00 | b. | $625.00c. | $1000.00 | d. $2500.00 |
|
| | 24. | ACME Coop will loan local farmers production short term loans for a low rate of5% in 2009. If you borrowed $14,000 for six months, what would be the total interest paid? a. | $350.00 | b. | $420.00c. | $700.00 | d. $2800.00 |
|
| | 25. | The original selling price for a TSC motor was $88.00, but was marked down 25%.What would be the final selling price for the motor? a. | $63.00 | b. | $66.00c. | $58.08 | d. $70.00 |
|