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Multiple Choice
Identify the letter of the choice that best completes the statement or answers the question. |
| | 1. | Selling is the ______ of communicating effectively with people. | a. | science | b. | art | c. | technique | d. | protocol | | | | | | | | | | |
| | 2. | Selling skills can be very useful in your_______life. | a. | business | b. | school | c. | extracurricular | d. | personal | | | | | | | | | | |
| | 3. | Selling involves ________ others to accept your ideas, advice and leadership. | a. | persuading | b. | leading | c. | converting | d. | helping | | | | | | | | | | |
| | 4. | The word selling is defined (by the textbook) as _____ and _____ the customer to make a wise buying decision. | a. | directing and leading | c. | assisting and helping | | b. | convincing and leading | d. | directing and urging | | | | | | |
| | 5. | 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 | | | | | | | | | | |
| | 6. | 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 | | | | | | | | | | |
| | 7. | How many steps are involved in the sales process? | a. | five(5) | b. | seven(7) | c. | nine(9) | d. | eleven(11) | | | | | | | | | | |
| | 8. | _______ are the users of goods and services in our society. | a. | people | b. | consumers | c. | customers | d. | users | | | | | | | | | | |
| | 9. | In customer-oriented businesses, a simple slogan applies. It is “the Customer is_____.” | a. | king | b. | in charge | c. | to be respected | d. | right | | | | | | | | | | |
| | 10. | The name for the delivery system of advertising is the______ | a. | the marketing system | c. | the sales system | d. | the media | | b. | the marketing plan | | | | | | | | | | | | |
| | 11. | One of the textbooks defines_____ as all the functions and activities necessary to get economically useful goods of mine, field, forest and factory, or services of people to the user... | a. | marketing | b. | production | c. | advertising | d. | business | | | | | | | | | | |
| | 12. | 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 | | | | |
| | 13. | When a customer approaches you and says, “I’ll take this,” you are____ | a. | a happy sales person | | b. | an order taker | | c. | an account-oriented sales person | | d. | a cashier | | | | |
| | 14. | ________ is the faith and confidence that causes customers to want to do business with a firm. | a. | advertising | b. | reassurance | c. | goodwill | d. | benefit | | | | | | | | | | |
| | 15. | _______ is the faith and confidence that causes customers to want to do business with a firm. | a. | advertising | b. | reassurance | c. | goodwill | d. | benefit | | | | | | | | | | |
| | 16. | Publicity should not be confused with______. | a. | advertising | b. | public relations | c. | marketing | d. | promotion | | | | | | | | | | |
| | 17. | The salesperson’s most important function is______. | a. | selling | | b. | confidence-building | | c. | encouraging decision-making | | d. | marketing product or services | | | | |
| | 18. | One of the ways a responsible salesperson can provide assistance to customers is by... | a. | reassuring customers that the purchase is a wise buying decision. | | b. | encouraging customers to purchase the good or service because it is a wise buying decision | | c. | helping customers to make the buying decision | | d. | leading customers to the correct and wise buying decision | | | | |
| | 19. | In customer-oriented selling the functions of the salesperson center on the customer and what benefits him or her most. This is called... | a. | salesmanship | c. | personal selling | | b. | customer relations | d. | selling to the customer | | | | | | |
| | 20. | 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 | | | | | | | | | | |
| | 21. | A good salesperson should have many attributes or traits. When you are constantly trying to improve yourself, you have____ | a. | ambition | b. | confidence | c. | talent | d. | personality | | | | | | | | | | |
| | 22. | A ____ is a visual tool used by business firms to promote products and build goodwill. | a. | promotion | b. | product | c. | sign | d. | display | | | | | | | | | | |
| | 23. | Advertising is one of the four major means of... | a. | moving product | c. | sales promotion | | b. | sales | d. | motivation | | | | | | |
| | 24. | Employers expect salespeople to practice good______ | a. | conduct | b. | human relations | c. | will | d. | personal habits | | | | | | | | | | |
| | 25. | The last stage of the buying process is ______ | a. | action | b. | commitment | c. | sale | d. | purchase | | | | | | | | | | |
| | 26. | ______ is one of the most important qualities salespeople should process because salespeople play such an important role in creating a business’s favorable image. | a. | humor | b. | loyalty | c. | goodwill | d. | confidence | | | | | | | | | | |
| | 27. | Customers who know what they want to buy are called____. | a. | determined customers | c. | decided customers | | b. | dysfunctional customers | d. | directed customers | | | | | | |
| | 28. | The buying and selling process involves_______. | a. | media,customer and salesperson | | b. | marketing,customers and salesperson | | c. | selling environment,customer and salesperson | | d. | customer and salesperson | | | | |
| | 29. | Before buying, your customer will consciously or unconsciously go through____ stages of self-persuasion. | a. | five(5) | b. | six(6) | c. | four(4) | d. | seven(7) | | | | | | | | | | |
| | 30. | “Reach, message, flexibility and fit,” are among the terms used to checklist... | a. | an advertising program | c. | a sales promotion | | b. | the media | d. | none of these are correct | | | | | | |
| | 31. | To understand customers, you must understand_____. | a. | selling techniques | c. | people | d. | motivation | | b. | your product | | | | | | | | | | | | |
| | 32. | _____ is the attitude customers have toward the business. | a. | concern | b. | impression | c. | awareness | d. | store image | | | | | | | | | | |
| | 33. | As a salesperson, you must understand your customer’s ______. | a. | desires and aspirations | c. | wishes | | b. | needs and wants | d. | attitudes and motivation | | | | | | |
| | 34. | Fear, protection, appearance, recreations, recognition and variety are just a few motives which dictate _____ buying motive. | a. | rational | b. | emotional | c. | selective | d. | interactive | | | | | | | | | | |
| | 35. | “No, I’m just looking,” is an expression which identifies the _____ customer. | a. | casual | b. | uncommitted | c. | strolling | d. | no sale | | | | | | | | | | |
| | 36. | A customer’s ______ can change quickly. | a. | attitudes | b. | wishes | c. | moods | d. | ideas | | | | | | | | | | |
| | 37. | 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 | | | | | | |
| | 38. | The marketing activity that occurs between and among middlemen is called______. | a. | product-channel movement | c. | promotion | | b. | advertising | d. | wholesaling | | | | | | |
| | 39. | Buying____ are why customers buy. | a. | motives | b. | desires | c. | incentives | d. | signals | | | | | | | | | | |
| | 40. | Local businesses favor... | a. | television ads. | c. | hand flyers | | b. | radio ads | d. | newspapers | | | | | | |
| | 41. | Customers like to shop... | a. | for dissimilar products or serves in different businesses | | b. | for similar products or services in different businesses | | c. | for dissimilar products or services in similar businesses | | d. | for similar products or serves in similar businesses | | | | |
| | 42. | An often forgotten though important subject between salesperson and customers is... | a. | how to use the product | | b. | how to assemble the product | | c. | how to care for the product | | d. | how to appreciate the product | | | | |
| | 43. | The five types of advertising budgets are... | a. | No plan at all; shopping events; according to last years sales, in terms of objective/task method | | b. | shopping events, planned promotions, according to last years sales in terms of anticipated sales,and objective/task method | | c. | planned, promotional, peak season, preferred customer and patterned | | d. | planned, pre-approach, peak season, off-season and pattern | | | | |
| | 44. | Selling is_____ customers, not pushing customers into buying. | a. | encouraging | b. | leading | c. | facilitating | d. | serving | | | | | | | | | | |
| | 45. | When assembling a print advertisement the headline accounts for what percent of the attention getting power of an advertisement? | a. | 30-40% | b. | 80-90% | c. | 50-75% | d. | 50-100% | | | | | | | | | | |
| | 46. | A good _____ shows a genuine interest in communicating with customers about their interests. | a. | presentation | b. | conversation | c. | listener | d. | approach | | | | | | | | | | |
| | 47. | ______ are clues that the customer is ready to buy. | a. | body language | c. | buying signals | | b. | non-verbal | d. | attitude changes | | | | | | |
| | 48. | Most salespeople know _____ about what they sell. | a. | far too much | b. | just enough | c. | far too little | d. | a great amount | | | | | | | | | | |
| | 49. | The _____ is an effort to close the sale at the earliest, most convenient point. | a. | first close | b. | close | c. | initial close | d. | trial close | | | | | | | | | | |
| | 50. | _______ questions help determine a customers desires. | a. | direct | b. | qualifying | c. | pertinent | d. | product specific | | | | | | | | | | |