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NEW Marketing 2.01
Test Description: 2.01 selling
Instructions: Answer all questions to get your test result.
1) George sold Sandy a new living room set. What should George do as an effective follow-up to provide good service and develop a strong relationship with her?
A
Sending articles about local competitors
B
Explaining the company's business plan
C
Asking for referrals
D
Calling to make sure the products are satisfactory
2) Joe is a salesperson who will sometimes forgo a sale in order to satisfy a customer's needs. Carol always attempts to close a sale at all costs. Who is likely to be the more successful salesperson?
A
Joe because he is a nice person
B
Carol because she will make more sales
C
Carol because Joe is too timid to close a sale
D
Joe because he will get more repeat business
3) What does a salesperson need to do to be successful in selling?
A
Learn the features unique to the brands s/he sells
B
Describe the disadvantages of competing brands
C
Ask management to limit the number of brands
D
Always attempt to sell related merchandise
4) Which is a pre-sale opportunity for salespeople to provide customer service?
A
Providing ample product information
B
Shipping and delivery
C
Maintenance and repair
D
Technical assistance and support
5) What can salespeople do to maintain good relationships with existing customers?
A
Send customers expensive gifts
B
Use customers in advertisements
C
Ask for new referrals
D
Live up to their promises
6) What is an effective follow-up activity that salespeople can use to provide good service and develop strong relationships with customers?
A
Asking for referrals.
B
Calling to make sure the products are satisfactory
C
Explaining the company's business plan
D
Sending articles about local competitors
7) Through sales, products are transferred to consumers who can then use them. This is an example of what role of selling?
A
Increasing product variety
B
Promoting competition
C
Affecting employment
D
Adding utility
8) Using selling to satisfy customers' needs or desires should ensure that the salesperson and the business will both benefit over time from
A
added utility
B
repeat business
C
quick profits
D
increased returns
9) Matching the characteristics of a product to a customer's needs and wants is
A
emotional motive
B
product features
C
rational motive
D
feature-benefit selling
10) The basic, physical, or extended attributes of the product or purchase is
A
rational motive
B
product features
C
feature-benefit selling
D
emotional motive
*select an answer for all questions
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