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Selling Unit Test Review #2
Test Description: Selling Part 2
Instructions: Answer all questions to get your test result.
1) Customers go to the location to make a purchase
A
retail selling
B
personal selling
C
E-Commerce
2) Sales presentations to the customer
A
personal selling
B
non-personal selling
C
retail selling
3) Selling business to business
A
personal selling
B
industrial selling
C
non-personal selling
4) Buying and selling of goods over the Internet
A
Industrial selling
B
non-personal selling
C
E-Commerce
5) This person controls the flow of the information.
A
buyer
B
influencer
C
gatekeeper
6) A product not working as anticipated is known as which type of risk?
A
social
B
product
C
security
7) The customer’s social style that wants to see the bottom line results.
A
driver
B
analytical
C
amiable
8) This person provides information to the buying team.
A
gatekeeper
B
decider
C
influencer
9) The cost of a product in comparison to available funds
A
social
B
financial
C
product
10) Which of Maslow’s needs has a desire for recognition by peer organizations.
A
security
B
social
C
physiological
11) A customer’s social style that focuses on the future is known as
A
expressive
B
driver
C
amiable
12) A person who may make financial decisions based on terms
A
influencer
B
gatekeeper
C
decider
13) The risk of bodily harm as a result of product performance.
A
product
B
physical
C
financial
14) The ___________ need is part of risk management.
A
physiological
B
security
C
social
15) All humans strive for this
A
security
B
financial
C
self-actualization
16) Makes rapid adjustments according to the buyer’s signals.
A
persuasion
B
impulsive selling
C
adaptive selling
17) This customer’s social style requires you to care about them and their needs.
A
expressive
B
analytical
C
amiable
18) This person actually makes the physical purchase.
A
decider
B
influencer
C
buyer
19) In many sales situations the most important perception to be dealt with is
A
physical
B
risk
C
financial
20) Making the best decision is extremely important to which type of customer?
A
driver
B
analytical
C
expressive
*select an answer for all questions
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