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Unit 5 Sales Process
Test Description: Review Questions for Chapters 12-16
Instructions: Answer all questions to get your test result.
1) What is a system that involves finding customers and keeping them satisfied?
A
Sales Management
B
Customer Relationship Management
C
Selling
D
Loyalty Program
2) What is a written report that documents a sales representative\'s visit with a customer?
A
Will Call
B
Sales Quota
C
Invoice
D
Call Report
3) Which of the following is apart of Sales Management?
A
Training
B
Buying
C
Playing Around
D
Selling
4) What is any form of direct contact between a salesperson and a customer?
A
Personal Selling
B
Industrial Selling
C
Retail Selling
D
Organizational Selling
5) What is a visit without an appointment?
A
Will Call
B
Visiting
C
Meeting
D
Cold Call
6) Which of the following is a type of Customer Decision Making?
A
Objective Decision Making
B
Layaway Decision Making
C
Purschase Decision Making
D
Limited Decision Making
7) Which of the following is NOT a product feature?
A
Extended Product Features
B
Physical Features
C
Texture Features
D
Basic Features
8) What are reasons a customer buys a product?
A
Referrals
B
Endless Chain
C
Prospecting
D
Buying Motives
9) Which of the following is NOT a type of approach?
A
Selling Approach
B
Service Approach
C
Merchandise Approach
D
Greeting Approach
10) What type of words should you use when speaking to a customer?
A
College Terms
B
Selling Terms
C
Layman\'s Terms
D
Old English Terms
*select an answer for all questions
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