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Unit 5 Sales Process
Test Description: Review Questions Chapters 12-16
Instructions: Answer all questions to get your test result.
1) What combines a cash register wtih a computer, making it possible to capture information about the transaction at the time of sale, and to then apply it to different functions?
A
FOB (free on board)
B
point of sale (POS) system
C
Universal Product Code (UPC)
D
purchase order (PO)
2) When salespeople ask previous customers for names of potential customers, they are using?
A
direct check method
B
preretailing marketing method
C
third-party method
D
endless chain method
3) What is a written report that documents a sales representative's visit with a customer?
A
merchandising
B
call report
C
sales check
D
invoice
4) What are intangible attributes related to the sale of a product that customers find important?
A
feature-benefit selling
B
physical features
C
extended product features
D
customer benefits
5) What is a telephone solicitation to make a sale?
A
telecommuting
B
e-tailing
C
e-marketplace
D
telemarketing
6) What is an initial effort to close a sale?
A
trial close
B
which close
C
direct close
D
standing-room only close
7) What is a partial return of the sale price for merchandise that the customer has kept?
A
allowance
B
on-approval sale
C
referrals
D
merchandising
8) In ANPOCS, what does the O mean?
A
Overevaluate Operations
B
Overview Jobs
C
Overcome Obsticles
D
Overcome Objections
9) What is a dollar or unit sales goal set for the sales staff to achieve in a specific period of time?
A
sales quota
B
call report
C
price
D
performance standard
10) Suggesting related merchandise is also known as?
A
selling point
B
sales forecast
C
up-selling
D
cross-selling
*select an answer for all questions
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