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Unit 5 Sales Process
Test Description: Chapters 12-16
Instructions: Answer all questions to get your test result.
1) What is the term that describes a dollar or unit sales goal set for the sales staff to achieve in a specified period of time?
A
Cold Call
B
Compensation
C
Call Report
D
Sales Quota
2) Routine decision making can be described as:
A
being used when a person wants to sell their product to a wide range of people
B
being used when a person has purchased the product before but not regulary
C
being used when a person needs little information about the product
D
being used when a person has no experience with the product
3) Which of the following is NOT a physical feature?
A
built-in camera
B
pockets
C
zipper
D
protection
4) Which of the following is NOT a type of buying motive?
A
Patronage Motive
B
Mental Motive
C
Emotional Motive
D
Rational Motive
5) What is the term that describes a process of locating as many potential customers as possible without checking leads beforehand?
A
Mercandising
B
Personal selling
C
Telemarketing
D
Cold canvassing
6) What type of selling is Organizational selling?
A
business to business
B
business to wholesaler
C
business to retailer
D
business to consumer
7) Which of the following is NOT a rule of suggestion selling?
A
show the item you are suggesting
B
Use before the customer has committed to buy
C
Make the suggestion positive
D
Make the suggestion definite
8) What is the term that describes a written record of a sales transaction
A
invoice
B
allowance
C
sales check
D
sales tax
9) What is the term that describes the cash drawer of a cash register
A
money drawer
B
till
C
UPC
D
opening cash fund
10) Which of the following would NOT be included in a purchase order?
A
color of item
B
description
C
quantity
D
item number
*select an answer for all questions
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