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Unit 5 Sales Process
Test Description: Review
Instructions: Answer all questions to get your test result.
1) What is a call report?
A
any form of direct contact between a salesperson and a customer
B
contract between buyer and seller that is signed by both parties
C
written report that documents a sales representative\'s visit with a customer.
D
a dollar or unit sales goal set for the sales staff to achieve ina specified period of time.
2) What involves sales exchanges that occur between two or more companies of business groups?
A
Organizational Selling
B
routine decision making
C
Personal Selling
D
Cold Call
3) What type of decision making is used when there has been little or no previous experience with an item?
A
Limited Decision Making
B
Extensive Decision Making
C
Routine Decision Making
D
Selective Decision Making
4) What are terms that the average person can understand?
A
Layman\'s Terms
B
Excuses
C
Boomerang Method
D
Objections
5) What sales method involves using a previous customer or another neutral person who can give a testomonial about the product?
A
Superior Point Method
B
Substitution Method
C
Boomerang Method
D
Third-Party Method
6) What is selling additional goods or services to the customer?
A
Closing the Sale
B
Suggestion Selling
C
Buying Signals
D
Direct Close
7) In which close do you ask for the sale?
A
Standing-Room-Only close
B
Service Close
C
Direct Close
D
Which Close
8) What is a legal contract between the buyer and the supplier?
A
Purchase Order
B
Invoice
C
Layaway
D
Till
9) WHat is a combination bar code and number used to identify a product and manufacturer?
A
Till
B
POS
C
UPC
D
Opening Cash Fund
10) What is a written record of a sales transaction?
A
Sales Check
B
Allowance
C
Invoice
D
Layaway
*select an answer for all questions
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