Selling Unit Test Review #2 Question Preview (ID: 37343)


Selling Part 2. TEACHERS: click here for quick copy question ID numbers.

Customers go to the location to make a purchase
a) retail selling
b) E-Commerce
c) personal selling
d)

Sales presentations to the customer
a) personal selling
b) non-personal selling
c) retail selling
d)

Selling business to business
a) personal selling
b) non-personal selling
c) industrial selling
d)

Buying and selling of goods over the Internet
a) non-personal selling
b) E-Commerce
c) Industrial selling
d)

This person controls the flow of the information.
a) buyer
b) influencer
c) gatekeeper
d)

A product not working as anticipated is known as which type of risk?
a) social
b) security
c) product
d)

The customer’s social style that wants to see the bottom line results.
a) driver
b) analytical
c) amiable
d)

This person provides information to the buying team.
a) gatekeeper
b) influencer
c) decider
d)

The cost of a product in comparison to available funds
a) social
b) financial
c) product
d)

Which of Maslow’s needs has a desire for recognition by peer organizations.
a) social
b) physiological
c) security
d)

A customer’s social style that focuses on the future is known as
a) amiable
b) driver
c) expressive
d)

A person who may make financial decisions based on terms
a) decider
b) gatekeeper
c) influencer
d)

The risk of bodily harm as a result of product performance.
a) physical
b) product
c) financial
d)

The ___________ need is part of risk management.
a) physiological
b) security
c) social
d)

All humans strive for this
a) financial
b) security
c) self-actualization
d)

Makes rapid adjustments according to the buyer’s signals.
a) adaptive selling
b) persuasion
c) impulsive selling
d)

This customer’s social style requires you to care about them and their needs.
a) expressive
b) analytical
c) amiable
d)

This person actually makes the physical purchase.
a) decider
b) influencer
c) buyer
d)

In many sales situations the most important perception to be dealt with is
a) risk
b) financial
c) physical
d)

Making the best decision is extremely important to which type of customer?
a) driver
b) analytical
c) expressive
d)

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