2.01 SELLING - MARKETING: Question Preview (ID: 7059)


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What is an internal factor that affects the selling policies of a business?
a) Customer requests b) Actions of competitors c) Financial resources d) Government legislation
What should a salesperson do when dealing with a customer who wants to return an unsatisfactory item?
a) Exchange the item b) Refer the customer to the manufacturer c) Consult the buyer d) Follow the business's selling policies
Which is a pre-sale opportunity for salespeople to provide customer service?
a) Providing ample product information b) Shipping and delivery c) Maintenance and repair d) Technical assistance and support
George sold Sandy a new living room set. What should George do as an effective follow-up to provide good service and develop a strong relationship with her?
a) Asking for referrals b) Calling to make sure the products are satisfactory c) Explaining the company's business plan d) Sending articles about local competitors
What is an effective follow-up activity that salespeople can use to provide good service and develop strong relationships with customers
a) Asking for referrals b) Calling to make sure the products are satisfactory c) Explaining the company's business plan d) Sending articles about local competitors
What can salespeople do to maintain good relationships with existing customers?
a) Ask for new referrals b) Use customers in advertisements c) Live up to their promises d) Send customers expensive gifts
Joe is a salesperson who sometimes forgos a sale in order to satisfy a customer's needs. Carol always attempts to close a sale at all costs. Who is likely to be more successfull
a) Joe because he is a nice person b) Carol because Joe is too timid to close a sale c) Joe because he will get more repeat business d) Carol because she will make more sales
What does a salesperson need to do to be successful in selling?
a) Always attempt to sell related merchandise b) Ask management to limit the number of brands c) Describe the disadvantages of competing brands d) Learn the features unique to the brands s/he sells
What type of information should employees be able to locate in their company's employee handbook?
a) The company's annual report b) The company's list of current job openings c) The use of company property d) The number of vacation days that an employee
What type of information concerning policies and procedures do employees often extract from an internal business report?
a) Customer profiles b) New personnel regulations c) Industry research data d) Former local competitors
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