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Marketing I Review 2.01-2.03 Study Guides
Test Description: Review study guides
Instructions: Answer all questions to get your test result.
1) Using selling to satisfy customers' needs or desires should ensure that the salesperson and the business will both benefit over time from which action or actions?
A
Quick profits
B
Increased returns
C
Added utility
D
Repeat business
2) George sold Sandy a new living room set. Which action should George do as an effective follow-up to provide good service and develop a strong relationship with her?
A
Send articles about local competitors
B
Ask for referrals
C
Call to make sure the products are satisfactory
D
Explain the company's business plan
3) Which is an effective follow-up activity that salespeople can use to provide good service and develop strong relationships with customers?
A
Send articles about local competitors
B
Explain the company’s business plan
C
Call to make sure the products are satisfactory
D
Ask for referrals
4) Which is a presale opportunity for salespeople to provide customer service?
A
Technical assistance and support
B
Providing ample product information
C
shipping and delivery
D
Maintenance and repair
5) What can salespeople do to maintain good relationships with existing customers?
A
Ask for new referrals
B
Live up to their promises
C
Use customers in advertisements
D
Send customers expensive gifts
6) Through sales, products are transferred to consumers who can then use them. This is an example of which role of selling?
A
Affecting employment
B
Adding utility
C
Promoting competition
D
Increasing product variety
7) What does a salesperson need to do to be successful in selling?
A
Always attempt to sell related merchandise
B
Describe the disadvantages of competing brands
C
Ask management to limit the number of brands
D
Learn the features unique to the brands she or he sells
8) Which type of information should employees be able to locate in their company’s employee handbook?
A
The use of company property
B
The company’s annual report
C
The company’s list of current job openings
D
The number of vacation days that an employee has taken
9) Which type of information concerning policies and procedures do employees often extract from an internal business report?
A
Industry research data
B
Former local competitors
C
Customer profiles
D
New personnel regulations
10) Joe is a salesperson who will sometimes forgo a sale in order to satisfy a customer’s needs. Carol always attempts to close a sale at all costs. Who is most likely to be the more successful salesperson?
A
Carol because she will make more sales
B
Carol because Joe is too timid to close a sale
C
Joe because he is a nice person
D
Joe because he will get more repeat business
11) Which is an appropriate characteristic for a firm’s selling policies?
A
Open to interpretation
B
Enforced withEnforced with reasonable firmness reasonable firmness
C
Based on the salesperson’s status
D
Not subject to change
12) What should a salesperson do when dealing with a customer who wants to return an unsatisfactory item?
A
Exchange the item
B
Consult the buyer
C
Follow the business’s selling policiesess’s selling policies
D
Refer the customer to the manufacturer
13) Which antitrust regulatory act would prevent a business from randomly offering discounts to whomever it chose?
A
Federal Trade Commission Act
B
Clayton Act
C
Robinson-Patman Act
D
Discount Customer Act
14) Which is an internal factor that might have an effect on a business’s selling policies?
A
Social issues
B
Materials shortage
C
Customer wants
D
Research efforts
15) Which is an internal factor that affects the selling policies of a business?
A
Financial resources
B
Government legislation
C
Actions of competitors
D
Customer requests
16) Why would a business develop policies to limit the amount of money that salespeople could spend taking customers to lunch or dinner?
A
To control expenses
B
To increase salaries
C
To expand entertainment
D
To improve advertising
*select an answer for all questions
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