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2.05_SE48 Part B Review: Sales I
Test Description: The Selling Process
Instructions: Answer all questions to get your test result.
1) The emphasis put on each phase of the selling process varies according to
A
product and customer.
B
state and local laws.
C
season and market conditions.
D
geography and economy.
2) Retail and industrial salespeople use the steps of the selling process in
A
ways to suit themselves.
B
reverse order.
C
very different ways.
D
basically the same way.
3) Determine whether the following statement is true or false: All salespeople should use the step of the selling process in which a relationship is established with the customer.
A
False, industrial salespeople do not need this step.
B
False, retail salespeople do not need this step.
C
True, this is an important step for all salespeople.
D
True, all salespeople make every contact permanent.
4) Determine whether the following statement is true or false: Both retail and industrial salespeople must discover their customers’ needs/wants.
A
False, industrial salespeople already know their customers’ needs/wants.
B
False, retail salespeople already know their customers’ needs/wants.
C
True, retail and industrial salespeople spend equal time discovering needs/wants.
D
True, this is a step in the selling process that is common to both.
5) How might selling an expensive item make the selling process different from selling an inexpensive item?
A
Preparation for selling will be shorter.
B
It will be easier to find potential customers.
C
It will be harder to discover customer needs.
D
It may be more difficult to close the sale.
6) Which of the following is a true statement regarding selling to retail and industrial customers:
A
It is easier for salespeople to prescribe solutions for industrial customers than for retail ones.
B
Selling to retail customers generally requires more preparation than selling to industrial ones.
C
Salespeople must realize that retail customers have different buying motives than industrial ones do.
D
It is more important for salespeople to establish relationships with retail customers than with industrial ones.
7) The most important reason for salespeople to follow up a sale is to
A
satisfy the sales manager.
B
obtain more information.
C
reassure the customer.
D
gain extra commissions.
8) Some salespeople include a product demonstration in the selling process to
A
identify the customer’s buying motives.
B
create interest and involve the customer.
C
save time and effort learning about products.
D
give the customer a chance to ask questions.
9) To discover customer needs/wants, the salesperson should be skilled at
A
watching and waiting.
B
coaxing and persuading.
C
talking and arguing.
D
questioning and listening.
10) The first step a salesperson must take in the selling process is to
A
greet customers.
B
prepare.
C
close.
D
recommend products.
*select an answer for all questions
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