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NEW Marketing 2.01
Test Description: 2.01 selling
Instructions: Answer all questions to get your test result.
1) 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
Sending articles about local competitors
D
Explaining the company's business plan
2) 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 likely to be the more successful salesperson?
A
Carol because Joe is too timid to close a sale
B
Carol because she will make more sales
C
Joe because he will get more repeat business
D
Joe because he is a nice person
3) What does a salesperson need to do to be successful in selling?
A
Always attempt to sell related merchandise
B
Learn the features unique to the brands s/he sells
C
Ask management to limit the number of brands
D
Describe the disadvantages of competing brands
4) Which is a pre-sale opportunity for salespeople to provide customer service?
A
Maintenance and repair
B
Technical assistance and support
C
Providing ample product information
D
Shipping and delivery
5) What can salespeople do to maintain good relationships with existing customers?
A
Send customers expensive gifts
B
Live up to their promises
C
Use customers in advertisements
D
Ask for new referrals
6) 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
Sending articles about local competitors
D
Explaining the company's business plan
7) Through sales, products are transferred to consumers who can then use them. This is an example of what role of selling?
A
Affecting employment
B
Promoting competition
C
Increasing product variety
D
Adding utility
8) Using selling to satisfy customers' needs or desires should ensure that the salesperson and the business will both benefit over time from
A
increased returns
B
added utility
C
repeat business
D
quick profits
9) Matching the characteristics of a product to a customer's needs and wants is
A
rational motive
B
emotional motive
C
product features
D
feature-benefit selling
10) The basic, physical, or extended attributes of the product or purchase is
A
feature-benefit selling
B
rational motive
C
emotional motive
D
product features
*select an answer for all questions
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