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Marketing Unit 2 (2.01, 2.03, 2.06)
Test Description: Marketing Unit 2 (2.01, 2.03, 2.06)
Instructions: Answer all questions to get your test result.
1) What can salespeople do to maintain good relationships with existing customers?
A
use customers in advertisements
B
Send customers expensive gifts
C
Live up to their promises
D
Ask for new referrals
2) What does a salesperson need to do to be successful in selling?
A
Describe the disadvantages of competing brands
B
Ask management to limit the number of brands
C
Learn the features unique to the brands s/he sells
D
Always attempt to sell related merchandise
3) Which is a pre-sale opportunity for salespeople to provide customer service?
A
Providing ample product information
B
Shipping and delivery
C
Technical assistance and support
D
Maintenance and repair
4) What is an effective follow-up activity that salespeople can use to provide good service and develop strong relationships with customers?
A
Explaining the company's business plan
B
Calling to make sure the products are satisfactory
C
Asking for referrals
D
Sending articles about local competitors
5) 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
Joe because he will get more repeat business
B
Carol because she will make more sales
C
Joe because he is a nice person
D
Carol because Joe is too timid to close a sale
6) George sold Sandy a new living room set. What should George do as an efefctive 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
7) Through sales, products are transferred to consumers who can then use them. This is an example of what role of selling?
A
Adding utility
B
Affecting employment
C
Promoting competition
D
Increasing product variety
8) Using selling to satisfy customers' needs or desires should ensure that the salesperson and the business will both benefit over time from
A
repeat business
B
quick profits
C
increased returns
D
added utility
9) What is an internal factor that affects the selling policies of a business?
A
Actions of competitors
B
Financial resources
C
Government legislation
D
Customer requests
10) Why would a business develop policies to limit the amount of money that salespeople could spend taking customers to lunch or dinner?
A
To expand entertainment
B
To increase salaries
C
To improve advertising
D
To control expenses
11) What should a salesperson do when dealing with a customer who wants to return an unsatisfactory item?
A
Refer the customer to the manufacturer
B
Consult the buyer
C
Exchange the item
D
Follow the business's selling policies
12) Which of the following is an internal factor that might have an effect on a business's selling policies:
A
Customer wants
B
Social issues
C
Materials shortage
D
Research efforts
13) Which of the following is an appropriate characteristic for a firm's selling policies:
A
Enforced with reasonable firmness
B
Open to interpretation
C
Not subject to change
D
Based on the salesperson's status
14) What antitrust regulatory act would prevent a business from randomly offering discounts to whomever it chose?
A
Discount Customer Act
B
Robinson-Patman Act
C
Federal Trade Commission Act
D
Clayton Act
15) How does the use of grades and standards affect the buying and selling process?
A
It enables customers to buy without having to inspect each product
B
It enables businesses to set high prices
C
It enables salespeople to suggest products without having to determine customer needs.
D
It provides product information on unsafe products
16) Why do many professional organizations develop standards for their members to follow?
A
To promote product safety
B
To promote group activities
C
To create influence
D
To establish control
17) Which is an example of an implied warranty?
A
A jacket's hang tag states that the fabric is pure wool.
B
A salesperson tells a customer . . . .this is the best quality you can buy
C
A television's label promises a full refund if the set doesn't work
D
A customer buys a toaster and assumes it will toast bread
18) A customer buys a CD player and receives a printed warranty card stating the action the company will take if the CD player does not work properly. This is an example of a(n) __________________warranty.
A
Full
B
Implied
C
Limited
D
Express
19) When products are graded by nongovernmental agencies, the grading is
A
occasional
B
periodic
C
mandatory
D
voluntary
20) Any business that transports goods across state lines must comply with standards set by
A
individual businesses
B
professional organizations
C
trade associations
D
government agencies
*select an answer for all questions
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