Review Game Zone
Flash Cards
(current)
Games
Teachers
Search
MM 4
Test Description: Marketing Management Section IV
Instructions: Answer all questions to get your test result.
1) A probe that requires a broad response to a topic and cannot be answered with yes or no is known as which type of question?
A
Confirming
B
Information-gathering
C
Closed-ended
D
Open-ended
2) The salesperson should pause before answering a customer's objections in order to perform which activity?
A
To show empathy for the customer
B
To let the customer see that he or she is upset
C
To delay dealing with the objection
D
To get the full attention of the customer
3) A salesperson has explained the features and benefits of a product that appeared to be of interest to a customer. What should the salesperson do if the customer reacts negatively?
A
Accept the fact that the sale has been lost
B
Ask additional questions and explain other features and benefits
C
Proceed with the sales presentation
D
Hand the customer promotional materials and walk away
4) A salesperson can try to identify a personality type by performing which activity?
A
Serving them quickly
B
Giving efficient service
C
Asking personal questions
D
Observing their actions
5) What is a benefit for salesperson to use probing in a sales presentation?
A
Product returns are increased.
B
Less time is needed to make a sale.
C
The customer feels reassured.
D
The customer feels important.
6) What do salespeople need to determine in order to qualify leads?
A
Ability to pay
B
Buying pattern
C
Name of contact
D
Future plans
7) Why do companies provide sales standards to their salespeople?
A
To identify the sales quotas that salespeople are required to meet
B
To provide structure for salespeople to follow without stifling their personalities
C
To designate the sales territories in which the salespeople are permitted to sell
D
To ensure that salespeople adhere to the policies
8) What is often an effective technique for a salesperson to use when selling goods and services to groups?
A
Discuss many topics
B
Question each participant
C
Encourage interaction
D
Avoid summarizing
9) What aspect of their delivery should salespeople try to identify and correct before giving a sales presentation?
A
Distracting mannerisms
B
Attentive posture
C
Comfortable volume
D
Immaculate grooming habits
10) Which is motivation for a customer's buying behavior that is based on loyalty?
A
Patronage
B
Security
C
Utility
D
Recognition
*select an answer for all questions
Check Results & Get Answers
Play Games with the Questions Above
Teachers: Create FREE classroom games with your questions
Click for more info!
©2007-2024
ReviewGameZone.com
|
About
|
Privacy
|
Contact
|
Terms
|
Site Map
WAIT! Find what you needed?
×
Still Looking for the Answers?
Have Another Question?
Play a Review Game with These Questions?
Want to Make Your Own Test Like This One?