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MARKETING 2.09 - 2.12
Test Description: MARKETING 2.09 - 2.12
Instructions: Answer all questions to get your test result.
1) After learning that a customer is interested in a computer that can produce sophisticated graphics, what should be the salesperson’s next step?
A
Trying to make the customer feel more relaxed
B
Trying to reach closure with the customer
C
Giving the customer a price list
D
Suggesting a specific computer to the customer
2) Which is part of establishing relationships with customers?
A
Sizing up the customer
B
Reaching closure
C
Probing
D
Using suggestion selling
3) By what will the emphasis put on each phase of the selling process vary most significantly?
A
Geographic area
B
State and local laws
C
Product and client
D
Economic climate
4) The phase of the selling process that includes writing up the order is which action?
A
Establishing relationships
B
Discovering needs
C
Reaching closure
D
Prescribing solutions
5) Determine whether this 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
True, this is an important step for all salespeople
B
False, retail salespeople do not need this step.
C
True, all salespeople make every contact permanent.
D
False, industrial salespeople do not need this step.
6) Judy sold customers substitute computers for the iPad. What should she explain to the customers about the substitute computers?
A
Exchange policies
B
Fringe benefits
C
Comparable features
D
Buying motives
7) What should a salesperson remember to do during the closing phase of the selling process?
A
Ask the customer to buy
B
Ask the customer questions
C
Put the customer at ease
D
Show the customer a product
8) The speed of asking customers questions depends on which factor?
A
Number of other customers waiting
B
Pace of the customer’s responses to the questions
C
Type of product that is being sold
D
Amount of time left before the business closes
9) What should a salesperson explain to a customer when recommending a substitute item?
A
Comparable features
B
Fringe benefits
C
Exchange policies
D
Buying motives
10) What should the salesperson do when she or he is helping a customer and another customer enters the selling area?
A
Leave the first customer to help the second customer
B
Acknowledge the second customer as soon as possible
C
Ignore the second customer until finished with the first customer
D
Apologize to the first customer for helping the second customer
*select an answer for all questions
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