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Marketing I Review 2.01-2.03 Study Guides
Test Description: Review study guides
Instructions: Answer all questions to get your test result.
1) Using selling to satisfy customers' needs or desires should ensure that the salesperson and the business will both benefit over time from which action or actions?
A
Quick profits
B
Increased returns
C
Added utility
D
Repeat business
2) George sold Sandy a new living room set. Which action should George do as an effective follow-up to provide good service and develop a strong relationship with her?
A
Ask for referrals
B
Send articles about local competitors
C
Explain the company's business plan
D
Call to make sure the products are satisfactory
3) Which is an effective follow-up activity that salespeople can use to provide good service and develop strong relationships with customers?
A
Send articles about local competitors
B
Explain the company’s business plan
C
Call to make sure the products are satisfactory
D
Ask for referrals
4) Which is a presale opportunity for salespeople to provide customer service?
A
shipping and delivery
B
Providing ample product information
C
Maintenance and repair
D
Technical assistance and support
5) What can salespeople do to maintain good relationships with existing customers?
A
Live up to their promises
B
Ask for new referrals
C
Use customers in advertisements
D
Send customers expensive gifts
6) Through sales, products are transferred to consumers who can then use them. This is an example of which role of selling?
A
Affecting employment
B
Promoting competition
C
Adding utility
D
Increasing product variety
7) What does a salesperson need to do to be successful in selling?
A
Learn the features unique to the brands she or he sells
B
Describe the disadvantages of competing brands
C
Always attempt to sell related merchandise
D
Ask management to limit the number of brands
8) Which type of information should employees be able to locate in their company’s employee handbook?
A
The number of vacation days that an employee has taken
B
The company’s list of current job openings
C
The company’s annual report
D
The use of company property
9) Which type of information concerning policies and procedures do employees often extract from an internal business report?
A
Customer profiles
B
Industry research data
C
Former local competitors
D
New personnel regulations
10) 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 most likely to be the more successful salesperson?
A
Carol because she will make more sales
B
Carol because Joe is too timid to close a sale
C
Joe because he will get more repeat business
D
Joe because he is a nice person
11) Which is an appropriate characteristic for a firm’s selling policies?
A
Enforced withEnforced with reasonable firmness reasonable firmness
B
Open to interpretation
C
Not subject to change
D
Based on the salesperson’s status
12) What should a salesperson do when dealing with a customer who wants to return an unsatisfactory item?
A
Follow the business’s selling policiesess’s selling policies
B
Exchange the item
C
Consult the buyer
D
Refer the customer to the manufacturer
13) Which antitrust regulatory act would prevent a business from randomly offering discounts to whomever it chose?
A
Discount Customer Act
B
Federal Trade Commission Act
C
Robinson-Patman Act
D
Clayton Act
14) Which is an internal factor that might have an effect on a business’s selling policies?
A
Research efforts
B
Customer wants
C
Social issues
D
Materials shortage
15) Which is an internal factor that affects the selling policies of a business?
A
Actions of competitors
B
Customer requests
C
Government legislation
D
Financial resources
16) Why would a business develop policies to limit the amount of money that salespeople could spend taking customers to lunch or dinner?
A
To control expenses
B
To improve advertising
C
To increase salaries
D
To expand entertainment
*select an answer for all questions
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