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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
Repeat business
B
Quick profits
C
Added utility
D
Increased returns
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
Call to make sure the products are satisfactory
B
Send articles about local competitors
C
Ask for referrals
D
Explain the company's business plan
3) Which is an effective follow-up activity that salespeople can use to provide good service and develop strong relationships with customers?
A
Call to make sure the products are satisfactory
B
Send articles about local competitors
C
Explain the company’s business plan
D
Ask for referrals
4) Which is a presale 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
Live up to their promises
B
Send customers expensive gifts
C
Ask for new referrals
D
Use customers in advertisements
6) Through sales, products are transferred to consumers who can then use them. This is an example of which role of selling?
A
Increasing product variety
B
Affecting employment
C
Adding utility
D
Promoting competition
7) 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 she or he sells
C
Describe the disadvantages of competing brands
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 company’s list of current job openings
B
The number of vacation days that an employee has taken
C
The use of company property
D
The company’s annual report
9) Which type of information concerning policies and procedures do employees often extract from an internal business report?
A
New personnel regulations
B
Industry research data
C
Former local competitors
D
Customer profiles
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 Joe is too timid to close a sale
B
Joe because he is a nice person
C
Joe because he will get more repeat business
D
Carol because she will make more sales
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
Based on the salesperson’s status
D
Not subject to change
12) 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
Exchange the item
C
Consult the buyer
D
Follow the business’s selling policiesess’s selling policies
13) Which antitrust regulatory act would prevent a business from randomly offering discounts to whomever it chose?
A
Clayton Act
B
Federal Trade Commission Act
C
Robinson-Patman Act
D
Discount Customer Act
14) Which is an internal factor that might have an effect on a business’s selling policies?
A
Social issues
B
Customer wants
C
Materials shortage
D
Research efforts
15) Which is an internal factor that affects the selling policies of a business?
A
Government legislation
B
Customer requests
C
Financial resources
D
Actions of competitors
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 improve advertising
B
To expand entertainment
C
To control expenses
D
To increase salaries
*select an answer for all questions
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