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4.01 SEM I Part B
Test Description: Types of Selling
Instructions: Answer all questions to get your test result.
1) Which is an example of a rational buying motive?
A
A parent taking their five year old to the circus
B
Purchasing CDs from a specialty music store instead of through BMG mail order
C
Purchasing balcony tickets for a Broadway show instead of front row seats
D
A student camping out overnight for tickets to a Phish concert
2) An example of an emotional buying motive is a:
A
Student camping out overnight for tickets to a concert
B
Fan purchasing CDs from a specialty music store instead of through BMG mail order.
C
Budget-oriented parent buying the family pack of circus tickets
D
Fan purchasing balcony tickets for a Broadway show instead of front row seats
3) Ticket agents from the Panthers team call season ticket holders to sign up for the new VISA Panthers credit card. This is called:
A
direct mail
B
sponsorship
C
telemarketing
D
advertising
4) Cally purchases a New York Knicks jersey from Jim, a sales associate at the team store. This is an example of:
A
On-line selling.
B
Business to business selling
C
Personal selling
D
Direct line selling.
5) An example of a patronage motive is:
A
personal pride
B
comfort
C
prestige
D
customer service
6) A sales associate recommends purchasing exercise equipment that folds flat and easily stores under a bed. This is an example of:
A
Product features
B
Product selling
C
Feature-benefit selling
D
Customer benefits.
7) Alyssa purchases two tickets for her husband to attend the Annual Jazz Festival concert. In this example, Alyssa’s husband is the:
A
customer
B
Individual ticket holder
C
Season ticket holder.
D
consumer
8) The exchange of goods and services from the producer to the consumer is:
A
advertising
B
promotion
C
selling
D
marketing
9) Selling between a manufacturer and a re-seller is:
A
Business to business
B
Pro
C
Entertainment
D
Personal
10) Direct experience, written publications, other people, and formal training are sources of:
A
Cold canvassing.
B
Trade directories
C
Product information
D
Overcoming objections
*select an answer for all questions
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