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Unit 5 Sales Process
Test Description: Review Questions for Chapters 12-16
Instructions: Answer all questions to get your test result.
1) What is a system that involves finding customers and keeping them satisfied?
A
Sales Management
B
Selling
C
Loyalty Program
D
Customer Relationship Management
2) What is a written report that documents a sales representative\'s visit with a customer?
A
Call Report
B
Invoice
C
Sales Quota
D
Will Call
3) Which of the following is apart of Sales Management?
A
Playing Around
B
Buying
C
Selling
D
Training
4) What is any form of direct contact between a salesperson and a customer?
A
Organizational Selling
B
Personal Selling
C
Industrial Selling
D
Retail Selling
5) What is a visit without an appointment?
A
Will Call
B
Meeting
C
Visiting
D
Cold Call
6) Which of the following is a type of Customer Decision Making?
A
Purschase Decision Making
B
Layaway Decision Making
C
Limited Decision Making
D
Objective Decision Making
7) Which of the following is NOT a product feature?
A
Physical Features
B
Basic Features
C
Texture Features
D
Extended Product Features
8) What are reasons a customer buys a product?
A
Prospecting
B
Endless Chain
C
Buying Motives
D
Referrals
9) Which of the following is NOT a type of approach?
A
Merchandise Approach
B
Service Approach
C
Greeting Approach
D
Selling Approach
10) What type of words should you use when speaking to a customer?
A
Old English Terms
B
College Terms
C
Selling Terms
D
Layman\'s Terms
*select an answer for all questions
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