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