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Unit 5 Sales Process
Test Description: Review Questions Chapters 12-16
Instructions: Answer all questions to get your test result.
1) What combines a cash register wtih a computer, making it possible to capture information about the transaction at the time of sale, and to then apply it to different functions?
A
FOB (free on board)
B
Universal Product Code (UPC)
C
point of sale (POS) system
D
purchase order (PO)
2) When salespeople ask previous customers for names of potential customers, they are using?
A
endless chain method
B
direct check method
C
preretailing marketing method
D
third-party method
3) What is a written report that documents a sales representative's visit with a customer?
A
call report
B
merchandising
C
sales check
D
invoice
4) What are intangible attributes related to the sale of a product that customers find important?
A
customer benefits
B
feature-benefit selling
C
physical features
D
extended product features
5) What is a telephone solicitation to make a sale?
A
e-marketplace
B
e-tailing
C
telecommuting
D
telemarketing
6) What is an initial effort to close a sale?
A
standing-room only close
B
trial close
C
which close
D
direct close
7) What is a partial return of the sale price for merchandise that the customer has kept?
A
on-approval sale
B
referrals
C
merchandising
D
allowance
8) In ANPOCS, what does the O mean?
A
Overview Jobs
B
Overcome Objections
C
Overcome Obsticles
D
Overevaluate Operations
9) What is a dollar or unit sales goal set for the sales staff to achieve in a specific period of time?
A
performance standard
B
price
C
call report
D
sales quota
10) Suggesting related merchandise is also known as?
A
cross-selling
B
up-selling
C
sales forecast
D
selling point
*select an answer for all questions
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