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Unit 5 Sales Process
Test Description: Chapeter 12-16
Instructions: Answer all questions to get your test result.
1) What is a written report that documents a sales representative\'s visit with a customer?
A
Sales Quota
B
Customer Report
C
Call Report
D
Invoice
2) The Decision making skill used when there is little or no previous experience with an item is called?
A
Routine Decision Making
B
Limited Decision Making
C
Extensive Decision Making
D
Sales Decision Making
3) All of these are product features except for which one?
A
Basic Feature
B
Physical Feature
C
Selling Point Feature
D
Extended Product Feature
4) Which one of these is not a customer buying motive?
A
Patronage Motive
B
Rational Motive
C
Referral Motive
D
Emotional Motive
5) When deciding which approach to use, which one makes the customer feel the most welcome?
A
None of the Above
B
Merchandise Approach
C
Greeting Approach
D
Service Approach
6) What are words used by salespeople that the average customer can understand?
A
Lingo
B
Jargon
C
Grammer
D
Layman\'s Terms
7) Which answering objections method brings the customer back to the product to overcome the objection?
A
Question Method
B
Boomerang Method
C
Substitution Method
D
Third Party Method
8) Which close is used when there is a limited supply of a certain product and the price will be rising in the future?
A
Standing-Room-Only Close
B
Service Close
C
Which Close
D
Direct Close
9) A percentage fee imposed by the government on the retail price of an item or service is called what?
A
Standard Selling Fee
B
Service Fees
C
Sales Tax
D
Tax
10) A legal contract between the buyer and the supplier is called what?
A
Product Sheet
B
Reciept Order
C
Invoice
D
Purchase Order
*select an answer for all questions
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