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Unit 5 Sales Process
Test Description: Chapters 12-16
Instructions: Answer all questions to get your test result.
1) What is the term that describes a dollar or unit sales goal set for the sales staff to achieve in a specified period of time?
A
Compensation
B
Call Report
C
Cold Call
D
Sales Quota
2) Routine decision making can be described as:
A
being used when a person wants to sell their product to a wide range of people
B
being used when a person needs little information about the product
C
being used when a person has purchased the product before but not regulary
D
being used when a person has no experience with the product
3) Which of the following is NOT a physical feature?
A
pockets
B
protection
C
built-in camera
D
zipper
4) Which of the following is NOT a type of buying motive?
A
Mental Motive
B
Emotional Motive
C
Rational Motive
D
Patronage Motive
5) What is the term that describes a process of locating as many potential customers as possible without checking leads beforehand?
A
Mercandising
B
Telemarketing
C
Cold canvassing
D
Personal selling
6) What type of selling is Organizational selling?
A
business to wholesaler
B
business to business
C
business to consumer
D
business to retailer
7) Which of the following is NOT a rule of suggestion selling?
A
show the item you are suggesting
B
Use before the customer has committed to buy
C
Make the suggestion definite
D
Make the suggestion positive
8) What is the term that describes a written record of a sales transaction
A
sales check
B
allowance
C
invoice
D
sales tax
9) What is the term that describes the cash drawer of a cash register
A
opening cash fund
B
UPC
C
money drawer
D
till
10) Which of the following would NOT be included in a purchase order?
A
item number
B
description
C
quantity
D
color of item
*select an answer for all questions
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