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Unit 5 Sales Process
Test Description: Review
Instructions: Answer all questions to get your test result.
1) What is a call report?
A
written report that documents a sales representative\'s visit with a customer.
B
any form of direct contact between a salesperson and a customer
C
contract between buyer and seller that is signed by both parties
D
a dollar or unit sales goal set for the sales staff to achieve ina specified period of time.
2) What involves sales exchanges that occur between two or more companies of business groups?
A
routine decision making
B
Cold Call
C
Organizational Selling
D
Personal Selling
3) What type of decision making is used when there has been little or no previous experience with an item?
A
Routine Decision Making
B
Limited Decision Making
C
Extensive Decision Making
D
Selective Decision Making
4) What are terms that the average person can understand?
A
Layman\'s Terms
B
Objections
C
Excuses
D
Boomerang Method
5) What sales method involves using a previous customer or another neutral person who can give a testomonial about the product?
A
Substitution Method
B
Boomerang Method
C
Superior Point Method
D
Third-Party Method
6) What is selling additional goods or services to the customer?
A
Suggestion Selling
B
Closing the Sale
C
Buying Signals
D
Direct Close
7) In which close do you ask for the sale?
A
Service Close
B
Which Close
C
Direct Close
D
Standing-Room-Only close
8) What is a legal contract between the buyer and the supplier?
A
Till
B
Invoice
C
Layaway
D
Purchase Order
9) WHat is a combination bar code and number used to identify a product and manufacturer?
A
POS
B
Opening Cash Fund
C
Till
D
UPC
10) What is a written record of a sales transaction?
A
Layaway
B
Allowance
C
Sales Check
D
Invoice
*select an answer for all questions
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