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The person who operates at the _____ level of moral development would adhere to the
Golden Rule of Selling.
A. intentional
B. principled
C. conventional
D. discretionary
E. preconventional
Mark is the salesperson of a large FMCG company. You are calling on the purchase
agent of a restaurant to inform him about a new promotional offer and to ask for an
order of 100 cases. When Mark enters the customer's place, he realizes that the
customer is in a bad mood. How should Mark most likely respond to this situation?
A. Inform the agent about the promotion but do not request an order.
B. Ask for a rescheduled appointment and call on the agent later.
C. Attempt to close only once and leave if the prospect refuses.
D. Calmly get out of the scene to avoid possible conflicts.
E. Present the offer and ask for the order as usual.
The difference between sales and _____ is the gross profit on sales revenue.
A. fixed costs
B. variable costs
C. cost of goods sold
D. total productive hours
E. average annual expenses
_____ ask the prospect to visualize using products that famous people or companies
use.
A. Suggestive propositions
B. Prestige suggestions
C. Direct suggestions
D. Autosuggestions
E. Image suggestions
According to the suggestions in the text, daily planning by the salesperson would be
LEAST likely to include:
A. determination of the time to contact the customer.
B. analysis of territorial gains and losses.
C. selection of the next day's prospects.
D. organization of facts and figures.
E. preparation of sales presentation materials.
As a salesperson, you need to know that the business proposition:
A. should never be used during the sales presentation.
B. is a weak selling tool that should be added in an appendix.
C. should be used only if the prospect has multiple objections.
D. should follow the discussion of the product's FABs and marketing plan.
E. typically does not help you close the sale.
Cooling-off laws:
A. are meant to protect customers and are not limited by time.
B. allow sellers to conceal sensitive information about products.
C. are not applicable to low-value goods or door-to-door sales.
D. have been adopted in all fifty states.
E. allow time buyers to cancel contracts.
Which of the following is identified as a characteristic of a successful salesperson?
A. Passive
B. Reactive
C. Compliant
D. Energetic
E. Cautious
The MTI Precision Products salesperson made a sales call to a dentist and described
MTI's new drill as having "unbelievable cutting power" and being "perfectly balanced
to reduce hand fatigue." With reference to the communication process, the description
of the drill is the:
A. transcription.
B. feedback.
C. source.
D. message.
E. noise.
Which of the following is a positive method for dealing with price issues during the
business proposition phase?
A. The product costs $5,000.
B. Your rate will be only prime plus two.
C. You can pay the total price over a series of months.
D. How much would you like to pay us every month?
E. We'll take off $6,000 to trade in your used car.
Shelf facings are defined as the:
A. number of products of a particular manufacturer in a retail outlet.
B. number of individual POP displays placed within a retail store.
C. physical placement of the product within the retail store.
D. total number of products in a retail outlet.
E. number of individual products placed beside each other on a retailer's shelf.
Which of the following statements about sales territories is INCORRECT?
A. A sales territory contains present customers.
B. Geographic boundaries define a sales territory.
C. Firms use sales territories to evaluate performance.
D. A sales territory typically contains potential customers.
E. A sales territory comprises a geographic area assigned to a salesperson.
Lightener & Company designs restaurant interiors. When talking to a prospective
customer, one of its salespeople says, "I sense that you really like the scheme we have
developed for the waiting area, but you don't want to rush into making a decision. I
must tell you that this wall covering is a limited edition and will not be available after
the first of the month." This is an example of a(n):
A. suggestive proposition.
B. prestige suggestion.
C. direct suggestion.
D. autosuggestion.
E. countersuggestion.
Under a _____ plan, a proportion of the salesperson's total pay is guaranteed while
some of it can come from commissions.
A. straight salary
B. straight commission
C. combination salary
D. drawing account
E. operational incentive
A salesperson successfully using the endless referral chain method of prospecting most
likely:
A. never leaves a sales call without at least two referrals.
B. asks customers to set up future appointments with referrals.
C. asks customers to become members of local sales lead clubs.
D. receives customer referrals primarily from orphaned customers.
E. spends time building relationships with customers to get future referrals.
