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1 | |
Selling and marketing are synonymous. |
| | A) | True |
| | B) | False |
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2 | |
Only sales representatives sell. |
| | A) | True |
| | B) | False |
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3 | |
A telemarketer is an example of a retail salesperson. |
| | A) | True |
| | B) | False |
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4 | |
Creative selling is an important part of what an order-getter does. |
| | A) | True |
| | B) | False |
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5 | |
All sales career paths inevitably lead to sales management. |
| | A) | True |
| | B) | False |
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6 | |
It is inappropriate for a salesperson to provide information to her company on such topics as competitors' activities and marketing opportunities since doing so would exceed her authority and violate customer confidences. |
| | A) | True |
| | B) | False |
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7 | |
Which of the following statements about the importance of salespeople and selling is true? |
| | A) | Salespeople are responsible for the success of new products, but have little to do with keeping existing products in the marketplace. |
| | B) | Salespeople are responsible for keeping existing products in the marketplace, but have little to do with the success of new products. |
| | C) | Only the medical profession generates more revenue in our economy than the selling profession. |
| | D) | Salespeople have a direct impact on the opening of new businesses and whether that business is successful. |
| | E) | Only the legal profession generates more revenue in our economy than the selling profession. |
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8 | |
Which of the following is NOT a common reason why a person chooses a sales career? |
| | A) | the limited number of jobs available |
| | B) | the challenge of selling |
| | C) | the opportunities for advancement |
| | D) | the rewards offered by a career in sales |
| | E) | the freedom of being on one's own |
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9 | |
Kara Quinn goes from house-to-house in her neighborhood taking orders for Pampered Chef kitchen products. These sales that she makes face-to-face to consumers who will use the products themselves are examples of: |
| | A) | detail selling |
| | B) | wholesale selling |
| | C) | account representation |
| | D) | retail selling |
| | E) | sales engineering |
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10 | |
Beau is a salesperson for a wholesale meat company. It would NOT be part of his job to sell meat to: |
| | A) | a hotel cafeteria |
| | B) | the United States government |
| | C) | a restaurant like McDonald's |
| | D) | an assisted-living facility that is hosting a family cookout |
| | E) | a final customer |
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11 | |
According to the text, the most difficult selling situation faced by a salesperson is: |
| | A) | persuading prospects that the current products they are using are no longer satisfactory |
| | B) | having to sell numerous people in an organization to get one order |
| | C) | handling questions and objections raised by prospects |
| | D) | persuading people that they can afford something they think they cannot |
| | E) | dealing with prospects who resent the salesperson coming to see them |
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12 | |
The acronym ssuccess is used in selling to help you remember the eight: |
| | A) | steps required to create a customer profile |
| | B) | most frequently listed skills needed to be successful in sales |
| | C) | mental stages through which customers pass as they decide to sell |
| | D) | types of knowledge a salesperson needs to succeed |
| | E) | steps to creating the sales presentation |
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13 | |
Suzan invited a group of people who liked to cook to her home so that she could show them Pampered Chef kitchen products. Each attendee was handed a catalog and an order form. Then Suzan demonstrated how various Pampered Chef products made cooking easier. As the attendees left, they gave their filled-in order forms to Suzan who submitted them to the Pampered Chef Company. A month later she delivered their orders to their homes. Suzan is an example of a(n): |
| | A) | retail salesperson |
| | B) | detail salesperson |
| | C) | sales engineer |
| | D) | order taker |
| | E) | telemarketer |
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14 | |
Leon is a salesperson for a company that sells x-ray equipment. Leon's job requires him to interact with physicians that work at specific hospital, but not to sell to them. He explains how his company's products will save the hospital money without jeopardizing the quality of patient care it offers. Sometimes, he holds seminars for medical personnel to explain how new equipment operates. Leon works as a(n): |
| | A) | retail salesperson |
| | B) | detail salesperson |
| | C) | service representative |
| | D) | account representative |
| | E) | sales engineer |
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15 | |
The company Althea works for renovates sports arenas, gymnasiums, and other sports venues that attract 20,000 or more people to each event. Althea's job is to locate venues in need of renovation and sell the venue owner on her company's renovation plan. When Althea asks people to whom she has successfully sold her company's services to recommend potential customers, she is engaging in: |
| | A) | performing a trial close |
| | B) | creating a sales presentation |
| | C) | handling customer objections |
| | D) | prospecting |
| | E) | a preapproach |
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