WF MKT POSTTEST LAP 117 SELLING
Directions: Identify the correct answer to each of the following questions.
1. Jessica has spent a great deal of time practicing and perfecting her sales presentation. What aspect ofselling does this illustrate? (5 points)
a. It should ensure customer satisfaction. c. It is personalized communication.
b. It is planned communication. d. It takes place to influence purchase decisions
2. Michael is interacting with a customer over the phone. What aspect of selling does this illustrate?
a. It should ensure customer satisfaction. c. It is planned communication.
b. It is personalized communication. d. It takes place to influence purchase decisions.
3. Ashley is a successful salesperson who has gained many repeat customers for her business. What aspectof selling does this illustrate? (5 points)
a. It should ensure customer satisfaction. c. It is personalized communication.
b. It is planned communication. d. It takes place to influence purchase decisions.
4. Which of the following is an example of a product’s being sold directly to the user for ultimate consumption:
a. A person sells bouquets of roses on the side of the road.
b. A perfume maker sells perfume to a boutique to sell to its customers.
c. A grocer sells powdered sugar to a bakery for its doughnuts.
d. A car dealership sells a van to a plumber for visiting customers’ homes.
5. Which of the following is an example of a product’s being sold to an organization for resale:
a. A retailer sells a coffee shop a small refrigerator.
b. A farmer sells produce to a restaurant.
c. A potter sells pottery at a flea market.
d. A wholesaler sells candy to a concession stand.
6. Which of the following is an example of a product’s being sold to an organization for use in producingother goods: (5 points)
a. A retailer sells office furniture to an advertising firm.
b. A retailer sells a sewing machine to a professional seamstress.
c. A teenager mows his neighbor’s lawn for $20.
d. A distributor sells hundreds of comics to a comic-book store.
7. Which of the following is a tangible product: (5 points)
a. Alterations to a shirt c. Dry cleaning
b. Personal-shopping service d. A shirt
8. Which of the following is an intangible product: (5 points)
a. An allergy shot c. A yearly checkup
b. A box of tissues d. A stethoscope
9. Which of the following is an example of a product’s being sold without the use of an intermediary:
a. A tanning salon c. A car-rental agency
b. A construction-supply distributor d. A Mary Kay cosmetics party
10. Two retail stores are striving to offer products for the lowest prices and best values in town. What role ofselling in our economy does this illustrate? (5 points)
a. Promotes competition c. Adds utility
b. Affects employment d. Helps customers determine needs
11. Of the following, which role of selling in our economy helps products to be “in the right place at the righttime”: (5 points)
a. Promotes competition c. Adds utility
b. Affects employment d. Helps customers determine needs
12. Chris doesn’t receive a lot of close supervision for his sales work, but he manages his time well and stayson task. Which characteristic of a successful salesperson does Chris display?
a. Education and training c. Self-confidence
b. Self-motivation d. Product knowledge
13. Brittany knows her products inside and out. She knows all their features and is able to explain them interms of benefits for specific customers. Which characteristic of a successful salesperson does Brittanydisplay? (5 points)
a. Self-motivation c. Product knowledge
b. Self-confidence d. Ethics
14. Matt takes the time to research his client before he makes a sales presentation. That way, he can tailor thepresentation to the specific client. Which characteristic of a successful salesperson does Matt display?
a. Customer knowledge c. Persistence and patience
b. Product knowledged. Personal appearance
15. Amanda is always completely upfront and honest with her customers about product information. Whichcharacteristic of a successful salesperson does Amanda display? (5 points)
a. Creativity c. Persistence and patience
b. Self-motivation d. Ethics
16. Josh has been told “no” about 10 times today by potential customers. He doesn’t get discouraged or giveup, however. He’s determined to keep looking for ways to make sales. Which characteristic of a successfulsalesperson does Josh display? (5 points)
a. Product knowledge c. Ethics
b. Personal appearance d. Persistence and patience
17. Samantha never uses “strong-arm tactics” or attempts to pressure her customers into making a purchase.Which characteristic of a successful salesperson does Samantha display? (5 points)
a. Education and training c. Creativity
b. Belief in selling as a service d. Personal appearance
18. Dan makes sure that as he is interacting with customers, he is actively listening so that he can betterrespond to their questions and objections. Which characteristic of a successful salesperson does Dandisplay? (5 points)
a. Ethics c. Communication skills
b. Persistence and patienced. Education and training
19. Stephanie recently rearranged an entire sales presentation for a specific customer. It took some imaginationand inventiveness, but it helped her make the sale. Which characteristic of a successful salespersondoes Stephanie display? (5 points)
a. Creativity c. Personal appearance
b. Education and training d. Ethics
20. Dave has a sales job selling very expensive cars. Each day, he wears a nice suit and tie to work. Whichcharacteristic of a successful salesperson does Dave display? (5 points)
a. Communication skills c. Personal appearance
b. Persistence and patience d. Education and training