Generally speaking, a department
store salesperson that stands behind a counter is classified as a(n):
a)
order getter.
b)
order taker.
c)
creative selling person.
d)
missionary salesperson.
2.
If a salesperson's position demands
creative selling (such as in selling an airplane or insurance), their position
is classified as being one of a(n):
a)
order getter.
b)
order taker.
c)
public relations specialist.
d)
missionary salesperson.
3.
Which of the following sales positions
most accurately fits a pharmaceutical salesperson who calls on doctors
to educate them about the company's drug products and to urge them to prescribe
these products to their patients?
a)
order getter.
b)
order taker.
c)
master salesperson.
d)
missionary salesperson.
4.
The step in the selling process
characterized by identifying qualified potential customers is called the:
a)
closing.
b)
approach.
c)
presentation
d)
prospecting.
5.
Most companies today take the transaction
approach to personal selling.
a)
True
b)
False
6.
Learning about the buyer and their
habits occurs in the approach step of the selling process.
a)
True
b)
False
7.
If a company chooses to use people
from sales, marketing, engineering, finance, technical support, and even
upper management to service large, complex accounts, the company has chosen
which of the following selling methods?
a)
"Good cop, Bad cop" selling
b)
Hybrid selling
c)
Master salesperson selling
d)
Team selling
8.
Which of the following is one of
the reasons that personal selling can be more effective than advertising
in complex selling situations?
a)
Personal selling is cheaper on a per contact basis.
b)
Personal selling can reach more customers within a given time period.
c)
Personal selling can deal with inelastic demand.
d)
Personal selling can probe customers to learn more about their problems.
9.
All of the following are activities
that a salesperson performs for a company with respect to a customer EXCEPT:
a)
prospecting.
b)
communicating.
c)
servicing.
d)
controlling.
10.
Modern salespeople build __________________
by listening to their customers, assessing customer needs, and organizing
the company's efforts to solve customer problems. (Pick the best fit.)
