Review Game

What can salespeople do to maintain good relationships with existing customers?

• Ask for new referrals

• Use customers in advertisements

• Live up to their promises

• Send customers expensive gifts

Which is one of the purposes of having business policies?

• To encourage customers to make frequent exchanges

• To ensure that the business makes a profit

• To allow employees to make decisions regarding customers

• To make sure the business's actions are consistent

A 589-pound shipment is sent by motor freight at a rate of $11.56 per 100 pounds. What are the shipping charges?

• $66.08

• $67.08

• $68.09

• $69.09

What will probably happen to a business if it continuously fails to deliver on its brand promise?

• Lose credibility

• Improve sales volume

• Increase market share

• Decrease liability

Why would a business develop policies to limit the amount of money that salespeople could spend taking customers to lunch or dinner?

• To control expenses

• To increase salaries

• To expand entertainment

• To improve advertising

What should salespeople do when they must cope with customers who are being disagreeable?

• Speed up the sale to minimize opportunity for disagreement

• Use product knowledge to prove they are wrong

• Listen patiently and try to stay calm

• Ask them to come back when they are ready to buy

When a business publicly pledges to provide all of its customers with quick, courteous service, what is it doing?

• Making a brand promise

• Developing a campaign platform

• Stating industry policies

• Establishing product position

If Shari wants to make sure that she knows which customers' orders she is taking on the telephone, what is the first step in processing the orders that would help?

• Obtaining customer's name

• Describing each item

• Explaining pricing policy

• Checking for availability

A customer purchased dining room furniture that retails for $750 at 33% off. The sales tax rate is 5%, and delivery is $25. What is the total cost of the purchase?

• $527.50

• $527.63

• $552.63

• $553.88

Which antitrust regulatory act would prevent a business from randomly offering discounts to whomever it chose?

• Federal Trade Commission Act

• Discount Customer Act

• Clayton Act

• Robinson-Patman Act