Sell Right LAP Quiz

Salespeople should handle routine selling situations according to

•   what customers expect.

• company selling policies.

•   what coworkers do.

   

• the customer’s request.

Several customers are returning products they have purchased under very different circumstances. Which of the following categories of selling policies will ensure that each of these customers receives fair treatment:

 

• Service policies

   

• Terms-of-sale policies

• Discount policies

   

• Selling-activity policies

Who has the primary responsibility for implementing a store’s selling polices?

 

 

• Suppliers

• Salespeople

• Customers

   

• Managers

If a customer requests an item displayed in a show window, which of the following would you do first:

 

• Check to see if the item is in stock

   

• Explain store policy on removing window displays

• Special order the item for the customer

•   Remove the item and sell it to the customer

Written selling policies are preferred by some businesses because

•   the policies are set and do not change over time.

   

• they prevent employees from making any decisions.

• they give employees guidelines for decision-making.

   

• management is responsible for policy implementation.

Which of the following federal laws affects a company's selling policies by forbidding it from discriminating in the prices or services offered to competing customers:

•   Robinson-Patman Act

   

• Sherman Act

•   Taft-Hartley Act

•   Clayton Act

Terms-of-sale selling policies cover such conditions of the sale as

 

•   credit, delivery, and discounts.

•   entertaining the customer and prospecting.

• discounts, guarantees, and returns.

   

• installation and maintenance.

What is an internal factor that affects the selling policies of a business?

•   Customer requests

   

•   Financial resources

• Actions of competitors

   

• Government legislation

Which of the following is an example of an external factor that affects the selling policies of a business:

 

 

• Human resources

   

• Corporate goals

• Capital resources

• Actions of competitors

Which of the following is a way that selling policies often benefit the salesperson:

•   Increased job satisfaction

   

• Improved profitability

•   Extended working hours

   

• Expanded responsibilities