Sell Right LAP Test

Selling policies attempt to guide __________ efforts.

•   promotional

•   public relations

• personal-selling

   

• marketing

Which of the following is a true statement:

 

 

•   Selling policies are most useful for handling situations that are not frequently encountered.

• Selling policies may be in writing or simply passed on to salespeople verbally.

• Most small companies rely on policy handbooks to explain in detail their selling policies.

• Businesses are required by the Sherman Act to put their selling policies in writing.

The primary responsibility for implementing selling policies rests with

 

• salespersons.

   

• buyers.

• management.

   

• department heads.

Which of the following are common types of selling policies:

•   Purchasing policies

   

• Distribution policies

•   Advertising policies

• Selling-activity policies

Guidelines for selling activities that involve customer interaction are called __________ policies.

 

• terms-of-sale

   

• prospecting

•   service

• selling-activity

Which of the following areas is covered by selling-activity policies:

•   Installation

   

• Pricing

• Prospecting

   

• Discounts

Selling policies concerned with pricing, product availability, and discounts are categorized as __________ policies.

• terms-of-sale

•   delivery

•   selling-activity

   

• service

Selling policies designed to govern the support a company provides customers after the sale are categorized as __________ policies.

 

•   installation

• service

• return and adjustment

   

• repair and maintenance

A salesperson exceeds the limit on the amount of money that can be spent on a client's lunch. What category of selling policies was violated?

 

•   Pricing policies

• Selling-activity policies

• Guarantee policies

   

• Terms-of-sale policies

In which of the following situations would service policies be most important:

 

 

• A customer's request for credit is denied.

   

• Management establishes the level of markup on products.

• A manufacturer offers quantity discounts on large orders of its paper products.

•   A customer insists on having a store repair a small appliance that had been purchased at the store several years ago.