The Sales Process - Types of Sales & The PreApproach

Which of the following is an example of personal selling?

• Online sales

• Business-to-business sales

• Door-to-door sales

• Catalog sales

Which of the following is NOT a goal of sales?

• Increase employee morale

• Enhance product image/reputation

• Obtain customer loyalty

• Increase market share

Which of the following is true of business-to-business sales?

• Customer service is not important

• It occurs on the Internet only

• It does not include consultative services

• It typically requires an appointment

What percentage of total sales does online sales account for each year?

• 85 percent

• 52 percent

• 33 percent

• 24 percent

Which of the following is NOT a current trend in sales?

• Decreasing brand loyalty

• Increasing telemarketing efforts

• Increasing popularity of technology and online sales

• Changing organizational and business structure

What is the recommended way for salespeople to come to understand the product they are selling?

• Look at company goals and objectives

• View product ads and visit product social media sites

• Read printed materials and receive formal training

• It is not important to understand the product, just sell it

Which of the following is NOT a rationale buying motive?

• Savings

• Prestige

• Health

• Quality

What are examples of products typically purchased using limited decisionmaking?

• Technology and household appliances

• Fuel and basic clothing

• Houses and cars

• Candy and soda

Routine decision-making is used in which of the following situations?

• When perceived risk is high

• When the product is not purchased regularly

• When the product is expensive

• When familiarity with the product is high

Which of the following is NOT a suggested source of sales leads?

• Customer referrals

• Social events

• Commercial lists

• Local directories