Chapter 20 Quiz

Chapter 20 Quiz

University

30 Qs

quiz-placeholder

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Chapter 20 Quiz

Chapter 20 Quiz

Assessment

Quiz

Mathematics

University

Medium

Created by

Theodore Harding

Used 1+ times

FREE Resource

30 questions

Show all answers

1.

MULTIPLE CHOICE QUESTION

30 sec • 1 pt

A small office supply company may have a person whose primary responsibility is to process routine orders, reorders, or rebuys of products for clients. This employee is known as a(n)

sales manager.

order getter.

sales support rep.

order taker.

sales team.

2.

MULTIPLE CHOICE QUESTION

30 sec • 1 pt

Amaya, who works in sales for her firm, has learned about her customer during the prequalification stage, but now she must conduct additional research and develop plans for meeting her customer. In the past, she would have maintained this information manually, but today she is able to access such information through her company’s

indirect marketing system.

customer relationship management system.

direct marketing system.

B2B selling system.

customer response management system.

3.

MULTIPLE CHOICE QUESTION

30 sec • 1 pt

Whether or not a salesperson will go through all five steps of the selling process depends on the sales situation and

how the person was trained.

the buyer’s readiness to purchase.

the effectiveness of role-playing.

the number of sales support personnel available.

the use of sales representatives versus independent reps.

4.

MULTIPLE CHOICE QUESTION

30 sec • 1 pt

The internal monthly magazine and blog at the cosmetics firm Mary Kay serve as ________ for employees; the magazine and blog are outlets for not only selling advice but also company-wide recognition of individual salespeople’s accomplishments.

salary increases

financial rewards

commissions

nonfinancial rewards

bonuses

5.

MULTIPLE CHOICE QUESTION

30 sec • 1 pt

For salespeople who practice ________, an unsuccessful close one day may lay the groundwork for a successful close during the next meeting.

transactional selling

sales support promotion

delayed preapproach

relationship selling

role-playing

6.

MULTIPLE CHOICE QUESTION

30 sec • 1 pt

Jeanette recognizes that one of her roles as a company sales rep is to be the firm’s frontline emissary. As such, she strives to build strong relationships with customers and

focus on the short term.

disparage competitors’ offerings.

take a long-term perspective.

shift organizational control from production to marketing.

use whatever means necessary to capture every possible sale.

7.

MULTIPLE CHOICE QUESTION

30 sec • 1 pt

When Parker was talking with his customer about the new accounting system, his customer mentioned that she thought the new system was not going to fit into their budget. Parker explained that once her people were trained on it, it would require less time to process orders, and therefore save her money in payroll. Which part of the sales presentation is demonstrated in this example?

the preapproach

generating and qualifying leads

follow-up

the presentation

overcoming reservations

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