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Worksheets6.0 APPLY SELLING CONCEPTS
Total questions: 20
Worksheet time: 21mins
Name
Class
Date
1.
Jose was given a sales goal for the month to collect 6 tax credit donations for a DECA trip to Hawaii. This goal is known as a __________.
a)
sales wish
b)
sales quota
c)
sales prediction
d)
sales budget
2.
What is the best description of personal selling?
a)
A salesperson and a buyer in a Nike store
b)
Internet advertisement on Craig’s list.
c)
A pay-per-click sales banner on Google
d)
A robo-call telemarketing sales pitch for carpet cleaning
3.
Which of the following is a true statement about prospecting?
a)
It is more important for tangible products
b)
Offers little or no benefits for businesses or sales people
c)
Important only for business to business sales
d)
It creates leads or a potential customers
4.
To discover customer needs/wants, the salesperson should be skilled at ______.
a)
watching and waiting
b)
questioning and listening
c)
talking and arguing
d)
coaxing and disputing
5.
When should a salesperson begin determining a customer’s needs?
a)
A. After the product presentation begins
b)
Before closing the sale
c)
As soon as possible in the sales process
d)
When the customer introduces an objection
6.
A POS system used in a business is designed to ___________.
a)
identify information about transactions
b)
trigger inventory lists
c)
compile reports
d)
All of the above
7.
One way to help customers with buying decisions is to explain what the product will do for them by ____________.
a)
using suggestion selling
b)
matching product features to benefits
c)
questioning them
d)
displaying self-confidence
8.
What is it when a customer consents to receiving marketing materials, specialized offers, and promotions in exchange for their information?
a)
Cross-selling marketing (CSM)
b)
Direct marketing (DM)
c)
Permission marketing (PM)
d)
Customer Relationship Marketing (CRM)
9.
What is the primary reason to determine customer needs?
a)
To create a customer list and increase new referrals
b)
To allow the salesperson to close the sale and meet goals
c)
To help the salesperson recommend the right product or service
d)
To create more sales and profits for the business
10.
During the product presentation phase of the selling process, why should no more than 3 products be shown to a customer at a time?
a)
Store security issues
b)
Ethical issues
c)
Customer confusion
d)
Product shortages
11.
Which of the following is NOT a step in the Selling Process
a)
Approach
b)
Determining Sales Quotas
c)
Handling Questions and Objections
d)
Product Presentation
12.
What is the boomerang method?
a)
When the sales person offers two products to choose from
b)
When the customer objection comes back as a benefit
c)
When a third party give a testimonial to a customer’s objection
d)
When you offer a substitute product to satisfy a customer’s needs
13.
Which of the following is an example of a “direct close”?
a)
“Can I answer any questions for you?”
b)
“May I ring up your purchase?”
c)
“How are you today, Mr. Thompson?”
d)
“What type of telephone system do you need for your business?”
14.
A description of the “which close” method of closing is used when ___________.
a)
the salesperson advises that the product is in short supply
b)
the salesperson asks for the sale directly
c)
the salesperson asks a customer to choose between two items
d)
the salesperson offers the customer a service package
15.
What selling approach is being used when the salesperson makes a comment or asks a question about a product that the customer is looking at?
a)
Service approach
b)
Greeting approach
c)
Alternative approach
d)
Merchandise approach
16.
Which of the following is the most appropriate choice of items for successful suggestion selling?
a)
A. Items that are unrelated
b)
Complementary items
c)
Substitute items
d)
Seasonal items
17.
The primary reason suggestion selling is important to a business is because it _________.
a)
an increase profits.
b)
promotes rapid stock turnover.
c)
keeps salespeople busy.
d)
limits sales commissions.
18.
Which of the following is an example of how building a clientele benefits the business:
a)
Personal
satisfaction
b)
Increased knowledge
c)
Increased selling
costs
d)
Increased sales volume
19.
You successfully sell the company’s new product line to Ms. Jones, and she offers to put you in touch with other businesses that might be interested in your product. What type of clientele-building benefit is this?
a)
Loyalty
b)
Word-of-mouth advertising
c)
Referral
d)
Repeat sales
20.
Customer Relationship Marketing (CRM) follows the ideas of the marketing concept because the following statement is true.
a)
Customers are able
to keep their buying habits private and fulfill their wants and needs.
b)
Customers are provided
greater satisfaction because the sharing of their buying habits allows
companies to help fulfill their wants and needs.
c)
Customers are
served efficiently and feel satisfied with their purchases and their wants and
needs are met.
d)
Customers feel confident
that their buying habits are always kept secure and they are recognized when
shopping with the retailer.
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