WorksheetsMarketing Chpt 17 Selling
Total questions: 30
Worksheet time: 1hrs 21mins
Name
Class
Date
1.
Selling is part of the promotion element of the marketing mix.
a)
true
b)
false
2.
Personal selling is most successful when communicating with a large group of people.
a)
true
b)
false
3.
It is appropriate for a salesperson to offer a product that the customer did not originally intend to buy if it is the best match with customer needs.
a)
true
b)
false
4.
An advertisement can provide more information than can be included in a sales presentation.
a)
true
b)
false
5.
An effective salesperson often meets with the customer several times before making the sale.
a)
true
b)
false
6.
A salesperson should inform the company when it is evident that the marketing mix does not satisfy customer needs.
a)
true
b)
false
7.
Successful salespeople have the qualities of good managers.
a)
true
b)
false
8.
Which of these indicates the need for personal selling?
a)
products that appeal to large numbers of people
b)
products purchased frequently with limited need for decision making
c)
customers who expect personal attention and help with decision making
d)
all are correct
9.
Which of these is not one of the areas of personal sales management?
a)
self-management
b)
customer management
c)
information management
d)
all are a part of personal sales management
10.
Which of these is both an advantage and disadvantage of personal selling?
a)
cost per customer
b)
time
c)
control
d)
flexibility
11.
Effective selling requires a great deal of preparation before the salesperson meets with a customer.
a)
true
b)
false
12.
Consumers contacted by salespeople may be upset if they are not expecting the call and are not interested in the products the salesperson is selling.
a)
true
b)
false
13.
A marketing-oriented company typically uses cold-calling as the most effective method to contact prospective customers in its target market.
a)
true
b)
false
14.
Qualifying involves gathering information to see which consumers are most likely to buy.
a)
true
b)
false
15.
It is not necessary to get a customer’s full attention and interest until late in the sales presentation.
a)
true
b)
false
16.
A benefit is the advantage provided to a customer as a result of a product feature.
a)
true
b)
false
17.
A qualified prospective customer should have
a)
a need for the product
b)
the resources to purchase the product
c)
the authority to make a purchahse
d)
all of the above
18.
Salespeople can gather important information from advertisements, trade shows, and product manuals to understand
a)
the customer decision-making process
b)
the products and services they sell
c)
individual customer needs
d)
all of the above
19.
When presenting information to customers about competitors’ products and services, a salesperson should
a)
present only general or obvious information
b)
make negative comments
c)
avoid any mention of competitors
d)
carefully and accurately compare advantages and disadvantages
20.
People who are skilled at selling are in high demand in business.
a)
true
b)
false
21.
During the preapproach, salespeople study information available on specific customers.
a)
true
b)
false
22.
The approach may be initiated either by the salesperson or the customer.
a)
true
b)
false
23.
The approach in retail selling is the same process as used by business-to-business salespeople.
a)
true
b)
false
24.
If a salesperson demonstrates a feature very well, there will be no need to describe the benefit of that feature to the customer.
a)
true
b)
false
25.
If a customer asks questions during a product demonstration, it is evidence the salesperson is not communicating effectively.
a)
true
b)
false
26.
Even though distribution of products occurs after the sale is made, salespeople still need to understand the distribution activities used to get the product to the customer.
a)
true
b)
false
27.
An inappropriate way to attempt to close a sale is to
a)
offer the customer a choice
b)
review an important benefit
c)
suggest this may be the last item in stock
d)
ask about the method of payment preferred by the customer
28.
Offering additional support and services after the initial sale in order to increase customer satisfaction is known as
a)
suggestion selling
b)
follow-up
c)
cold calling
d)
sales support
29.
A benefit of follow-up with customers after a sale is
a)
it provides another opportunity to reinforce the customer’s decision
b)
it determines if the customer has additional unsatisfied needs
c)
it may lead to referrals of additional customers
d)
all are benefits
30.
The preapproach is included in which step of the selling process?
a)
determine needs
b)
demonstrate product
c)
answer customer questions
d)
the approach
100 %
