NEW
Font size
S
M
L
XL
WorksheetsNRF List 3
Total questions: 50
Worksheet time: 25mins
Name
Class
Date
1.
Closing method that involves stressing to the prospect that the decision to buy should be made NOW because something may happen soon that will make a delay costly.
a)
Integrity
b)
Impending Event
c)
Up-Selling
d)
Industry
2.
Closing method that involves behavior by the sales person based on the assumption that the prospect has decided to buy
a)
Internal Customer
b)
Lazy Request
c)
Indirect Request
d)
Selling
3.
Items bought in haste, with little or no thought as to the wisdom of the purchase
a)
Impulse Goods
b)
Super Goods
c)
Internal Goods
d)
Expensive Goods
4.
A particular group of businesses with similar products
a)
Internal Organizations
b)
Industry
c)
Group
d)
Internet
5.
The ability to distinguish between right and wrong and to make decisions based on that distinction
a)
United
b)
Excellence
c)
Respect
d)
Integrity
6.
Automated system that leads callers through different menus with the goal of providing an automated response to their questions or routing their call to the person best suited to help
a)
Internet Voice System
b)
Interactive Voice Response System
c)
Call Log
d)
Call Responder
7.
People within an organization who rely on one another for the information and resources they need to perform their jobs
a)
Internal Customers
b)
Employees
c)
Stakeholders
d)
All of the above
8.
A network of public networks available almost anywhere
a)
Gateway
b)
Internet
c)
Intranet
d)
World Wide Gateway
9.
Those skills that help you work well with others
a)
Interpersonal Skills
b)
Attractiveness
c)
Rodeo Skills
d)
Resume'
10.
An internal network used by a select group, such as employees of a company
a)
Internet
b)
Intranet
c)
Gateway
d)
World Wide Gateway
11.
People who are focused inward
a)
Extrovert
b)
Interconnected
c)
Introvert
d)
Social
12.
The merchandise that a retailer has in stock
a)
Inventory
b)
Group Conference
c)
Distributer
d)
Manufacturer
13.
A bill issued by a supplier for goods or services purchased from it
a)
Invoice
b)
Receipt
c)
Outvoice
d)
Packing List
14.
Prospects who may be decided or undecided, but do not want the assistance of a salesperson
a)
Lazy Customer
b)
Just Looking Customer
c)
Happy Customer
d)
Over the top Customer
15.
Lists major points of the product and gives all the reasons for purchasing it
a)
Key Points Presentation
b)
Proposal
c)
Invoice
d)
Receipt
16.
Determines whether or not a prospect has 3 things-
1. a recognized need
2. buying power
3. receptivity and accessibility
a)
Manager
b)
Lead Qualification
c)
Customer
d)
List Price
17.
A contract that permits a business or individual to use property for a specific time period in exchange for payment
a)
Lease
b)
Rent Money
c)
Apartment
d)
Contract Proposal
18.
The price set by the vendor
a)
Mark-up Price
b)
Sale Price
c)
List Price
d)
Retail Price
19.
Strategy where businesses target marketing efforts toward their most valued customers
a)
Value Savings
b)
Friendship Sales
c)
Loyalty Marketing
d)
Marketing 101
20.
Person who sells products to other maufacturers or directly to wholesalers or retailers
a)
Retailer
b)
Manufacturing Sales Person
c)
Customer
d)
Upscale Sales Person
21.
The programs that reward customers for their business and encourage repeat business
a)
Shopper Programs
b)
Marketing
c)
Credit Cards
d)
Loyalty Programs
22.
Business that transforms raw materials into products consumers can use
a)
Retailer
b)
Consumer
c)
Distributor
d)
Manufacturer
23.
The amount a retailer adds to the cost of merchandise to calculate the retail price
a)
Sales Tax
b)
Mark-Up
c)
Real Estate Tax
d)
Juice
24.
Model that arranges needs in ascending order of importance: physiological needs, safety or security needs, social needs, esteem needs, and self-actualization needs
a)
Maslow’s Hierarchy of Needs
b)
Freudology
c)
Pavlov's Dogs
d)
Adler's Theory
25.
Any product that is bought and sold in the business
a)
Theory
b)
Service
c)
Merchandise
d)
Gallery
26.
The amount of merchandise displayed or shelved per 1,000 square feet
a)
Merchandise History
b)
Merchandise Density
c)
GDP
d)
Visual Display
27.
The variety, breadth, and depth of merchandise a store offers
a)
Merchandise(Product) Mix
b)
Grade Level
c)
Merchandise swap
d)
Merchandise Length
28.
Two companies, about the same size, join forces
a)
Acquisition
b)
Merger
c)
Sales Force
d)
Diversity
29.
A brief description of a company's purpose
a)
Mission Statement
b)
Goal
c)
Product Plan
d)
Management Plan
30.
Exclusive control over a commercial activity
a)
Dictator
b)
Short Sale
c)
Empire
d)
Monopoly
31.
Closing method that repeats the part of the process when alternatives are considered
a)
Narrowing The Choice
b)
Indirect Request
c)
Impending Event
d)
Lead Qualification
32.
Plan that identifies the products and the quanitity of each product that should be available on the first of the month
a)
Model Stock Plan
b)
Merger
c)
Manufacturer Plan
d)
Monopoly
33.
Interviewing the customer to determine his or her specific needs and wants and the range of options the customer has for satisfying them
a)
Open-Ended Questions
b)
Merger Access
c)
Closure
d)
Needs Assessment
34.
Any type of sales resistance by the prospect
a)
Objection
b)
Merger
c)
Closure
d)
Needs
35.
The items you can't live without, such as food, water, clothing, and shelter
a)
Wants
b)
Needs
c)
Attractiveness
d)
Closure
36.
The supplier gives the retailer the exclusive right to sell a product in a specific area, but the retailer does not do anything for the supplier
a)
New Deal
b)
3-Way Selling
c)
One-way Exclusive Dealing
d)
Upselling
37.
Questions that require more than a one-word answer
a)
Yes/No Questions
b)
Closed Questions
c)
Multiple Choice
d)
Open Questions
38.
The exchange of a product or service for the purchase price or the promise to pay the purchase price
a)
Transaction Selling
b)
Upselling
c)
Trial Selling
d)
Fundamental Selling
39.
Process of offering a special discount if the customer increases the order quantity or upgrades to a combination of that product and another
a)
Upselling
b)
Trial
c)
Close-up
d)
Secure Selling
40.
A supplier with a strong product forces a retailer to buy a weak product before it will allow the retailer to buy the strong product
a)
Service Agreement
b)
Tying Arrangement
c)
Closing Agreement
d)
Sales Arrangement
41.
Prospects who do not know what to buy
a)
Undecided
b)
Broken
c)
Introverted
d)
Just Looking
42.
Money available to a business to buy merchandise and pay expenses
a)
Service
b)
Working Capital
c)
Profit
d)
Long-Term Cash
43.
Sells products to retailers, other wholesalers, industrial firms, government agencies, or other buinesses; a middleman that buys directly from a producer and sells to retailers or large commercial users
a)
Service
b)
Wholesaler
c)
Retailer
d)
Manufacturer
44.
Internal characteristic that is an obstacle to your company's success
a)
Service
b)
Strength
c)
Opportunity
d)
Weakness
45.
The things that you would like to have but can live without
a)
Needs
b)
Weakness
c)
Wants
d)
Products
46.
Prohibit advertisers from engaging in unfair and deceptive acts and practices
a)
Service Agreements
b)
Regulations
c)
Truth-in-Advertising Rules
d)
Rules for Selling
47.
Question customers ask regarding why they should buy from you
a)
Do I like the sales person?
b)
WIIFM (What's in it for me?)
c)
Do I have enough money?
d)
What do I want for dinner?
48.
A solution that meets or exceeds the needs of all parties
a)
Win-Win
b)
Lose-Lose
c)
Service Solution
d)
Champ Solution
49.
Situation in which the salesperson turns the customer over to someone else in an effort to close the sale
a)
Turnover to Closer
b)
Temporary Sales
c)
Peek Situation
d)
Table Service
50.
Tests to see how far along the prospect has come toward the buying decision
a)
Trial Close
b)
Test for Sale
c)
Keeper
d)
Prospect Plan
Reset
