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WorksheetsSelling Goods and Services Review
Total questions: 15
Worksheet time: 8mins
Name
Class
Date
1.
Contact between a customer and a salesperson is known as _________________.
a)
Personal Selling
b)
Communicative Selling
c)
Retail Communication
d)
Contact Selling
2.
Identify the following as a rational or emotional customer buying motive.
Purchasing a luxury vehicle versus a general vehicle because of the brand name.
Purchasing a luxury vehicle versus a general vehicle because of the brand name.
a)
Rational
b)
Emotional
3.
True or false: The sales process consists of 7 steps.
a)
True
b)
False
4.
Which of the following is NOT an example of the importance of the pre-approach?
a)
Knowledge of the product
b)
Finding potential buyers
c)
Industry insight
d)
Brainstorming new product options
5.
True or False: Customer Needs Selling is selling additional items which ultimately save time, money, or make the original purchase more enjoyable.
a)
True
b)
False
6.
Which of the following is a type of customer buying motive?
a)
Rational
b)
Emotional
c)
Both
7.
True or False: Gaining repeat business is not one of the goals of selling.
a)
True
b)
False
8.
Which of the following are welcome parts of the selling and closing process?
a)
Objections
b)
Rejections
c)
Questions
d)
All of the above
9.
What is cold canvassing?
a)
Selecting potential customers based on industry research
b)
Selecting potential customers based on their past buying experience
c)
Selecting potential customers at random
d)
Selecting potential customers based on suggestions of other cpmpanies
10.
Identify the following as a rational or emotional customer buying motive.
Purchasing a brand of dog food because it is known for its nutrients and health benefits.
Purchasing a brand of dog food because it is known for its nutrients and health benefits.
a)
Rational
b)
Emaotional
11.
True or False: the time available in making a decision is not an important part of the consumer decision making process.
a)
True
b)
False
12.
What is telemarketing.
a)
Selling over the phone
b)
Telling customers about products
c)
Historical Selling through the use of a telegraph
d)
Marketing through the use of television ads
13.
Extensive decision making is based on
a)
Not needing much info and brand loyalty
b)
Having purchased the product before
c)
Blind purchasing
d)
Little or no previous experience with the product
14.
True or False: researching company policies and procedures is an important part of the pre-approach.
a)
True
b)
False
15.
Why is it important to find out whether a person has the authority to purchase?
a)
So the seller can close the sale
b)
To avoid legal issues and lawsuits
c)
To ethical issues and dillemmas
d)
All of the above
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