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WorksheetsDIP 2SBM- Unit 34
Total questions: 30
Worksheet time: 2hrs 30mins
2. In the SMART acronym for objectives, the 'S' stands for:
A. Sales
B. Specific
C. Successful
D. Special
3. Which of the following involves face-to-face interaction with one or more purchasers
A. Personal selling
B. Public relations and publicity
C. Advertising
D. Direct selling
4. What is the first stage in small business planning
A. Buying products
B. Offering discount
D. Developing objectives
5. Which of the following attracts the customer?
A. High price
B. Discounts and offers
C. Low quality
D. Crowded markets
6. What is the interaction between the marketing and the sales functions
A. No support and communication
B. Big teams
C. Create a sales level agreement (SLA)
D. No planning
7.Wandering Customers” are customers who:
A. always buy your goods on a regular basis
B. do not buy any of your goods or show interest in buying
C. sometimes buy your goods
D. will buy your goods in the future
8. “Personal selling” is where businesses use the:
A. Internet to sell the product after meeting face-to-face with the customer.
B. "Sales force" to sell the product after meeting face-to-face with the customer.
C. Advertising to sell the product after meeting face-to-face with the customer.
D. Catalogues to sell the product after meeting face-to-face with the customer.
9. “Low-Pricing Strategy” is when a company offers:
A. No discounts to stimulate demand and gain market share.
B. A relatively low price to stimulate demand and gain market share.
C. Buy one get one free price to lower demand and lose market share.
D. A high price to stimulate demand and gain market share.
11. “Management by Objectives” (MBO), is a term which means:
A. Workers and managers work separately to create a list of objectives for the sales person to not to attain during the review period.
B. Workers and managers work together to create a list of objectives for the sales person for the past period
C. Workers and managers work together to create a list of objectives for the sales person to attain during the review period.
D. Workers and managers work together to create a list of objectives for the sales person which are unrealistic targets
15. “Sales budget” is a:
A. Financial plan depicting how resources should best be allocated to achieve the planned sales.
B. Marketing plan depicting how resources should best be allocated to achieve the planned sales.
C. Sales plan depicting how resources should best be allocated to achieve the planned sales.
D. Production plan depicting how resources should best be allocated to achieve the planned sales.
17. Bargaining power means:
A. Truly reflects the transaction it documents
B. An established or official way of doing something
C. In negotiating, capacity of one party to dominate the other due to its influence, power, size, or status
D. A question, especially one expressing doubt or requesting information
18. Selling strategies are helpful in
A. Attracting customers
B. Increasing sales and profits
C. Both A and B
D. Not sure
D. Supply of products
20. The definition of Sales functions is:
A. The steps necessary to carry out the plan
B. This critical element of sales plan sets the tempo of business efforts throughout the year and provides quarterly, monthly, weekly and even daily sub-goals for business to achieve
C. The plan necessary to accomplish your goal
D. engaging in a variety of activities with the objective to promote the customer purchase of a product or the client engagement of a service
21. A sales plan will help the business in:
A. Choosing sales strategies that are not suited to the target market
B. Activating, motivating the sales team
C. Making the budget high
D. Losing customers
23. These are product specific and only tend to buy items only to which they are habitual or have a specific need for them.
A. Loyal Customers
B. Discount Customers
C. Impulsive Customers
D. Need Based Customers
24. A customer is also known as
A. Client
B. Products
C. Purchaser
D. A and C
25. The basic sorts of problems associated with negotiation process:
A. Emotions
B. Differences about opinions among the parties
C. Agreement
D. A and B
26. Avoiding misunderstanding in negotiation by:
B. Do not state the issues clearly
C. Agreeing to everything
27. Sales performance evaluations are necessary to
A. Ensure management meets its goals
B. Supplement and enhance training
C. Provide feedback to salespeople
D. Keep salespeople on their toes
28. The most powerful way to close a sales call:
A. Is to uses veiled closes to alleviate sales pressure
B. Involves using a summary of benefits that interest the customer
C. Requires the use of a close that creates a sense of urgency in the prospect
D. Gives the prospect ample time to consider his or her decision
29. Customer feedback provides the information necessary for:
A.Ignoring problems and managing operations
B. Not Assessing individual performance
C. Developing low quality activities
D. Developing useful sales objectives
30. The selling channel you can usually see in markets:
A. Producer-wholesaler-retailer-customer
B. Wholesaler - Producer-consumer - agent -retailer
C. Producer-manufacturer -agent -wholesaler
D. Agent -Producer-consumer - wholesaler -retailer
