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Marketing 306: Principles of Selling Final Exam

Free Practice Test Instructions:

Choose your answer to the question and click 'Continue' to see how you did. Then click 'Next Question' to answer the next question. When you have completed the free practice test, click 'View Results' to see your results. Good luck!

Question 1 1. Which human resource metric helps companies determine the performance of sales staff as a result of how long the employee has been in the role?

Question 2 2.

Sonja sells expensive beauty creams. She knows that her friend Betty is very sensitive about certain scars on her face. She also knows that Betty is on a tight budget and cannot afford expensive beauty products. However, Sonja tells Betty that the scars on her face would improve immediately if she used the cream. When Betty hesitates at the price, Sonja responds, 'You can't put a price tag on beauty. Plus, your skin could really use this extra help!'


Which legal or ethical issue is implicated in this scenario?

Question 3 3. All of the following are examples of indirect financial compensation EXCEPT:

Question 4 4. In which of the following answer choices is the company's return on investment of labor hours versus revenue generated the greatest?

Question 5 5.

Harold is interviewing for a sales job at an appliance store. The sales manager informs him that the company pays its salespeople a fixed 3% of all sales they make.


What type of payment structure is this?

Question 6 6. When cross-selling, retailers should consider which of the following?

Question 7 7. When is cross-selling typically the most effective?

Question 8 8. When implementing suggestive selling techniques, the salesperson should _____.

Question 9 9. The benefits portion of the FABS selling technique answers which of the following questions?

Question 10 10.

Your Best Self, a meal service company, asks all customers to take a quick quiz before signing up for its service. The quiz asks a few questions about the customer's favorite foods, any dislikes or allergies, and level of cooking skills. This helps the company recommend the best meal plan for the customer.


What is this an example of?

Question 11 11. Wendy is the owner of Happy Pets Veterinary Hospital. In which of the following scenarios is she utilizing customer relationship management (CRM)?

Question 12 12. Which of the following roles involved in customer relationship management (CRM) implementation is the source of immediate feedback on the design of the solution?

Question 13 13. Martha, who owns a small coffee shop, wants to implement a customer loyalty program. What is the first step she should consider?

Question 14 14. Jeffrey, who owns a window washing company, wants to send surveys to his customers to measure their satisfaction levels. How should he structure the surveys?

Question 15 15. Quick response times, patience, knowledge, friendliness, good follow up, and _____ are the six key elements of customer service.

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Marketing 306: Principles of Selling Final Free Practice Test Instructions

Choose your answer to the question and click 'Continue' to see how you did. Then click 'Next Question' to answer the next question. When you have completed the free practice test, click 'View Results' to see your results. Good luck!

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