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Personal Selling Communication Chapter Exam

Exam Instructions:

Choose your answers to the questions and click 'Next' to see the next set of questions. You can skip questions if you would like and come back to them later with the yellow "Go To First Skipped Question" button. When you have completed the practice exam, a green submit button will appear. Click it to see your results. Good luck!

Page 1

Question 1 1. CRM stands for _____.

Question 2 2. Using an existing customer's profile to find similar potential customers requires _____.

Question 3 3. When a customer researches a product on a mobile device, they _____.

Question 4 4. Which form of technology is best for outselling the competition?

Question 5 5.

Possible new government regulations that will affect a sales force include which of the following:

i. allowing sales tax to be collected for online purchases

ii. increasing a company's duties in relation to a data breach

Page 2

Question 6 6. Which statement is FALSE?

Question 7 7. What four techniques can improve your ability to assist customers?

Question 8 8. What are the 3 As?

Question 9 9. Of the following options, which is a bad sales associate likely to do?

Question 10 10. What is the first thing a good sales associate should do when you walk into a store?

Page 3

Question 11 11. Part of the personal selling process is generating leads. How can a business generate leads?

Question 12 12. Personal selling is _____.

Question 13 13. When the farmer is ready to close the deal, what should he do next?

Question 14 14. Which of the following is NOT a reason for personal selling to be used?

Question 15 15. After the farmer generates leads to sell his flowers, what step in the sales process should he use next?

Page 4

Question 16 16. What is an example of a financial reward?

Question 17 17. How are goals established?

Question 18 18. What is a quota?

Question 19 19. What is the benefit of a contest?

Question 20 20. What is a typical commission amount?

Page 5

Question 21 21. Jill has just accepted a position selling phones for a major carrier. While she is interested in meeting her sales quotas, she knows that in order to get repeat business and meet her long term career goals she needs to practice _____.

Question 22 22. Sal is a sales manager who knows exactly how many cars his people need to sell on a specific day to meet month end quota. His morning sales meeting will stress achieving the short term goal by traditional means. He will do this by asking his salespeople to _____.

Question 23 23. The ultimate goal of a traditional sales methodology is to _____.

Question 24 24. Before showing a couple that's looking for a new car any vehicles, Cal wants to implement relationship selling into his presentation. How will he do this?

Question 25 25. Investing a large amount of time in preparing a sales plan is an example of _____.

Page 6

Question 26 26.

Which of the following can sales management use to motivate the sales team?

A: Bonuses

B: Working conditions

C: Training classes

D: Job security

Question 27 27.

Which of the following are roles of sales management?

A: Hiring salespeople

B: Motivating salespeople

C: Providing direction for salespeople

D: Providing free meals for salespeople

Question 28 28. Which of the following is TRUE about personal selling?

Question 29 29. What does personal selling involve?

Question 30 30.

A sales team's duties can include which of the following?

A: Taking orders

B: Getting new customers

C: Answering customer calls

D: Responding to business letters

Personal Selling Communication Chapter Exam Instructions

Choose your answers to the questions and click 'Next' to see the next set of questions. You can skip questions if you would like and come back to them later with the yellow "Go To First Skipped Question" button. When you have completed the practice exam, a green submit button will appear. Click it to see your results. Good luck!

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