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Selling Strategies 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!

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Question 1 1. What is the first thing a good sales associate should do when you walk into a store?

Question 2 2. Of the following options, which is a bad sales associate likely to do?

Question 3 3. One customer wants to have all the latest gadgets to show off to his friends. Which of the following motivators is he using to make his purchasing decisions?

Question 4 4. When a buyer is motivated by security, which of the following aspects of a smart doorbell will you highlight to the customer?

Question 5 5. Which group of people will appreciate a free carry-on travel bag from an insurance company as part of their value-added selling technique?

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Question 6 6. If your potential group of restaurant clients value service more than anything else, what can you do when using the value-added selling technique?

Question 7 7. A household alarm system includes sensors for each window and door, which detects motion in each location. What is the benefit of this type of system?

Question 8 8. Advantages in the FABS selling technique are:

Question 9 9. If money seems to be an issue, you'll want to address your comments about cost and value to the most _____ person of the two.

Question 10 10. If there are some things about the product the couple agree on and some they don't, focus on the _____.

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Question 11 11. A potential way to counter a price objection is:

Question 12 12. When shoppers look at an item in a store and then go home and buy it online, this is known as what?

Question 13 13. Which of the following is NOT a consultative selling technique?

Question 14 14. What is a consultative sale?

Question 15 15. What is retail?

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Question 16 16. What is the point of the Demonstration/Presentation step of retail selling?

Question 17 17. How does e-commerce retailer Amazon implement cross-selling on its website?

Question 18 18. Why is customer segmentation important in cross-selling?

Question 19 19. Which of the following is using the upselling technique of additional benefits?

Question 20 20. What is upselling?

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Question 21 21. What should a salesperson do before contacting potential clients?

Question 22 22. Which is true about overselling in sales?

Question 23 23. A limited-time offer can be used to create what?

Question 24 24. To be successful, you must tie your product's benefits to the customer's _____.

Question 25 25. What is bundling pricing in retail sales?

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Question 26 26. Why must a retail company put sales strategies in place?

Question 27 27. Which are techniques of suggestive selling?

Question 28 28. What are the benefits of suggestive selling?

Question 29 29. What is the purpose of guided selling?

Question 30 30. Sally wants to build guided selling into her new website. What's one way she can implement it?

Selling Strategies 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!

Marketing 306: Principles of Selling  /  Business Courses
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