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Selling to Businesses & Consumers 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. Which of these statements about relationship selling is not true?

Question 2 2. Relationship selling comprises:

Question 3 3. Which of these best describes relationship selling?

Question 4 4. When the farmer is ready to close the deal, what should he do next?

Question 5 5. Which of the following is NOT a reason for personal selling to be used?

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Question 6 6. Part of the personal selling process is generating leads. How can a business generate leads?

Question 7 7. 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 8 8. 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 9 9. The ultimate goal of a traditional sales methodology is to _____.

Question 10 10. _____ focuses on what the customer is looking for by asking a variety of questions that help the salesperson identify products that meet customer wants and needs.

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Question 11 11. Which of the following is the BEST example of knowing your customer in a customer-centric approach to sales?

Question 12 12. _____ means that a company has focused its sales strategy around customer wants, needs, and interests.

Question 13 13. What happens during the awareness stage of the sales funnel?

Question 14 14. What happens in the interest stage of the sales funnel?

Question 15 15. What is the buying process?

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Question 16 16. Sales-oriented companies use the following methods to sell products or services?

Question 17 17. Businesses that focus most of their efforts on developing a sales force to promote and sell their products or services are called:

Question 18 18. Sales-oriented professionals often are paid?

Question 19 19. What is another term for business-to-customer approach?

Question 20 20. Which is an example of the business-to-customer approach?

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Question 21 21. Which of the following is an example of the business-to-business approach?

Question 22 22. How many steps are there to the sales process?

Question 23 23. What step involves identifying and qualifying potential customers?

Question 24 24. What's the best explanation of selling?

Question 25 25. Which of the following is NOT a B2B selling technique?

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Question 26 26. Why would a company target other businesses in its selling efforts?

Question 27 27. What are business-to-business sales?

Question 28 28. Which of the following statements is true about the time commitment involved in traditional selling and relationship selling?

Question 29 29. After the farmer generates leads to sell his flowers, what step in the sales process should he use next?

Question 30 30. 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?

Selling to Businesses & Consumers 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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