If you focus on meeting customer needs over making the sale, you will likely make what?
A. Sales quotas
B. Repeat sales
C. Commission
B. Repeat sales
100
What follow up activity can lead to good relationships with customers?
A. Call to ask for personal information
B. Text new coupons every hour
C. Call to make sure products are working well
C. Call to make sure products are working well
100
What information should you be able to find in your company's handbook?
A. Use of company property
B. Annual reports
C. Vacation days you've taken
A. Use of company property
100
What is an example of an implied warranty?
A. A toaster will toast bread
B. A table comes with a guarantee
C. A coat says it is real leather
A. A toaster will toast bread
100
What policies can customers find in the internal business report?
A. Customer profiles
B. Local competition
C. New personnel regulations
C. New personnel regulations
200
What should a sales person do to be successful?
A. Learn features unique to your brands
B. Ask the store to limit products
C. Always try to sell related merchandise
A. Learn features unique to your brands
200
How can salespeople maintain good relationships with customers?
A. Send customers gifts
B. Ask for referrals
C. Keep their promises
C. Keep their promises
200
Why would a business place limits on how much salespeople can spend taking clients to eat?
A. To improve advertising
B. To control expenses
C. To be creative with selling techniques
B. To control expenses
200
How do grades & standards affect buying?
A. Salespeople don't have to consider customer needs
B. Customers can buy without inspecting each product
C. Unsafe products are labelled
B. Customers can buy without inspecting each product
200
Target always emphasizes that employees go through extensive training. What is Target doing?
A. Developing an ad campaign
B. Making a brand promise
C. Positioning products
B. Making a brand promise
300
When employees respond to customer questions within 24 hours, they reinforce the brand image as what?
A. Efficient & responsive
B. Boring & not popular
C. Fast & not busy
A. Efficient & responsive
300
What should salespeople remember to do when closing a sale?
A. Ask the customer to buy
B. Offer related merchandise
C. Ask the customer personal questions
A. Ask the customer to buy
300
What internal factor affects selling policies?
A. Financial resources
B. Competition prices
C. Government legislation
A. Financial resources
300
Why do many professional organizations develop standards for their members to follow?
A. To promote product safety
B. To establish control
C. To promote group bonding
A. To promote product safety
300
What laws protect customers from high pressure sales tactics?
A. Return Receipt laws
B. Cooling Off laws
C. Magnuson-Moss Warranty Act
B. Cooling Off laws
400
If you do not know the answer to a customer question, what should you do?
A. Make something up
B. Ignore it
C. Ask another employee
C. Ask another employee
400
What is an important part of establishing relationships with customers?
A. Getting referrals
B. Probing
C. Sizing up the customer
C. Sizing up the customer
400
What should salespeople do when dealing with customers who want to make returns?
A. Consult a manager each time
B. Allow all returns
C. Follow company policy
C. Follow company policy
400
Which product is NOT graded?
A. Stuffed animals
B. Milk
C. Movies
A. Stuffed animals
400
What is the difference between unit price and extension price?
A. Unit price is before tax, extension price is after
B. Extension price is unit price x quantity
C. Unit price is the total cost
B. Extension price is unit price x quantity
500
Customers want to know product benefits because they are asking what question?
A. Is it a good deal?
B. What's in it for me?
C. Why is it on sale?
B. What's in it for me?
500
What is the method of getting a new referral from each customer?
A. Endless chain method
B. Daisy chain method
C. Referral game
A. Endless chain method
500
Businesses that transport goods across state lines have to comply with regulations set by who?
A. The individual business
B. Trade associations
C. Government agencies
C. Government agencies
500
What is NOT a benefit of grades & standards?
A. Makes international purchasing easier
B. Don't have to inspect each product
C. Can buy and return anything
C. Can buy and return anything
500
What product is Ms. Daniel MOST LIKELY to buy?
A. Navy shoes
B. Raccoon keychain
C. Twenty One Pilots CD