Selling Skills Test
A company's set of processes relating to handling contact with customers is known as:
A product or service specifically designed to benefit its association with the success of another product is known as a:
A product that is sold below the cost price in order to boost sales of other products is known as a:
A small independent retailer needing to stock low volumes of a broad range of products would source its stock ________.
Break-even analysis helps a company determine the volume of sales at which the total revenue will equal the __________.
Exploiting data on items examined or purchased by a customer to advertise further products to them is known as:
For which of the following businesses would a company be LESS concerned about attracting repeat business from customers?
If a customer is unsure about whether to go ahead with a purchase, which of the following might a salesperson use to attempt to close the deal? i)Emphasize the value of the product. ii)Apply emoti...
If a member of a sales team is underperforming, what should the manager's first step be?
In a 'perfect' market, the selling price for a product would:
In which of the following situations would the price for a product be expected to fall?
Low-cost airlines use Internet-based technology to adjust prices based on demand. Which of the following is NOT a reason for this approach?
Put the following stages of a negotiation into a chronological order: i)Closing and commitment ii)Preparation iii)Bargaining iv)Information exchange
Retailers often used automated 'stock-management' systems to:
Shopping has become a popular recreational activity. Which of the following facilities often provided in shopping malls does NOT reflect this?
Some transactions, especially property-related ones, are brokered by a 'disclosed dual agent'. Which of the following best characterizes this role?
The acronym 'AIDA' refers to the stages of persuading a customer to purchase a product. Which of the following words is not a part of AIDA?
The art of creating and developing the image of a product is known as:
The sales tactic of offering upgrades or add-ons in order to make the transaction more profitable is known as:
The term 'Dutch auction' is best defined as:
The term 'marginal cost' refers to additional _________________ costs.
The term 'positive elasticity of demand' relates to goods:
The term 'Sales Intelligence' (SI) refers to:
To which of the following does the expression 'bait and switch' refer?
Total 'sales variance' is determined by adding sales ________ variance and sales _________ variance.
What is meant by the term 'Customer Value Proposition'?
When is an invoice sent to a customer?
Where a product is strongly 'differentiated', the seller:
Which of following statements is/are true? i)'Cross-selling' refers to a customer-supplier relationship that covers multiple products. ii)'Cross-selling' tends to reduce the customer's administrat...
Which of the following characterizes a cold-calling approach to sales?
Which of the following consequences is/are associated with an aggressive, oppositional negotiating technique? i)A lower profit margin. ii)Reduced repeat business. iii)The sale of a product that ma...
Which of the following does not feature in Bruce Henderson's 'BCG Matrix'?
Which of the following is characteristic of a monopolistic market?
Which of the following is NOT a benefit of selling over the Internet?
Which of the following is NOT a direct benefit of an effective customer service?
Which of the following is NOT a direct benefit of introducing a loyalty card scheme?
Which of the following is NOT a key aspect of a sales manager's role?
Which of the following is NOT a method of sales forecasting?
Which of the following is NOT a source of customer feedback on a product or service?
Which of the following is NOT a valid reason for a firm to implement a price reduction?
Which of the following is NOT an effective approach in dealing with an angry customer?
Which of the following is NOT an element of the 'promotional mix'?
Which of the following is NOT an example of a point-of-sale promotional display?
Which of the following is NOT an example of a sales promotion?
Which of the following is NOT typically a reason for outsourcing sales?
Which of the following is/are a/the source/s of management information for a retailer? i)Data recorded by cash tills ii)Purchases made using loyalty cards iii)Customer surveys
Which of the following items would be less suitable for sale directly over the Internet?
Which of the following lists the stages in the Product Life Cycle in the correct order?
Which of the following might cause a member of the sales staff's performance to be lower than his/her colleagues? i)Lack of training. ii)Less experience. iii)Personal problems
Which of the following sales administration procedures relates to a customer purchasing an expensive item by credit card?
Which of the following sales methods would be best suited to the customers who were unable to visit shops and wanted a broad range of products?
Which of the following statements is/are true? i)A 'Theory Y' sales manager would closely monitor the team's performance. ii)A 'paternalistic' sales manager would inform the team of changes rather...
Which of the following statements is/are true? i)A sales quote commits the supplier to a fixed price. ii)Sales quotes are unusual in situations where the total price is difficult to predict.
Which of the following statements is/are true? i)All customers should be given the same level of customer service for a given product. ii)Customer service is cost-neutral.
Which of the following statements is/are true? i)An effective salesman needs to consider the customer's self-esteem as well as the value of the product. ii)An effective salesman should create dema...
Which of the following statements is/are true? i)Negotiations are invariably a zero-sum game. ii)Developing a rapport is detrimental to negotiations.
Which of the following statements is/are true? i)Offering financial rewards for strong performance is the best way to motivate staff. ii)Hygiene factors, such as the perception of job security, ar...
Which of the following statements is/are true? i)Premium-rate helplines can be used to reduce a company's cost of customer service provision. ii)Customer service applies only up to the point at wh...
Which of the following statements is/are true? i)The demographics of the target market should not affect a company's decision about whether to adopt an 'Internet-only' sales approach. ii)Customer ...
Which of the following statements is/are true? i)The role of marketing is to make the sales environment more favorable. ii)Effective marketing is about reducing the price at which a product can be...
Which of the following statements is/are true? i)With 'Consultative selling' the emphasis is on offering tailored solutions. ii)'Consultative selling' works best with low-cost high-volume products.
Which of the following terms denotes the task of deciding which customers will get scarce products where demand outstrips supply?
Which of the following would be important to a company that relies heavily on repeat business? i)Quality control of products ii)A narrow range of products iii)Effective after-sales service
Which of the following would NOT be an appropriate response to the introduction of a similar product to the market by a rival company?
Which of the following would not typically be included in a monthly sales report to management?
Which of these is NOT a reason to sell via wholesalers?
Which of these statements is/are true? i)Loyalty cards cannot be used to target certain products at particular customers. ii)Seasonal variations should not be factored into predictions of sales vo...
Why do some companies introduce self-service checkouts? i)To reduce theft ii)To reduce staff overheads iii)To reduce queuing time for customers iv)To reduce the error rate