Multiple Choice
Identify the
letter of the choice that best completes the statement or answers the question.
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1.
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A
salesperson who calls on people who do not themselves stock or use the product is
called: a. | A
missionary | b. | A preacher | c. | A poor
salesperson | | |
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2.
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A
salesperson who calls on businesses or consumers to sell physical products such as new kitchens or
photocopiers is called: a. | A technical salesperson | b. | A political
salesperson | c. | A creative salesperson | | |
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3.
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What
is the selling concept? a. | The view that selling is more important than
marketing | b. | The view that customers will not buy unless there is a vigorous
campaign of persuasive selling | c. | The view that marketing will replace selling
altogether | | |
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4.
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Which
characteristic is at the top of the list of desirable qualities for salespeople? a. | Communication
skills | b. | Persuasiveness | c. | Determination | | |
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5.
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Which
characteristic is at the bottom of the list of desirable qualities for salespeople? a. | Communication
skills | b. | Persuasiveness | c. | Determination | | |
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6.
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Which
of the following features of the job is of most value to salespeople? a. | Independence | b. | Earnings | c. | Dealing with
people | | |
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7.
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Which
of the following features of the job is of most interest to salespeople? a. | Good
training | b. | Earnings | c. | Working
methods | | |
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8.
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Which
of the following is NOT a characteristic needed by sales managers? a. | Motivation | b. | Flexibility | c. | Persuasiveness | | |
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9.
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Which
of the following is NOT a difference between sales managers and sales
representatives? a. | Sales managers
develop people: sales people develop accounts | b. | Sales managers
work in an office: sales people work in the field | c. | Sales managers
work through others: salespeople work alone | | |
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10.
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Which
of the following is an area of shared knowledge between salespeople and buyers? a. | Knowledge of the
company’s products | b. | Knowledge of the buyer’s
problems | c. | Knowledge of the business environment | | |
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