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
relationship which is established between firms in litigious countries such as the USA or UK are
likely to be:
a. | Established on
trust. | c. | Established
through third parties. | b. | Established on contract. | | | | |
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2.
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A
company contacts a building firm for the purpose of negotiating the construction of a new factory.
The builders have carried out maintenance work and minor building works for the firm in the past.
This is an example of:
a. | A simple episode in a well-developed
relationship. | c. | A simple episode
with no previous relationship. | b. | A complex episode in a well-developed relationship.
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3.
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Which
of the following is NOT a function of selling?
a. | Identify
suitable possible customers. | c. | Overcome
buyers’ resistance to purchase. | b. | Identify solutions which are within the supplying firm’s
capabilities. | | | | |
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4.
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What
is meant by prospecting?
a. | Establishing that a lead has a need for the product and the
means to pay for it. | c. | Finding the
names and addresses of potential buyers. | b. | Calculating potential sales from a given group of
customers. | | | | |
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5.
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What
is a missionary salesperson?
a. | A salesperson with a strong belief in the
product. | c. | A salesperson
who liaises with recommenders. | b. | A salesperson with a charismatic
personality. | | | | |
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6.
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A
structure whereby a team of salespeople, each with different expertise, work on the sale is
called:
a. | Solutions
selling. | c. | Franchise
selling. | b. | System selling. | | | | |
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7.
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What
is an icebreaker?
a. | A special discount aimed at overcoming final sales
resistance. | c. | A refusal on the
part of the buyer to go ahead with the purchase. | b. | An opening
statement to put the customer at ease. | | | | |
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8.
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In
sales parlance, what is a condition?
a. | A part of the agreement which the company must
honour. | c. | A recommendation
by the salesperson.
| b. | A state of affairs which means that the sale cannot continue.
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9.
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What
does SPIN stand for?
a. | Situation, problem, implication, need-payoff.
| c. | Seeing Problems
In Needs. | b. | Sales, profit, initiative, norms. | | | | |
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10.
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What
does KAM stand for?
a. | Key Agency Man. | c. | Keep All Movement. | b. | Key-Account
Management. | | | | |
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