Multiple Choice Quiz


1	Good salespeople try to sell the customer, rather than trying to help the customer buy.
		A)	True
		B)	False


2	Which of the following is NOT one of the basic sales tasks?
		A)	Order-getting
		B)	Order-taking
		C)	Supporting
		D)	Order-evaluating


3	__________ are concerned with establishing relationships with new customers and developing new business.
		A)	Order takers
		B)	Order seekers
		C)	Order getters
		D)	Order initiators


4	The people who sell to regular or established customers, complete most sales transactions, and maintain relationships with their customers are called ____________.
		A)	Order takers
		B)	Order closers
		C)	Order getters
		D)	Supporters


5	The routine completion of sales made regularly to the target customers is called ___________.
		A)	Closing
		B)	Supporting
		C)	Order-taking
		D)	Order-getting


6	An order taker's main job is to maintain close contact with customers, perhaps once a week, and fill any needs that develop.
		A)	True
		B)	False


7	______________ don't try to get orders themselves, but rather try to enhance the relationship with the customer and get sales in the long run.
		A)	Sales assistants
		B)	Supporting salespeople
		C)	Collaborative salespeople
		D)	Sales developers


8	Sales people who work for producers, calling on their middlemen and their customers are called ____________________.
		A)	Missionary salespeople
		B)	Merchandisers
		C)	Detailers
		D)	All of the above


9	Using the telephone to "call" on customers or prospects is called ___________.
		A)	Telemarketing
		B)	Cold-calling
		C)	Telephone-prospecting
		D)	E-commerce marketing


10	A ___________ is a geographic area that is the responsibility of one salesperson or several working together.
		A)	Sales target
		B)	Sales region
		C)	Sales territory
		D)	Sales locale


11	A written statement of what a salesperson is expected to do is a ______________.
		A)	Performance evaluation
		B)	Job description
		C)	Expectation agreement
		D)	Employment contract


12	Which of the following is NOT one of the basic topics that a company should cover in their sales training program?
		A)	Company policies and practices
		B)	Product information
		C)	Professional selling skills
		D)	Compensation guidelines


13	The two basic decisions that must be made in developing a compensation plan are the level of compensation and actions that could result in employment termination.
		A)	True
		B)	False


14	Which of the following is NOT a method of payment for a salesperson?
		A)	Hourly wage
		B)	Straight salary
		C)	Straight commission
		D)	Combination plan


15	The specific sales or profit objective a sales person is expected to achieve is the _________________:
		A)	Sales target
		B)	Sales quota
		C)	Commission base
		D)	None of the above


16	Simplicity in a sales compensation plan is best achieved with _____________:
		A)	Hourly wage
		B)	Combination salary and commission
		C)	Straight commission
		D)	Straight salary


17	Following all of the leads in the target market to identify potential customers is called ____________.
		A)	Cold-calling
		B)	Lead development
		C)	Prospecting
		D)	Mining


18	The two different approaches to making sales presentations are the prepared approach and the consultative selling approach.
		A)	True
		B)	False


19	Most sales presentations follow the AIDA sequence. Which one of the following is NOT part of that sequence?
		A)	Attention
		B)	Information
		C)	Desire
		D)	Action

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