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Multiple Choice Quiz
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1
The specific method a company uses to sell and deliver its products to customers is known as its __________.
A)retail intermediaries
B)direct distribution
C)distribution mix
D)distribution channel
2
Of the following distribution methods, which one is best identified as being that which occurs when a company delivers and sells products straight to the final customer?
A)Independent wholesalers
B)Direct distribution
C)Company-owned distributors
D)Retail distributors
3
The combination of channels a company selects to place, promote, sell, and deliver its products to customers is best identified by which one of the following?
A)Missionary selling
B)Licensed distribution
C)Distribution mix
D)Distribution channel
4
Vital factors that can and do affect a company's choice of distribution mix include all but which one of the following?
A)The need for product customization
B)The ready availability to secures widespread distributors
C)The expense of the customer's purchase in order to obtain the product
D)The product's characteristics
5
Which approach to selling is best described as being that which requires a company's sales representative to impart detailed information about the product to potential customers?
A)Missionary selling
B)Creative selling
C)Agent selling
D)Technical selling
6
John is ranked as the top salesperson for the company he works for. He is very knowledgeable about the products he sells. He has spent many years perfecting the art of selling and is considered to be quite adept at it. John does not hesitate to engage unique ways to better meet the needs of his customers. Which type of selling would John most likely be involved in?
A)Creative selling
B)Missionary selling
C)Agent selling
D)Technical selling
7
Adam makes many purchases of fine art every year. He has spent several million dollars over the past five years on prestigious art objects. He has immense knowledge about art and is able to identify qualities that make the art object valuable. Adam would be considered to be a/an ______ of fine art.
A)licensed distributor
B)retail intermediary
C)connoisseur
D)agent
8
Selling that is done through the use of wholesalers and retailers who manage the sale of the company's products to other companies is best known as ________.
A)trade selling
B)telemarketing
C)cold call selling
D)retail selling
9
All of the following except ______ are considered to be stages in the selling process.
A)making the initial contact
B)conducting the sales presentation
C)handling objections
D)sending out monthly billing statements to customers
10
______ is an IT-based knowledge management system designed to track a company's customers to keep record of what they are buying, the satisfaction level achieved, and to gain understanding about how demands of the customers are changing.
A)Buyers' remorse
B)Customer relationship management
C)Creative selling
D)Retail intermediary





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