Sample Test

1. | Jill has called on Marcia's Cosmetics for several years. She has always been friendly to Marcia but treated the other staff with indifference. When Marcia retired, Jill lost the account for what key reason(s)? | | a. | It was time for a new sales representative. | b. | No one knew her. | c. | No one was educated about her products. | d. | Jill's communication style was different from the new buyer's. | e. | Jill failed to develop good personal relationships with key people. | | 2. | Kenny works for a firm selling modern log homes and frequently conducts an open house at the site of a newly completed home. Kenny does this in order to: | | a. | choose the right setting. | b. | save travel time. | c. | cover one idea. | d. | appeal to all senses. | e. | plan for the dynamic nature of selling. | | 3. | Most Yes responses come on the ________ closing attempts. | | a. | 2nd or 3rd | b. | 8th or 9th | c. | 1st or 2nd | d. | 4th or 5th | e. | 6th or 7th | | 4. | Which one of the following sources would be best if you were considering exporting to an international country and needed foreign country and market information? | | a. | Canadian Trade Index | b. | Canadian Foreign Investment Guide | c. | Fraser's Canadian Trade Directory | d. | Department of Industry, Trade, and Technology | e. | Export Development Corporation | | 5. | Ivana has been hired by the Zenith Company as a professional buyer because of her many negotiation tactics. When she says, "We like your proposal, but our budget is only $7 500," this is an example of a: | | a. | a challenge tactic. | b. | take it or leave it tactic. | c. | a direct tactic. | d. | budget limitation tactic. | e. | let's split the difference tactic. | | 6. | Tara is developing a presentation strategy. She includes establishing objectives for the sales presentation, providing outstanding customer service, and: | | a. |