WF MKT
POSTTEST
LAP 117 SELLING
Directions: Identify the correct answer to each of the following questions.
1. Jessica has spent a great deal of time practicing and perfecting her sales presentation. What
aspect of selling does this illustrate? (5 points)
a. It should ensure customer satisfaction.
c. It is personalized communication.
b. It is planned communication.
d. It takes place to influence purchase decisions
2. Michael is interacting with a customer over the phone. What aspect of selling does this
illustrate?
a. It should ensure customer satisfaction.
c. It is planned communication.
b. It is personalized communication.
d. It takes place to influence purchase decisions.
3. Ashley is a successful salesperson who has gained many repeat customers for her business.
What aspect of selling does this illustrate? (5 points)
a. It should ensure customer satisfaction.
c. It is personalized communication.
b. It is planned communication.
d. It takes place to influence purchase decisions.
4. Which of the following is an example of a product’s being sold directly to the user for ultimate
consumption:
a. A person sells bouquets of roses on the side of the road.
b. A perfume maker sells perfume to a boutique to sell to its customers.
c. A grocer sells powdered sugar to a bakery for its doughnuts.
d. A car dealership sells a van to a plumber for visiting customers’ homes.
5. Which of the following is an example of a product’s being sold to an organization for resale:
a. A retailer sells a coffee shop a small refrigerator.
b. A farmer sells produce to a restaurant.
c. A potter sells pottery at a flea market.
d. A wholesaler sells candy to a concession stand.
6. Which of the following is an example of a product’s being sold to an organization for use in
producing other goods: (5 points)
a. A retailer sells office furniture to an advertising firm.
b. A retailer sells a sewing machine to a professional seamstress.
c. A teenager mows his neighbor’s lawn for $20.
d. A distributor sells hundreds of comics to a comic-book store.
7. Which of the following is a tangible product: (5 points)
a. Alterations to a shirt
c. Dry cleaning
b. Personal-shopping service
d. A shirt
8. Which of the following is an intangible product: (5 points)
a. An allergy shot
c. A yearly checkup
b. A box of tissues
d. A stethoscope
9. Which of the following is an example of a product’s being sold without the use of an
intermediary:
a. A tanning salon
c. A car-rental agency
b. A construction-supply distributor
d. A Mary Kay cosmetics party
10. Two retail stores are striving to offer products for the lowest prices and best values in town.
What role of selling in our economy does this illustrate? (5 points)
a. Promotes competition
c. Adds utility
b. Affects employment
d. Helps customers determine needs
11. Of the following, which role of selling in our economy helps products to be “in the right
place at the right time”: (5 points)
a. Promotes competition
c. Adds utility
b. Affects employment
d. Helps customers determine needs
12. Chris doesn’t receive a lot of close supervision for his sales work, but he manages his time
well and stays on task. Which characteristic of a successful salesperson does Chris display?
a. Education and training
c. Self-confidence
b. Self-motivation
d. Product knowledge
13. Brittany knows her products inside and out. She knows all their features and is able to
explain them in terms of benefits for specific customers. Which characteristic of a successful
salesperson does Brittany display? (5 points)
a. Self-motivation
c. Product knowledge
b. Self-confidence
d. Ethics
14. Matt takes the time to research his client before he makes a sales presentation. That way, he
can tailor the presentation to the specific client. Which characteristic of a successful salesperson
does Matt display?
a. Customer knowledge
c. Persistence and patience
b. Product knowledge
d. Personal appearance
15. Amanda is always completely upfront and honest with her customers about product
information. Which characteristic of a successful salesperson does Amanda display? (5 points)
a. Creativity
c. Persistence and patience
b. Self-motivation
d. Ethics
16. Josh has been told “no” about 10 times today by potential customers. He doesn’t get
discouraged or give up, however. He’s determined to keep looking for ways to make sales.
Which characteristic of a successful salesperson does Josh display? (5 points)
a. Product knowledge
c. Ethics
b. Personal appearance
d. Persistence and patience
17. Samantha never uses “strong-arm tactics” or attempts to pressure her customers into making
a purchase. Which characteristic of a successful salesperson does Samantha display? (5 points)
a. Education and training
c. Creativity
b. Belief in selling as a service
d. Personal appearance
18. Dan makes sure that as he is interacting with customers, he is actively listening so that he can
better respond to their questions and objections. Which characteristic of a successful salesperson
does Dan display? (5 points)
a. Ethics
c. Communication skills
b. Persistence and patience
d. Education and training
19. Stephanie recently rearranged an entire sales presentation for a specific customer. It took
some imagination and inventiveness, but it helped her make the sale. Which characteristic of a
successful salesperson does Stephanie display? (5 points)
a. Creativity
c. Personal appearance
b. Education and training
d. Ethics
20. Dave has a sales job selling very expensive cars. Each day, he wears a nice suit and tie to
work. Which characteristic of a successful salesperson does Dave display? (5 points)
a. Communication skills
c. Personal appearance
b. Persistence and patience
d. Education and training