Selling Skills MCQ Questions Answers

1. The more a salesperson knows about a prospect, the better chance a salesperson has to __________.

2. An analogy is a special form of _____.

3. Which statement is true?

4. Which one is true?

5. Which statement is true?

6. Which one might cause a member of the sales staff’s performance to be lower than his/her colleagues?

7. Which one would be important to a company that relies heavily on repeat business?

8. Which one is NOT an effective approach in dealing with an angry customer?

9. Which one is NOT a direct benefit of an effective customer service?

10. The sales tactic of offering upgrades or add-ons in order to make the transaction more profitable is known as:

11. If a customer is unsure about whether to go ahead with a purchase, which one might a salesperson use to attempt to close the deal?

12. To which one does the expression ‘bait and switch’ refer?

13. Which consequence is associated with an aggressive, oppositional negotiating technique?

14. When is an invoice sent to a customer?

15. Which one lists the stages in the Product Life Cycle in the correct order?

16. Which term denotes the task of deciding which customers will get scarce products where demand outstrips supply?

17. Which one is NOT typically a reason for outsourcing sales?

18. Where a product is strongly ‘differentiated’, the seller:

19. Which one would NOT be an appropriate response to the introduction of a similar product to the market by a rival company?

20. Which one is NOT an example of a sales promotion?

21. Which one is a source of management information for a retailer?

22. Which one is NOT an element of the ‘promotional mix’?

23. Which one is NOT a valid reason for a firm to implement a price reduction?

24. If a member of a sales team is underperforming, what should the manager’s first step be?

25. Shopping has become a popular recreational activity. Which facility often provided in shopping malls does NOT reflect this?

26. In a ‘perfect’ market, the selling price for a product would:

27. Which statement is true?

28. Which sales administration procedure relates to a customer purchasing an expensive item by credit card?

29. Which one is NOT a source of customer feedback on a product or service?

30. Find true statement?

31. Which items would be less suitable for sale directly over the Internet?

32. Which one does not feature in Bruce Henderson’s ‘BCG Matrix’?

33. Total ‘sales variance’ is determined by adding sales ________ variance and sales _________ variance.

34. Which one is NOT a key aspect of a sales manager’s role?

35. In which situation would the price for a product be expected to fall?

36. Which statement is true?

37. Which one is NOT an example of a point-of-sale promotional display?

38. Which one is NOT a benefit of selling over the Internet?

39. Put the following stages of a negotiation into a chronological order:

40. Some transactions, especially property-related ones, are brokered by a ‘disclosed dual agent’. Which one best characterizes this role?

41. Retailers often used automated ‘stock-management’ systems to:

42. Which one is characteristic of a monopolistic market?

43. Which of these statements is/are true?

44. The acronym ‘AIDA’ refers to the stages of persuading a customer to purchase a product. Which word is not a part of AIDA?

45. Which one characterizes a cold-calling approach to sales?

46. Which one is NOT a reason for this approach?

47. What is meant by the term ‘Customer Value Proposition’?

48. Which one is NOT a method of sales forecasting?

49. Which one is true?

50. Which statements is/are true?

51. The term ‘Sales Intelligence’ (SI) refers to:

52. Which of the following statements is/are true?

53. The term ‘positive elasticity of demand’ relates to goods:

54. Which one is NOT a reason to sell via wholesalers?

55. The term ‘marginal cost’ refers to additional _________________ costs.

56. The term ‘Dutch auction’ is best defined as:

57. Which one is NOT a direct benefit of introducing a loyalty card scheme?

58. The art of creating and developing the image of a product is known as:

59. Which sales method would be best suited to the customers who were unable to visit shops and wanted a broad range of products?

60. Exploiting data on items examined or purchased by a customer to advertise further products to them is known as:

61. Why do some companies introduce self-service checkouts?

62. A company’s set of processes relating to handling contact with customers is known as:

63. Break-even analysis helps a company determine the volume of sales at which the total revenue will equal the __________.

64. Which would not typically be included in a monthly sales report to management?

65. Which given statement is true?

66. A small independent retailer needing to stock low volumes of a broad range of products would source its stock ________.

67. For which business would a company be LESS concerned about attracting repeat business from customers?

68. A product or service specifically designed to benefit its association with the success of another product is known as a:

69. A product that is sold below the cost price in order to boost sales of other products is known as a:

70. Which statement is true?