General Selling Skills MCQs

1. Which statement is true?

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

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

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

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

6. Which given statement is true?

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

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

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

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

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

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

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

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

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

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

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

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

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

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

21. Which statements is/are true?

22. Which one is true?

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

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

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

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

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

28. Which of these statements is/are true?

29. Which one is characteristic of a monopolistic market?

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

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

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

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

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

35. Which statement is true?

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

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

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

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

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

41. Find true statement?

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

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

44. Which statement is true?

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

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

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

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

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

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

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

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

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

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

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

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

57. When is an invoice sent to a customer?

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

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

60. 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?

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

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

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

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

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

66. Which statement is true?

67. Which one is true?

68. Which statement is true?

69. An analogy is a special form of _____.

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