Selling Skills Test

Test Answers:

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

i)A 'Theory Y' sales manager would closely monitor the team's performance.
ii)A 'paternalistic' sales manager would inform the team of changes rather than consult it.

Answers:
• Both (i) and (ii) are true.
• Only (i) is true.
• Only (ii) is true.
• Neither is true.

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

Answers:
• dead loss
• loss-leader
• sacrificial lamb
• gambit product

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

Answers:
• Parasite
• Stable mate
• Free rider
• Tie-in

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

Answers:
• A local window-cleaning company.
• A restaurant in a small town.
• A supermarket in a large retail park.
• A bar in an area dominated by holiday makers.

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

Answers:
• from a larger retailer
• direct from factories
• from a wholesaler
• through catalogues

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

i)The role of marketing is to make the sales environment more favorable.
ii)Effective marketing is about reducing the price at which a product can be sold in the desired volumes.

Answers:
• Both (i) and (ii) are true
• Only (i) is true
• Only (ii) is true
• Neither is true

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

Answers:
• Hit rate
• Average selling price
• Volume of sales
• Production costs

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

Answers:
• fixed costs
• total costs
• variable costs
• opportunity costs

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

Answers:
• Client account monitoring
• Stakeholder mapping tools
• Client management software
• Customer relationship management

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

i)To reduce theft
ii)To reduce staff overheads
iii)To reduce queuing time for customers
iv)To reduce the error rate

Answers:
• I and II only
• i and iii only
• i and iv only
• ii and iii only
• ii and iv only
• iii and iv only

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

Answers:
• Customer profiling
• Customer imaging
• Customer identification
• Customer targeting