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SALES PRINCIPLES

Learning Unit 1 Quiz

QuestionAnswer
Another name for a salesperson is a(n): customer contact person.
Locating a potential buyer is part of which step of the selling process? Prospecting
_______ refers to the holistic business system required to effectively develop, manage, enable, and execute a mutually beneficial, interpersonal exchange of goods and/or services for equitable value. professional selling
Thomas works for a breakfast cereal manufacturing company. His job is to convince grocery wholesalers to distribute their cereal. Also develops promotional programs to help retailers sell these products. This is an example of a territory manager salesperson: helping customers resell products to customers.
A career in sales management begins with the position of: sales trainee.
The person who phoned Howard last night to ask him if he might be interested in adding HBO and Cinemax to his current television cable system would be classified as a(n): retail salesperson.
Salespeople who are order-_______ obtain new and repeat business using creative sales strategies and well-executed sales presentations. getters
Which of the following statements about products, goods, and services is true? Goods and products are tangibles
Effective territory management would LEAST likely involve: interviewing customer employees.
Joseph is a salesperson for a wholesale meat company. It would NOT be part of his job to sell meat to: a final consumer.
C.Lee works for a travel agency. Lee has been told in order to keep her job, 3 couples would need to sign up for this trip. Instead, Lee handed in her letter of resignation & refusing to sell a dangerous trip. Lee is functioning at the ___ ______level of moral development. Principled
Jason Montgomery, a hospital administrator in Montana, lodged a complaint against the hospital owners when he was asked to keep two sets of accounting records so that the hospital could reduce its tax liability. Montgomery was engaged in: whistle-blowing.
Edna Wallace is a little worried concerning all the talk she has heard recently about lawsuits due to misrepresentation and breach of warranty. To help her "stay legal," her sales manager should advise her to do all of the following EXCEPT: make claims or promises of a factual nature.
Which of the following marketing tactics would most likely trigger an ethical dilemma? Reciprocity
"I'll let you sell the Harley-Davidson designer clothes only if you'll also sell a new line of clothes designed by Paula Abdul, too." This statement made by a salesperson to a specialty retailer is potentially an example of _______ tie-in sales And may be in violation of the Clayton Act prohibition if the action substantially lessens competition.
How can an employer reduce its liability in sexual harassment complaints? Implementing effective internal grievance procedures
What is the primary purpose of Green River ordinances and cooling-off laws? Protect consumers from high-pressure, unethical sales tactics
_______ are the codes of moral principles and values that govern the behaviors of a person or a group with respect to what is wrong. Ethics
Evan's income is based on commissions, and has declined in recent months. Evans has now taken an additional job. Although Evans mostly works on weekends, he sometimes shows apartments during the week. Which of the following describes Evans's actions? Misrepresentation
"I'll tell you what," said Tim. "I'll buy all my building supplies from your company if you'll make sure your people rent generators from my firm." Tim is proposing: reciprocity.
Created by: SBright
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