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    This document contains a practice test for a marketing course on professional salesmanship. The test has multiple choice and essay questions that assess understanding of key sales concepts like: 1) The differences between canned sales presentations, organized sales dialogues, and written sales proposals. 2) The importance of understanding customer motives, distinguishing features from benefits, and using effective sales dialogue techniques like feedback and value creation. 3) Visual aids, evidence like testimonials and case studies, and the role of personal selling in building customer relationships.

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    Marketing 2 3rd Exam

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    This document contains a practice test for a marketing course on professional salesmanship. The test has multiple choice and essay questions that assess understanding of key sales concepts like: 1) The differences between canned sales presentations, organized sales dialogues, and written sales proposals. 2) The importance of understanding customer motives, distinguishing features from benefits, and using effective sales dialogue techniques like feedback and value creation. 3) Visual aids, evidence like testimonials and case studies, and the role of personal selling in building customer relationships.

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    80 views3 pages

    Test I. Choose The Best Answer

    Uploaded by

    Joe
    This document contains a practice test for a marketing course on professional salesmanship. The test has multiple choice and essay questions that assess understanding of key sales concepts like: 1) The differences between canned sales presentations, organized sales dialogues, and written sales proposals. 2) The importance of understanding customer motives, distinguishing features from benefits, and using effective sales dialogue techniques like feedback and value creation. 3) Visual aids, evidence like testimonials and case studies, and the role of personal selling in building customer relationships.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
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    Download as docx, pdf, or txt
    of 3

    UM Tagum College

    Mabini St., Tagum City

    Marketing 2 Professional Salesmanship


    Test I. Choose the best answer.
    1.It includes scripted sales calls, memorized presentation and automated
    presentation.
    a. Canned Sales Presentation c. Organized Sales Dialogue
    b. Written Sales Proposal d. Customer Prospecting

    2..It includes scripted sales calls, memorized presentation and automated


    presentation.
    a. Canned Sales Presentation c. Organized Sales Dialogue
    b. Written Sales Proposal d. Customer Prospecting

    3.It allows flexibility to adapt to buyer feedback and the most frequently used format
    for sales professionals.
    a. Canned Sales Presentation c. Organized Sales Dialogue
    b. Written Sales Proposal d. Customer Prospecting

    4. Tom Sant, author and consultant who works with many Fortune 100 companies,
    gives these reasons why proposals may fail, which is not?
    a. Customer knows the seller.
    b. Proposal does not follow the specified format.
    c. Executive summary does not address customer needs.
    d. Proposal uses the seller’s (not the customer’s) company jargon

    5. It is a complete self-contained sales presentation, but it is often accompanied


    by other verbal sales presentations before or after the proposal is delivered.
    a. Canned Sales Presentation c. Organized Sales Dialogue
    b. Written Sales Proposal d. Customer Prospecting

    6. The salesperson may make a comprehensive sales presentation, but it should be


    designed for dialogue with the customer throughout. This type of sales presentation
    is referred to as
    a. Canned Sales Presentation c. Organized Sales Dialogue
    b. Written Sales Proposal d. Customer Prospecting

    7.Typically relate to the economics of the situation,including cost,


    profitability,quality,services offered, andthe total value of the seller’soffering as
    perceived by thecustomer.
    a. Rational Motive c. Psychological Motive
    b. Emotional Motive d. Physical Motive

    8.Includes motives such as security, status, and need to be liked; sometimes difficult
    for salespeople to uncover these motives.
    a. Rational Motive c. Psychological Motive
    b. Emotional Motive d. Physical Motive

    9.A characterictic of a product or service that is designed to provide value to a buyer.


    a. Feature c. Benefits
    b. Attribute d. Accessory

    10.The favorable outcome derived from features of the product or service seller
    offers.
    a. Feature c. Benefits
    b. Attribute d. Accessory

    11. The following are the keys to Effective Sales Dialogue, which does not belong?
    a. Planned and practiced by customers.
    b. Encourage buyer feedback
    c. Focus on creating value to buyers.
    d. Engage and involve the buyer.

    12. Questions salespeople use throughout a sales dialogue to generate feedback


    from the buyer.
    a. Check- backs or Response Checks c. Sensing
    b. Evaluative Questions d. Pay-Off Questions

    13. The following is one of the examples of Visual Aids, which is not?
    a. Product demonstrations and models
    b. Printed materials
    c. Photographs and illustrations
    d. Statistics

    14. Claims of benefits and value produced and provided to the buyer need to be
    backed up with evidence to highlight their believability are evidenced by_______.
    a. Proof Providers c. Testimonials
    b. Statistics d. Case Histories

    15. An important part of marketing that relies heavily on interpersonal interactions


    between buyers and sellers to initiate, develop and enhance customer relationships.
    a. Advertising c. Sales Promotion
    b.Personal Selling d. Public Relations

    Test II. Essay (10 pts. Each)


    1. Why is sales dialogue and presentation preplanning important?
    2. Explain why organized sales dialogues and presentations are more frequently
    used than canned presentations or written sales proposals.
    3. How does the use of Visual Aids help in marketing your product?
    .

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