Entrepreneurship and Small Business Management

Chapter 13: Developing and Managing Sales

Practice Test

1
Selling by direct communication with the prospect is known as_______________.
A)promotion
B)personal selling
C)marketing
D)prospecting
2
Sales are classified into two groups: order getting and______________.
A)order taking
B)advertising
C)creative selling
D)preselling
3
A/An____________is a conscious, logical reason to make a purchase.
A)need
B)emotional buying motive
C)sales motive
D)rational buying motive
4
Some companies train their sales force to access customer databases through the use of ______________.
A)the media
B)trade associations
C)the Internet
D)e-mails
5
______________is a systematic approach to developing new sales leads or customers.
A)Product strategy
B)Advertising
C)Suggestion selling
D)Prospecting
6
A concern that a customer has for not making a purchase is called a a/an________.
A)objection
B)suggestion
C)incentive
D)action
7
The currency and coins supplied for the cash register at the start of each day is called a/an____________.
A)closing cash fund
B)opening cash fund
C)fund exchange
D)sales transaction
8
A written record of a sales transaction is called a/an__________.
A)cash receipt
B)credit receipt
C)order form
D)sales check
9
_____________involves determining the goals of sales effort.
A)Personal selling
B)Sales planning
C)Suggestion selling
D)Prospecting
10
Three ways of forecasting after your business is up and running are surveys, operational analysis, and_________.
A)product strategy
B)retailing trends
C)data analysis
D)industry average
11
Three basic budgets are needed for sales activities: sales, administrative sales costs, and________budgets.
A)operational
B)sales quota
C)selling expense
D)sales expense
12
A___________is a performance goal assigned to a aalesperson for a specific period.
A)marketing tactic
B)sales quota
C)market share
D)sale transaction
13
A________________is a fee for services rendered based on a percentage of an amount sold.
A)commission
B)benefit
C)salary
D)premium
14
A____________is an account of sales activities.
A)blueprint
B)history
C)sales check
D)sales call report
15
A specific planning technique that analyzes a company's internal and external factors is called a_________.
A)product strategy
B)marketing plan
C)feasibility analysis
D)SWOT analysis
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