SALES AGENCY

PQ1

Selling involves men and women who find selling a rewarding career.

Select one:
True

False

This refers to an individual who acts as the intermediary between the manufacturer and the
retailers of industrial users and carry thousands of unrelated lines of merchandise in a
warehouse where they are quickly available to dealers.

Select one:
a. The Retailer’s Sales People
b. The Wholesalers Sales People
c. The Specialty Sales People

d. None of the above

It is the act of persuading another to respond favorably to a product, service or idea.

Select one:
a. Marketing
b. Promotion
c. Salesmanship

d. Advertising

To be a salesman, it begins with thoroughly knowing the product or service he has to offer.

Select one:
True

False

All are advantages of being a salesman except:

Select one:
a. Less employment requirements
b. Limited earning opportunities

c. Less tensions and intrigues

Others view salesmanship as the process of persuading and convincing a prospect to

accept a product or a service as one that offers satisfaction to
 human

. Select one:
a. Needs and wants
b. Goals and objectives
c. Aspirations

d. All of the above

The act of selling is a/an process.

Select one:
a. Challenging
b. Enjoyable
c. Difficult

d. Tiring

They are sales people who may sell to wholesalers, retailers, or other middlemen.

Select one:
a. The Pioneer- Products Sales People
b. The Dealer- Servicing Sales People
c. The Manufacturer’s Sales People

d. The Merchandising Sales People

These are individuals whose function is to secure outlets for a new product to wholesalers,
distributors, and dealers.

Select one:
a. The Pioneer- Products Sales People
b. The Dealer- Servicing Sales People
c. The Manufacturer’s Sales People

d. The Merchandising Sales People

Sales People of this type need not be as aggressive or imaginative. They contact retailers or
wholesalers at frequent intervals, offer whatever goods they have, thus preventing his
established group of outlets from an “out-of-stock” situation.

Select one:
a. The Pioneer- Products Sales People
b. The Dealer- Servicing Sales People
c. The Manufacturer’s Sales People

d. The Merchandising Sales

People PQ2
It is defined as the sum of all the salesman’s physical, emotional, psychological, social, and
intellectual traits needed to obtain a favorable response from prospects and customers.
Select one:
a. Salesmanship
b. Sales personality
c. Pleasing personality

d. People person

An effective salesman understands that he has to be like his prospect, so the prospect may
feel they share similar vibrations.

Select one:
True

False

It is an attribute based upon trust and confidence to one’s employer, fellow employees, and
the company.

Select one:
a. Loyalty
b. Honesty
c. Integrity

d. Courage

The following are the salesman’s aim except for:

Select one:
a. To sell goodwill
b. To sell the company
c. To sell himself

d. To sell the product

Education is one of the qualities needed for successful selling.

Select one:
True

False

Adjusting to different situations that the environment calls for is known as .

Select one:
 a. Adaptability
b. Showmanship
c. Industry

d. Ambition

There are as well non-selling duties and responsibilities that a salesman has, except for:

Select one:
a. Direct Selling
b. Collecting
c. Reporting

d. Organizing

It is the mental and moral force that causes one to face danger, fear or difficulty.

Select one:
a. Resourcefulness
b. Confidence
c. Courage

d. Honesty

In helping the buyer arrive at the best decision, the salesman must look into:

Select one:
a. All of the above
b. The source of the product
c. The product to satisfy the need

d. The need to be satisfied

It means having faith or trust in one’s action or endeavors.

Select one:
a. Showmanship
b. Adaptability
c. Imagination

d. Confidence

PRELIMINARY EXAMINATION
There are as well non-selling duties and responsibilities that a salesman has, except for:

Select one:
a. Reporting
b. Direct Selling
c. Organizing

d. Collecting

It is defined as the sum of all the salesman’s physical, emotional, psychological, social, and
intellectual traits needed to obtain a favorable response from prospects and customers.

Select one:
a. Pleasing personality
b. Salesmanship
c. Sales personality

d. People person

is the statement of satisfied users of the

product. Select one:

a. testimonial
b. opinion
c. advertisement

d. marketing

Salesmen can't work without strict supervision.

Select one:
True

False

Which of the following is not a function of a salesman?

Select one:
a. purchasing of raw materials and converting it to finished products
b. promoting the products
c. determining the needs and wants of prospects

d. persuading prospects to buy

One of the possible reasons why prospects sometimes has objections against salesman is
because the later is not handsome or pretty.

Select one:
True

False

Satisfaction means

. Select one:
a. being able to give what your prospect need
b. being able to give what your prospect want
c. being able to introduce the company's product
d. none of the above

Five P’s of successful selling includes the following except:

Select one:
a. Personality
b. Place
c. Product

d. Prospect

The following are the psychological traits required for a salesman except:

Select one:
a. Persistence
b. Optimism
c. Humility

d. Courtesy

It is important to know the background of the prospect for the salesman to know his/her
financial capacity.

Select one:
True

False

Straight commission plan it is considered to be the simplest compensation plan the

salesman receive a fix amount of regular intervals which represents the total payments for
their services

Select one:
True

False

Showing genuine interest to help buyers is what a socially responsible salesman

do. Select one:

True

False

Personal information consists of the following except:

Select one:
a. Birthday
b. number of years married
c. Age

d. Job
Studying the buying behavior of Filipinos usually involves complicated series of process.

Select one:
True

False
Personal Selling this is selling through the aid of some media like advertising, window
displays, samplings, and others forms of promotion.

Select one:
True

False

Knowing the features of the product can increase the confidence of the buyers.

Select one:
True

False

It is the process by which an individual thinks, believes, acts and interprets information
through the various sense.

Select one:
a. Motives
b. Perception
c. Learning

d. none of the above

Salesmanship is not considered as personal

selling. Select one:

True

False

An effective salesman can sell anything to anybody.

Select one:
True

False

This activity involves the supplying of information to help solve the costumer merchandising.

Select one:
a. Handling complaints
b. Direct Selling
c. Attending sales meetings

d. Advising and couseling

The function of non personal selling of pre selling is to communicate a message to groups of
people it is one way rather than two way conversation.

Select one:
True

False
Being socially responsible means that a salesman can overprice the product he/she offers if
the prospect has the potential to match the offer.

Select one:
True

False

Salesmen should concentrate on sales volume and quotas instead of worrying about
profitability, which is top management’s job.

Select one:
True

False

Others view salesmanship as the process of persuading and convincing a prospect to

accept a product or a service as one that offers satisfaction to
human .

Select one:
a. Goals and objectives
b. Aspirations
c. All of the above

d. Needs and wants

Want is an intense feeling which is longing to own and use something of

value. Select one:

True

False

The following are the salesman’s aim except for:

Select one:
a. To sell himself
b. To sell the company
c. To sell the product

d. To sell goodwill

Buyers who have positive experience with the product will surely buy the same product the
next time around.

Select one:
True

False

The physical traits required of a salesman include the following except:

Select one:
a. clothes
b. self- control
c. voice used

d. Appearance and grooming

What should be the first one to be discussed during sales presentation?

Select one:
a. product
b. promotion
c. price

d. salesman's qualification

They are sales people who may sell to wholesalers, retailers, or other middlemen.
Select one:
a. The Dealer- Servicing Sales People
b. The Manufacturer’s Sales People
c. The Merchandising Sales People

d. The Pioneer- Products Sales People

Proper grooming enables prospects to buy your product instantly without hesitation.

Select one:
True

False

It is the sum total of a person characteristics such as compulsiveness.

Select one:
a. Personality
b. Learnings
c. Motives

d. Attitudes

Appearance refers to the way you carry your self.

Select one:
True

False

Defined as the predisposition to behave in a consistent way award a person or class of

object.
Select one:
a. Learning
b. Personality
c. Motives

d. Attitudes

Everybody wants to be number one is anything and everything. However, not everybody can
be number one.

Select one:
True

False

Selling involves men and women who find selling a rewarding career.
 Select one:
True

False

Customers are willing to buy the products when

. Select one:
a. products are of high quality
b. special discounts are being offered
c. convinced with the benefits of the products

d. all of the above

When is the right time to request an appointment to a prospect?

Select one:
a. at salesman's free time
b. none of the above
c. at prospects most convenient time

d. at company's discretion

The following are business information except for:

Select one:
a. Location of business
b. Type of company
c. Name of the company

d. Salary of employees

Salesman should explain the benefits and uses of his product to potential buyers as fast as
possible.

Select one:
True

False

MQ1
Which of the following is an example of specialty goods?

Select one:
a. Rolex watches
b. toothpaste
c. detergent powder

d. fabric conditioner
The urge that makes people buy or make purchase on a regular basic are called patronage
motives.

Select one:
True

False

Self fulfilment needs- it represents ones ultimate desire to contributing something to society.

Select one:
True

False

Which of the following is not a component of services:

Select one:
a. Service environment
b. Service product
c. Service delivery

d. Service quality

The following are components of a product except for:

Select one:
a. Price
b. warranty

c. quality

The following are examples of convenience goods except:

Select one:
a. shampoo
b. soap
c. toothpaste

d. camera

Knowledge of the product gives the salesman self-confidence.

Select one:
True

False

Consumer goods include the following except:

Select one:
a. Unsought goods
b. Shopping goods
c. Convenience goods

d. Industrial goods

An ITEM is an idea, a physical entity (a good), a service, or any combination of the three that
is an element of exchange to satisfy individual or business objectives .
 Select one:
True

False

Rational buying motives are motives that DO NOT involve conscious reasoning about a
course of action.

Select one:
True

False

MQ2
Sales Blitz is practically the most difficult method of prospecting to use. It is actually
house-to-house selling which allows the salesman to experience the problems of not being
entertained, no order taken, argumentative or hot-headed prospects, and other similar
consequences.

Select one:
True

False

Which of the following is one of the aspirations of buyers when they purchase goods and
services?

Select one:
a. Affiliation
b. Love and Affection
c. security

d. all of the above

Mini Fair is an occasion when a group of salesmen together with their sales supervisors
will go on a tour to one or more sales territories to offer, on a house-to-house basis, their
product.

Select one:
True

False

To qualify prospects means to identify their potential to become clients of the product and
the company.

Select one:
True

False

The following are approach Methods that a Salesman can use except:

Select one:
 a. Cost method
b. Question method
c. Shock method

d. Compliment method

Approaching is a process whereby a salesman looks for possible buyers for his product or
service and obtains certain background information of this prospect to aid him with his sales
interview.

Select one:
True

False

Buyers continually aspire for satisfaction in their purchase of goods and services.

Select one:
True

False

Good salesman-prospect relationship stems from the fact that the salesman knows how to
handle his prospect intelligently. Intelligent handling of prospects necessitates knowing them
properly and accurately.

Select one:
True

False

The following are types of prospects except:

Select one:
a. Intelligent type
b. Open-minded type
c. Slow- thinking type

d. Giver type

Which of the following is a common method of approaching?

Select one:
a. friends
b. referrals
c. cold canvass method

d. all of the above

MIDTERM EXAMINATION
Which of the following is an example of specialty goods?

Select one:
a. toothpaste
b. Rolex watches
c. detergent powder

d. fabric conditioner
It is a primordial concern to the salesman when he knows the age, sex, civil status,
educational attainment, profession or occupation, standard of living, size of the family, place
of residence, recreational activities, and other data of his prospect.

Select one:
True

False

With your knowledge of the prospect, product, and company, the approach you will use
including your presentation strategy is not all a problem.

Select one:
True

False

Which of the following is not an example of B2B Sales Promotion Technique?

Select one:
a. Catalogs
b. Portfolios
c. Coupons

d. Deals

Which of the following is one of the aspirations of buyers when they purchase goods and
services?

Select one:
a. Affiliation
b. Love and Affection
c. security

d. all of the above

Product differentiation exists when a firm’s offerings differ or are perceived to differ from
those of competing firms on any attribute, including price.

Select one:
True

False

Social needs are inborn needs of a man.

Select one:
True

False

The urge that makes people buy or make purchase on a regular basic are called patronage
motives.

Select one:
True
 False

Sales Blitz is practically the most difficult method of prospecting to use. It is actually
house-to-house selling which allows the salesman to experience the problems of not being
entertained, no order taken, argumentative or hot-headed prospects, and other similar
consequences.

Select one:
True

False

Consumer goods include the following except:

Select one:
a. Convenience goods
b. Shopping goods
c. Unsought goods

d. Industrial goods

The experience of the salesman can't help him anticipate the possible questions and
objections of prospects.

Select one:
True

False

Knowledge of the product gives the salesman self-confidence.

Select one:
True

False

Promotional tool that simulates consumer purchasing and dealer interest by means of short-
term activities.

Select one:
a. Sales promotion
b. Marketing
c. Advertising

d. none of the above

Which of the following is an example of B2C Sales Promotion Technique?

Select one:
a. Coupons
b. Sampling
c. Premiums

d. all of the above

Self fulfillment needs- it represents ones ultimate desire to contributing something to society.
Select one:
True

False

Selling is a skill developed through experience.

Select one:
True

False

The following are channels of distribution except:

Select one:
a. advertiser
b. retailer
c. broker/agent

d. distributor

Trade shows are example of

. Select one:
a. B2B
b. C2B
c. C2C

d. B2C

A sign of professionalism is revealed when the salesman request for an appointment from
his prospect.

Select one:
True

False

Mini Fair is an occasion when a group of salesmen together with their sales supervisors
will go on a tour to one or more sales territories to offer, on a house-to-house basis, their
product.

Select one:
True

False
A prospect is most of the time helpless in making buying decisions.

Select one:
True

False

The following are components of a product except for:

Select one:
a. warranty
 b. quality
c. Price

The following are types of prospects except:

Select one:
a. Intelligent type
b. Open-minded type
c. Slow- thinking type

d. Giver type

Aimed at individuals and organizations who purchase products for use in manufacturing
other products.

Select one:
a. Retail advertising
b. Industrial advertising
c. Direct-mail advertising

d. National advertising

To qualify prospects means to identify their potential to become clients of the product and
the company.

Select one:
True

False

Buyers continually aspire for satisfaction in their purchase of goods and services.

Select one:
True

False

Approaching is a process whereby a salesman looks for possible buyers for his product or
service and obtains certain background information of this prospect to aid him with his sales
interview.

Select one:
True

False

The following are approach Methods that a Salesman can use except:

Select one:
a. Compliment method
b. Cost method
c. Question method

d. Shock method
Normally businessman set their price at different level of its major rival.

Select one:
True

False

Good salesman-prospect relationship stems from the fact that the salesman knows how to
handle his prospect intelligently. Intelligent handling of prospects necessitates knowing them
properly and accurately.

Select one:
True

False

An ITEM is an idea, a physical entity (a good), a service, or any combination of the three that
is an element of exchange to satisfy individual or business objectives .

Select one:
True

False

Internal forces are the sum total of an individual social environment.

Select one:

True

False

Which of the following is not a component of services:

Select one:
a. Service delivery
b. Service environment
c. Service product

d. Service quality

The following are the basic denominators of desire except:

Select one:
a. self- fulfillment needs
b. social needs
c. growth needs

d. biological needs
It reaches all users of the product across the country.

Select one:
a. Retail advertising
b. Industrial advertising
c. National advertising

d. Direct-mail advertising

Which of the following is a common method of approaching?

Select one:
a. friends
b. referrals
c. cold canvass method

d. all of the above

Rational buying motives are motives that DO NOT involve conscious reasoning about a
course of action.

Select one:
True

False

Which of the following is not one of the types of advertising?

Select one:
a. National advertising
b. Retail advertising
c. Trade Advertising

d. none of the above

With the widespread use of the telephone in business and industry, sales appointments are
often consummated through the telephone.

Select one:
True

False

FQ1
Auto suggestion is one that suggest prospect to buy your product.

Select one:
True

False

The following are examples of visual aids except:

Select one:
a. Charts
b. Photographs
c. Sales manuals

d. none of the above

An ineffective approach allows a smooth transition into discussing your product’s features,
advantages, and benefits.
Select one:
True

False

Analogy compares two different situations which have something in common.

Select one:
True

False

The following are components of Sales Presentation Mix except:

Select one:
a. Dramatization
b. Suggesting
c. Proof

d. Visual aids

Presentation provide knowledge via features, advantages, and benefits of your product,
marketing plan, and business proposition.

Select one:
True

False

Which of the following is one of the advantages of having visual aids?

Select one:
a. Increase retention
b. Reinforce the message
c. Reduce misunderstanding

d. all of the above

Ethical service builds true relationships.

Select one:
True

False

The purpose of presentation is to sell your product to your customer – to help him.

Select one:
True

False

Simile is an implied comparison that uses a contrasting word or phrase to evoke a vivid
image.

Select one:
True

False
FQ2
In this method, The salesman does not need to answer immediately an excuse or an alibi of
the prospect.

Select one:
a. Pass over
b. Compensation method
c. Yet-but technique

d. Boomerang method

Best approach is to acknowledge that the prospect is incorrect.

Select one:
True

False

This method works because of your relationship-driven approach to professional selling.

Select one:
a. Deflection method
b. Curiosity method

c. The Boomerang method

Successful sales presentations have twice as many objections as those presentations

that are unsuccessful.

Select one:
True

False

Objections are a normal part of almost every conversation—not just in sales.

Select one:
True

False

Often prospects just want less data. They have mentally decided they want to buy.

Select one:
True

False

Sell quality and uniqueness if the buyer argues price.

Select one:
 True

False

An objection is anything the prospect says or does that presents an obstacle to the smooth
completion of the sale.

Select one:
True

False

When prospects are mentally comparing their present product with your product, do not
make any comparison.

Select one:
True

False

Type of objections wherein the prospect may not need the product in the time of visit of the
salesman.

Select one:
a. Objection against price
b. Objection against service
c. Objection against the salesman

d. Objection against the product

Price and cost is not a buyer's concern.

Select one:
True

False

The following are examples of physiological needs except:

Select one:
a. health
b. comfort
c. pleasure

d. none of the above

A professional salesman deals with objections by trusting his/ her instinct.

Select one:
True
 False

Objection is not a normal part of

selling. Select one:

True

False

Which of the following is not a salesperson's role:

Select one:
a. clarify information
b. correct misconceptions
c. explain nuances

d. none of the above

All are reasons why people buy except:

Select one:
a. Economic
b. Physiological
c. Sociological

d. Trend

Sources of information about a product may come from:

Select one:
a. media
b. friends
c. salespersons

d. all of the above

Buyers want product solutions that add value which means a salesperson needs to:

Select one:
a. Sell benefits
b. Be product experts
c. be able to develop product packages

d. all of the above

Anticipating objections is one of the ways on how salesman can handle it.

Select one:
True

False

Customer needs more time to think about our product, wants to look around more.

Select one:
True

False