ARELLANO UNIVERSITY

Expanded Tertiary Education Equivalency and Accreditation Program

(MM 23)Professional Salesmanship Examination

NAME:_____________________________
SHENA FAITH MANAHAN 1D
SECTION____________ 1/27/24
DATE:________

Test 1. Matching Type. Write the correct letter of answer on the space provided.

A. Personal Selling F. Selling

B, Financial Reward G. Non-financial Reward

C, Prospecting H. Golden Rule of Personal Selling

D. Direct Selling I. Retail Selling

E. Wholesaler J. Salesmanship

E
___1.They buy goods from manufacturers or producers in bulk and resell them to retailers.

D .A face to face sales to consumers typically in their homes who use the products for their
___2
non- business personal use.

H This refers to sales philosophy of unselfishly treating others as you would like to be
___3.
treated.

J
___4,The skills and methods used in selling or promoting commercial products.

A This refers to the personal communication of information, and to unselfishly persuade

___5.
someone.
H
___6. It is all about trying to keep somebody else warm; even if it means that we get cold in the
process.

___7.
C The step in customer relationship selling process that includes locating and qualifying
prospects.
B
___8.A kind of reward based on performance not tenure.

G
___9.An intrinsic reward knowing you’ve successfully a sales presentation.

I
___10. A retail salesperson sells goods and services to consumers for their personal, non-
business use.
Test 2. Multiple Choice. Write the letter of correct answer on the space provided.
A
____1. A type of salesperson guided by self-interest.

A. Traditional Salespeople
B. Professional Salespeople
C. Golden Rule Salespeople
B
____2. A type of salesperson who does what they are legally required to do.

A. Traditional Salespeople
B. Professional Salespeople
C. Golden Rule Salespeople
C
____3. A type of sales person who finds others interest most important.

A. Traditional Salespeople
B. Professional Salespeople
C. Golden Rule Salespeople
B
____4. Selling is a growing body of knowledge and objectives because selling is

A. Art
B. Science
A
____5Selling needs practice because it is

A. Art
B. Science
C
____6. The step in selling process where the salesperson bring prospect to the logical
conclusion to buy the product

A. Trial close
B. Approach
C. Close

B
____7. The step in selling process where the salesperson serve the customer after the sale.

A. Pre-approach
B. Follow-up and service
C. Trial Close
 A
____8. The step in selling process where the salesperson meet the prospect and begins to
customize the sale.

A. Approach
B. Pre-approach
C. Presentation
A
____8. The type of sales job that works for the firm who manufactures the product.

A. Selling for a manufacturer

B. Selling for wholesaler
C. Retail Selling
B
____10. Money is important these kind of salespeople but not to the customers detriment.

A. Traditional Salespeople
B. Professional Salespeople
C. Golden Rule Salespeople

Test 3. Enumeration. Enumerate the 10Sales Process ( in order) the sequential series of action.

1.Prospecting

2.Preapproach - planning

3.Approach

4.Presentation

5.Trial close

6.Determine objections

7.Meet objections

8.Trial close

9.Close

10.Follow-up

G O OD L U C K! ! !