Ace Your Personal Selling Exam: Key Concepts and Questions

Posted on Feb 28, 2025 in Business Administration and Management (BAM)

Personal Selling Exam: Practice Questions

  1. A completely memorized sales presentation is called a(n):
    • Canned presentation
  2. Personal selling includes:
    • Persuasion
    • Building relationships with customers
    • Getting an order
    • Helping customers identify problems
  3. A person who _____ would probably find a career in sales attractive.
    • Likes independence and is willing to take responsibility
  4. Which of the following is NOT an example of one of the rewards inherent in a sales career?
    • A good-paying nine-to-five job
  5. The primary responsibilities of an “industrial” salesperson are:
    • Creative selling
    • Consulting
    • Servicing
  6. The primary responsibilities of a “technical” salesperson (also known as a “sales engineer”) are:
    • Providing technical information to customers and supporting industrial salespeople
  7. The primary responsibility of a missionary salesperson (example is pharmaceutical sales representative) is to:
    • Build goodwill and educate
  8. Which of the following is not one of the positive aspects or pros of a selling career?
    • Expensive Clothing
  9. Words or technical expressions that have distinct meanings within a specific industry are referred to as that industry’s _____, and people who wish sales careers in that industry must learn those meanings.
    • Jargon
  10. Which of the following is a word you should not say in a sales interaction?
    • Contract
  11. Positive statements alone are not persuasive in interviews. One method to explain the strength of your positive statements to an interviewer is to use:
    • Positive statement, evidence (or stories), and benefits to the firm
  12. When the department store clerk tells Hilda that the coffee brewed by one particular coffee maker will make her think she’s died and gone to Starbucks heaven, the clerk was using:
    • Puffery
  13. The best example of “unethical and/or illegal selling behavior” is:
    • Giving a customer a “kick-back – i.e., cash”
  14. Which of the following would be the most ethical gifts for a salesperson to give a purchasing agent?
    • A pen with the company’s logo, address, and phone number imprinted on the side
  15. The exact size of an individual’s intimate and personal zones depends on:
    • The individual’s age
    • The individual’s gender
    • The individual’s race
    • The individual’s culture
    • Individual’s sales experience
  16. Which non-verbal behavior is the most positive?
    • Open hands
    • Moving closer
    • Removing coat
  17. Which of the following is NOT an example of nonverbal communication?
    • Articulation
  18. Which of the following is not a method of developing trust?
    • Flattery
  19. Which of the following is not a method of developing trust?
    • Exemplification: uses stories personal events etc.
    • Perfidiousness
  20. Which of the following is not very helpful when attempting to develop trust?
    • Fast talking and thinking on your feet.
  21. Each quadrant of the social style matrix defines a different type of person. Persons who are high in assertiveness and low in responsiveness are:
    • Drivers