Đề Thi FE SAL301 - SU26 - FE - RE

Bộ câu hỏi trắc nghiệm ôn tập quản trị bán hàng và marketing​

SAL301 Multiple Choice Questions​

Multiple Choice

Question 1
(Choose 1 answer)
Additional value can be secured in buyer-supplier relationships by focusing on __________
A. the management
B. the supply chain
C. the marketing
D. the operating

Multiple Choice

Question 2
(Choose 1 answer)
In relationship marketing, added benefits such as __________, __________, and __________ that support purchase and consumption experiences are increasingly being provided.
A. sales support, guarantees, after-sales care
B. core values, high-quality, USP
C. good product, high quality, good customer care
D. commitment, guarantees, exchange policy

Multiple Choice

Question 3
(Choose 1 answer)
What were the main reasons for buying the ABC machine? This question could be asked in which stage of the personal selling process?
A. Dealing with objections
B. Need and problem identification
C. Negotiation
D. Presentation and demonstration

Multiple Choice

Question 4
(Choose 1 answer)
Which of the following is a feature of transaction marketing?
A. Focus on customer retention
B. Orientation on product features
C. Quality is the concern of all
D. High customer service

Multiple Choice

Question 5
(Choose 1 answer)
What does relationship marketing involve?
A. Tactical features of securing and building up relationships
B. Strategic thinking about unrelated markets
C. Reverse marketing
D. A narrow focus on existing customers

SAL301 Multiple Choice Questions​

SAL301_SU26_RE_724278 | Multiple Choice

Question 6
(Choose 1 answer)
What is the primary focus of relationship selling?
A. Making one-time sales
B. Building customer relationship
C. Maximizing profits
D. Minimizing customer contacts

SAL301_SU26_RE_724278 | Multiple Choice

Question 7
(Choose 1 answer)
To encourage customers to make a purchase, Chanel sales associates may offer:
A. Aggressive negotiation tactics
B. Trial orders to allow customers to experience the product firsthand
C. High-pressure sales tactics
D. Misleading information about the product

SAL301_SU26_RE_724278 | Multiple Choice

Question 8
(Choose 1 answer)
What should salespeople do when dealing with objections?
A. They can listen to the customers, and should interrupt if the objection is obviously wrong.
B. They should first offer an alternative point of view instead of an agreement with the customers.
C. They should question the objection if it is too general and difficult to counter.
D. They should ignore the objection because it is not worth their time.

SAL301_SU26_RE_724278 | Multiple Choice

Question 9
(Choose 1 answer)
To build trust and rapport with customers, Chanel sales associates often use reference selling. This involves:
A. Ignoring customer concerns
B. Sharing testimonials from satisfied customers
C. Offering discounts and promotions
D. High-pressure sales tactics

SAL301_SU26_RE_724278 | Multiple Choice

Question 10
(Choose 1 answer)
What is the closing technique when a salesperson suggests two alternatives for the buyer to purchase?
A. The assumptive close
B. The concession close
C. The object close
D. Simply ask for order

SAL301 Multiple Choice Questions​

SAL301_SU26_RE_724278 | Multiple Choice

Question 11
(Choose 1 answer)
To ensure reliable and fast delivery of orders, Chanel sales associates should:
A. Blame shipping delays on external factors
B. Coordinate with the logistics team and keep customers informed
C. Promise unrealistic delivery times
D. Ignore customer inquiries about delivery status

SAL301_SU26_RE_724278 | Multiple Choice

Question 12
(Choose 1 answer)
What are the two major categories of customer groups?
A. Individuals and organizations
B. Retailers and wholesalers
C. Producers and consumers
D. Manufacturers and distributors

SAL301_SU26_RE_724278 | Multiple Choice

Question 13
(Choose 1 answer)
How many stages are there in the product life-cycle ?
A. 4 stages: introduction, growth, maturity, and decline
B. 3 stages: introduction, maturity, and growth
C. 2 stages: introduction, and decline
D. 1 stage: introduction

SAL301_SU26_RE_724278 | Multiple Choice

Question 14
(Choose 1 answer)
What strategy might larger companies adopt for small customers who cost more to serve than the revenue they generate?
A. Increasing resources dedicated to servicing small customers
B. Implementing traditional marketing strategies
C. Transitioning to telemarketing or online channels
D. Expanding the product range for small customers

SAL301_SU26_RE_724278 | Multiple Choice

Question 15
(Choose 1 answer)
According to the Pareto Principle, what percentage of a company's sales typically come from a small percentage of its customers?
A. 10%
B. 20%
C. 50%
D. 80%

SAL301 Multiple Choice Questions​

SAL301_SU26_RE_724278 | Multiple Choice

Question 16
(Choose 1 answer)
What is the name of the tool for setting a sales objective?
A. SMART
B. CRM
C. CDMA
D. GPS

SAL301_SU26_RE_724278 | Multiple Choice

Question 17
(Choose 1 answer)
What are SEA successful sales skills?
A. Sincerity Ethics Asking
B. Search Engine Advertising
C. Southeast Asia
D. Sustainable Energy Association

SAL301_SU26_RE_724278 | Multiple Choice

Question 18
(Choose 1 answer)
.......... is not one of the four basic selling activities that define the salesperson's job.
A. Communicate
B. Build customer relationships
C. Manage information
D. Set price
E. Sell

SAL301_SU26_RE_724278 | Multiple Choice

Question 19
(Choose 1 answer)
The qualities that buyers value most in salespeople include empathy, honesty, dependability, thoroughness, follow-through, and __________.
A. good listening
B. good presenting
C. sympathy
D. caring
E. candor

SAL301_SU26_RE_724278 | Multiple Choice

Question 20
(Choose 1 answer)
Technologies such as handheld computers and interactive whiteboards enable salespeople to enhance the __________ stage of the selling process.
A. prospecting
B. preapproach
C. presentation and demonstration
D. qualifying
E. follow-up

SAL301 Multiple Choice Questions​

SAL301_SU26_RE_724278 | Multiple Choice

Question 21
(Choose 1 answer)
............. is one of the three distinct advantages of personal selling.
A. Large variety of media
B. Immediate feedback
C. Short-term impact
D. Consistent message
E. Elimination of noise

SAL301_SU26_RE_724278 | Multiple Choice

Question 22
(Choose 1 answer)
............. is an example of a nontechnology communication selling activity.
A. Enhancing language and overall communication skills
B. E-mailing
C. Creating useful company web page content
D. Developing database management skills
E. Leaving voice-mail messages

SAL301_SU26_RE_724278 | Multiple Choice

Question 23
(Choose 1 answer)
Key account management involves special treatments of ............. customers that is not offered to other accounts.
A. B2C
B. B2B
C. Major
D. Target

SAL301_SU26_RE_724278 | Multiple Choice

Question 24
(Choose 1 answer)
The importance of key accounts means that suppliers need to consider the information which needs to be collected and stored for each account, and the objectives, strategies and control systems required to manage the accounts. This can be accomplished by a key account ............. . The benefits of planning systems include consistency, change monitoring, resource allocation and competitive advantage
A. information and planning system
B. research and planning system
C. research and development system
D. information and data system

SAL301_SU26_RE_724278 | Multiple Choice

Question 25
(Choose 1 answer)
Which reason is the incorrect one for answering the question why B2B customers avoid switching suppliers in a key account management relationship? Choose the most suitable answer.
A. Switching suppliers is time-consuming.
B. They avoid the costs associated with switching suppliers.
C. Competitors do not offer similar products.
D. They don't want to change the long-term supplier

SAL301 Multiple Choice Questions​

SAL301_SU26_RE_724278 | Multiple Choice

Question 26
(Choose 1 answer)
Important issues relating to the suitability of the key account manager are their integrity, interpersonal skills, personality, general competence and ability to relate to the culture of the key account. ________ the key account customer's business was identified as the second key success factor.
A. A deep relationship with
B. An in-depth knowledge and understanding of
C. Understanding the demand of
D. Undergrow benefits for

SAL301_SU26_RE_724278 | Multiple Choice

Question 27
(Choose 1 answer)
This involves giving sufficient time and resources to establish and build the relationship and to properly train key account managers. Suppliers should also have an ________ the key account programme's core strengths and to apply them in ways that deliver the greatest value to their customers
A. effective system of evaluating
B. secret information of
C. main idea of
D. full plan of

SAL301_SU26_RE_724278 | Multiple Choice

Question 28
(Choose 1 answer)
Which of the following elements of the promotion mix involves making personal connections with customers for the purpose of making sales?
A. personal selling
B. advertising
C. e-commerce
D. publicity
E. public relations

SAL301_SU26_RE_724278 | Multiple Choice

Question 29
(Choose 1 answer)
........... is obtaining commitment from the customer to make the purchase.
A. Following up after the sale
B. Handling objections
C. Qualifying the prospect
D. Closing the sale
E. Opening the relationship

SAL301_SU26_RE_724278 | Multiple Choice

Question 30
(Choose 1 answer)
More than anything else, what do the top 10% of sales performers do very differently from other sales people?
A. Listen and ask questions
B. Prospect for new business
C. Manage their time
D. None of the above

SAL301 SU26 Final Exam Multiple Choice Questions​

SAL301_SU26_RE_724278 | Multiple Choice

Question 31
(Choose 1 answer)
Which department should sales co-ordinate with, for achieving more sales?
A. Human resources
B. Production
C. Purchasing
D. All of these

SAL301_SU26_RE_724278 | Multiple Choice

Question 32
(Choose 1 answer)
What refers to advantages of using Sales force automation (SFA)?
A. Salespeople can more effectively and efficiently schedule sales calls and make presentations
B. The cost of training the sales force is less expensive
C. Salespeople can develop a stronger organizational climate
D. The sales force is more motivated to acquire new customers

SAL301_SU26_RE_724278 | Multiple Choice

Question 33
(Choose 1 answer)
The term for methodologies, technologies and e-commerce capabilities used by firms to manage customer relationships is:
A. Customer Resource Management
B. Customer Response Mechanism
C. Customer Relationship Management
D. Customer Revenue Maximization

SAL301_SU26_RE_724278 | Multiple Choice

Question 34
(Choose 1 answer)
What is a significant factor contributing to increased costs per salesperson when adopting mobile technology?
A. Limited availability of handheld devices
B. High training costs for new technologies
C. Retaining older laptops alongside newer devices
D. High maintenance fees for wireless networks

SAL301_SU26_RE_724278 | Multiple Choice

Question 35
(Choose 1 answer)
The level of e-commerce allows goods and services to be bought and sold over the internet:
A. Publish
B. Interact
C. Transact
D. Integrate

SAL301 Multiple Choice Questions​

SAL301_SU26_RE_724278 | Multiple Choice

Question 36
(Choose 1 answer)
What does "win/loss reporting" enable companies to do?
A. Evaluate and improve sales and customer support processes
B. Generate immediate quotations for sales proposals
C. Assess the portability of salesforce devices
D. Track the supply chain efficiency

SAL301_SU26_RE_724278 | Multiple Choice

Question 37
(Choose 1 answer)
What is a key challenge associated with Level 3 e-commerce (Transact)?
A. Building trust with customers
B. High initial investment costs
C. Difficulty in creating product catalogs
D. Limited functionality for customer engagement

SAL301_SU26_RE_724278 | Multiple Choice

Question 38
(Choose 1 answer)
What are factors affecting of the buying situation in the consumer decision-making process?
A. Extensive problem-solving
B. Limited Timing
C. Automatic Promotion
D. All of the above

SAL301_SU26_RE_724278 | Multiple Choice

Question 39
(Choose 1 answer)
Which type of purchasing practice focuses on concentrating purchases from a single source?
A. Just-in-time purchasing
B. Centralised purchasing
C. Systems purchasing
D. Reverse marketing

SAL301_SU26_RE_724278 | Multiple Choice

Question 40
(Choose 1 answer)
What is/are factors affecting the consumer decision-making process?
A. The buying situation
B. Personal influences
C. Social influences
D. All of Above

SAL301 Multiple Choice Questions​

SAL301_SU26_RE_724278 | Multiple Choice

Question 41
(Choose 1 answer)
Which of the following refers to the individual with the power and/or financial authority to make the ultimate choice regarding product to buy?
A. Initiator
B. Influencer
C. Decider
D. Buyer

SAL301_SU26_RE_724278 | Multiple Choice

Question 42
(Choose 1 answer)
According to Organisational buyer behavior, who participates in the decision-making process? Decision Making Unit (DMU)
A. Initiators, Users
B. Deciders, Influencers
C. Buyer, Gatekeeper
D. All of the above

SAL301_SU26_RE_724278 | Multiple Choice

Question 43
(Choose 1 answer)
What is one of the rapidly growing purchasing practice?
A. Just-in-time purchasing
B. Centralised purchasing
C. Systems purchasing
D. Reverse marketing

SAL301_SU26_RE_724278 | Multiple Choice

Question 44
(Choose 1 answer)
Coca-Cola's management of its sales channels involves:
A. Building strong relationships with bottlers and retailers
B. Minimizing communication with channel partners
C. Centralizing all decision-making authority
D. Ignoring emerging distribution trends

SAL301_SU26_RE_724278 | Multiple Choice

Question 45
(Choose 1 answer)
Which factor contributes to the success of exhibitions in sales settings?
A. Availability of a wide range of products
B. Eliminating competitors from the exhibition
C. Avoiding competitors altogether
D. Limited information on products

SAL301 Multiple Choice Questions​

SAL301_SU26_RE_724278 | Multiple Choice

Question 46
(Choose 1 answer)
The fragmentation of the automotive market has influenced Toyota's sales and sales management by:
A. Eliminating the need for market research
B. Simplifying product development
C. Increasing the need for targeted marketing campaigns
D. Reducing the importance of brand loyalty

SAL301_SU26_RE_724278 | Multiple Choice

Question 47
(Choose 1 answer)
Considering the impact of e-commerce, how can traditional retailers adapt to changing consumer behaviors effectively?
A. By ignoring online platforms and focusing on in-store experiences
B. By integrating online and offline experiences, offering seamless services
C. By reducing the number of branches to cut costs
D. By relying on traditional advertising methods only.

SAL301_SU26_RE_724278 | Multiple Choice

Question 48
(Choose 1 answer)
In industrial/commercial markets, purchasing decisions are often made by:
A. The sales representative
B. A single individual
C. A buying committee
D. The CEO

SAL301_SU26_RE_724278 | Multiple Choice

Question 49
(Choose 1 answer)
Which of the followings involves to the physical delivery of goods to customers, and organization of materials from suppliers to be used in the production process?
A. Warehousing
B. Transportation
C. Inventory control
D. Packaging

SAL301_SU26_RE_724278 | Multiple Choice

Question 50
(Choose 1 answer)
How does technology improve customer service for salespeople?
A. By making salespeople less accessible to customers
B. By providing information on stock levels and quotations
C. By increasing the time salespeople spend on administrative tasks
D. By reducing communication with customers

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