Professional Selling practice exam questions n answers
graded A+ 2025
1. involves small sums of money or gifts,
typ- ically made to low-ranking managers or Lubrication
government officials, in countries where these
payments are not illegal.
2. Which of the following sources of information
would customers usually view to be less credible
than the others? sales literature
3. sell products made by a number of manufac- Distributor
salespeople
turers to businesses.
4. control the flow of information and may limit Gatekeepers
the alternatives considered in the organizational
buy- ing decision process.
5. Which of the following is usually the last step in building partnering
the selling process of a product?
rela- tionships with
customers after the
completion of a sale
6. The is the most active regulatory
agency in developing administrative laws affecting
salespeople. Federal Trade
Commission
7. Court decisions related to the Robinson-Patman
Act define as a seller giving unjustified
special prices, discounts, or services to some price discrimination
customers and not to others.
8. Statutory laws are based on
legislation
passed either by state
leg-
islatures or by
Congress.
1/
13
, Professional Selling practice exam questions n answers
graded A+ 2025
9. laws are established by local, state, or feder- Administrative
al regulatory agencies.
10. According to UCC, a sale is made when the contract is
com- pleted and the
title ex- changes
hands.
11. Which of the following types of purchase situations re- a straight rebuy
situation
quires the least number of people in the
organizational buying decision process?
12. The Act requires written notification of Gramm-Leach-Bliley
cus- tomers regarding privacy policies.
13. refers to competitors working
together while a customer is making a Collusion
purchase decision.
14. is a strategy by which organizational buyers Supplier
relationship
evaluate the relative importance of suppliers and use management
that information to determine with whom they
want to develop partnerships.
15. In the context of the content and delivery of a market- word of
mouth ing message, which of the following methods of com-
munication is more difficult to control than others?
16. A person who would probably find a likes independence
career in sales attractive.
and is willing to take
responsibil- ity
17. Effective selling to government agencies requires a thorough knowledge
of
their unique
procurement
2/
13
graded A+ 2025
1. involves small sums of money or gifts,
typ- ically made to low-ranking managers or Lubrication
government officials, in countries where these
payments are not illegal.
2. Which of the following sources of information
would customers usually view to be less credible
than the others? sales literature
3. sell products made by a number of manufac- Distributor
salespeople
turers to businesses.
4. control the flow of information and may limit Gatekeepers
the alternatives considered in the organizational
buy- ing decision process.
5. Which of the following is usually the last step in building partnering
the selling process of a product?
rela- tionships with
customers after the
completion of a sale
6. The is the most active regulatory
agency in developing administrative laws affecting
salespeople. Federal Trade
Commission
7. Court decisions related to the Robinson-Patman
Act define as a seller giving unjustified
special prices, discounts, or services to some price discrimination
customers and not to others.
8. Statutory laws are based on
legislation
passed either by state
leg-
islatures or by
Congress.
1/
13
, Professional Selling practice exam questions n answers
graded A+ 2025
9. laws are established by local, state, or feder- Administrative
al regulatory agencies.
10. According to UCC, a sale is made when the contract is
com- pleted and the
title ex- changes
hands.
11. Which of the following types of purchase situations re- a straight rebuy
situation
quires the least number of people in the
organizational buying decision process?
12. The Act requires written notification of Gramm-Leach-Bliley
cus- tomers regarding privacy policies.
13. refers to competitors working
together while a customer is making a Collusion
purchase decision.
14. is a strategy by which organizational buyers Supplier
relationship
evaluate the relative importance of suppliers and use management
that information to determine with whom they
want to develop partnerships.
15. In the context of the content and delivery of a market- word of
mouth ing message, which of the following methods of com-
munication is more difficult to control than others?
16. A person who would probably find a likes independence
career in sales attractive.
and is willing to take
responsibil- ity
17. Effective selling to government agencies requires a thorough knowledge
of
their unique
procurement
2/
13
