Retail Management Exam Questions
Course Introduction
Retail Management explores the principles, strategies, and operations involved in running retail businesses in today's dynamic marketplace. The course covers topics such as store layout and design, merchandise planning, inventory control, pricing strategies, customer relationship management, and the integration of emerging technologies in retail. Students learn how to analyze consumer behavior, develop effective marketing tactics, manage supply chains, and adapt to the evolving challenges posed by e-commerce and omnichannel retailing. By blending theoretical knowledge with practical case studies, the course prepares students to make informed decisions, optimize retail performance, and excel in various retail management roles.
Recommended Textbook
SELL 2 2nd Edition by Thomas N. Ingram
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11 Chapters
1372 Verified Questions
1372 Flashcards
Source URL: https://quizplus.com/study-set/946 Page 2
Chapter 1: Overview of Personal Selling
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103 Verified Questions
103 Flashcards
Source URL: https://quizplus.com/quiz/18612
Sample Questions
Q1) As the evolution of personal selling continues, which of the following is not a predicted sales force response to an expected change?
A) More emphasis will be placed on developing and maintaining trust-based long-term customer relationships.
B) Greater emphasis will be placed on team selling.
C) There will be an increase in the use of technology (e.g., laptop computers, electronic mail, fax machines).
D) More sales dollars will be spent on advertising.
E) There will be an increase in the globalization of sales efforts.
Answer: D
Q2) The primary focus of transaction-focused selling is the ________________________.
A) Salesperson and the selling organization
B) Customer
C) Product
D) Communication process
E) All of the above.
Answer: A
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Page 3
Chapter 2: Building Trust and Sales Ethics
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107 Verified Questions
107 Flashcards
Source URL: https://quizplus.com/quiz/18613
Sample Questions
Q1) Steve is a new salesperson for XYZ Computer Co. and is responsible for business-to-business sales. Transferring from the engineering staff, Steve knows better than any other salesperson the technical specifications and performance statistics of the computers he sells. Unfortunately, Steve is relatively unfamiliar with how businesspeople use the computers on a day-to-day basis. Steve needs to work on his ____ knowledge.
A) Product
B) Competitor
C) Technical
D) Market and Customer
E) Company
Answer: D
Q2) Building long-term, mutually satisfying relationships with customers requires salespeople to be:
A) Competent
B) Likeable
C) Candid
D) Dependable
E) All of the above
Answer: E
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Page 4
Chapter 3: Understanding Buyers
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129 Verified Questions
129 Flashcards
Source URL: https://quizplus.com/quiz/18614
Sample Questions
Q1) The member of the buying circle who controls the flow of information is called the ____?
A) Initiator
B) User
C) Purchaser
D) Agent
E) Gatekeeper
Answer: E
Q2) The gap between a buyer's desired state and his/her actual state is referred to as a A) Problem
B) Complaint
C) Negative discrepancy
D) Need
E) Both a and d are correct
Answer: E
Q3) The _______________________refers to a perceived difference between a buyer's desired and actual state of being.
Answer: Needs Gap
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Chapter 4: Communication Skills
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126 Verified Questions
126 Flashcards
Source URL: https://quizplus.com/quiz/18615
Sample Questions
Q1) "How would a system that your operators found easier to use affect your business operations?" is an example which type of ADAPT question?
A) Assessment questions
B) Activation questions
C) Projection questions
D) Problem questions
E) Discovery questions
Q2) The purpose of sales communication is to seek agreement from the prospective buyer.
A)True
B)False
Q3) One of the six facets of effective listening is to __________________the buyer to talk.
Q4) With respect to SIER, sensing refers to receiving the verbal and nonverbal components of a message.
A)True
B)False
Q5) SPIN stands for Situation, Problem and ______________.
Q6) The social zone ranges from ______ to _______feet.
Page 6
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Chapter 5: Strategic Prospecting and Preparing for Sales Dialogue
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110 Verified Questions
110 Flashcards
Source URL: https://quizplus.com/quiz/18616
Sample Questions
Q1) The salespersons plan for gathering qualified prospects is referred to as a
Q2) Which of the following forms of locating prospects brings the prospect to the salesperson?
A) Centers of influence
B) Outbound telemarketing
C) Tradeshows
D) Noncompeting salespeople
E) Cold canvassing
Q3) Salespeople should be nice to gatekeepers because they can be good sources for obtaining critical precall confirmation.
A)True
B)False
Q4) Which of the following statements is untrue regarding cold canvassing?
A) Calls on prospects are unannounced
B) It is a relatively efficient form prospecting
C) Buyers may not be available
D) Buyers may not have the time to talk to the salesperson
E) It is probably the least successful form of prospecting To view all questions and flashcards with answers,
Chapter 6: Planning Sales Dialogues and Presentations
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113 Verified Questions
113 Flashcards
Source URL: https://quizplus.com/quiz/18617
Sample Questions
Q1) During the first few minutes of the sales call, salespeople should:
A) be friendly and positive
B) be flexible
C) have an agenda
D) show sensitivity to the customer's needs and opinions
E) Do all of the above
Q2) A _______is an in-person meeting between a salesperson or sales team and one or more buyers to discuss business.
Q3) Because a salesperson will see the same prospects multiple times, "first impressions" aren't that important.
A)True
B)False
Q4) Which of the following is untrue about written sales proposals?
A) They are usually associated with high-dollar-volume sales.
B) They work well for canned sales presentations because they tell the salesperson exactly what to say.
C) They are often viewed as more credible because they are in writing.
D) They are often scrutinized by various people in the buying organization.
E) They are frequently used in competitive bidding situations.
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Chapter 7: Sales Dialogue: Creating and Communicating Value
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131 Verified Questions
131 Flashcards
Source URL: https://quizplus.com/quiz/18618
Sample Questions
Q1) A product demonstration is a form of visual aid.
A)True
B)False
Q2) Creating value and generating confirmed benefits are major objectives of the SPIN and ___________questioning strategies.
Q3) Potential benefits become confirmed benefits only when the buyer acknowledges their value.
A)True
B)False
Q4) A/an ________________is a special and useful form of comparison that explains one thing in terms of another.
Q5) Anthony has arrived five minutes early for his sales call with a buying group from one of his accounts. He is the only one in the room. Before the meeting gets underway, Anthony should remember to ____.
A) Greet each group member as they arrive
B) Take some more time to practice his presentation
C) Leave the room and come back once everyone has arrived
D) Take a breath mint or chew some breath freshening gum
E) All of the above
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Chapter 8: Addressing Concerns and Earning Commitment
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116 Verified Questions
116 Flashcards
Source URL: https://quizplus.com/quiz/18619
Sample Questions
Q1) Which of the following phrases should salespeople involved in relational selling try to remember?
A) Always Be Closing (ABCs of Selling)
B) Never take no for an answer
C) Nobody likes to be sold, but everybody likes to buy
D) Show me an objection and I'll show you an interested buyer
E) All of the above
Q2) "Would you like to place an order today?" is an example of which type of technique to earn commitment?
A) Direct commitment
B) Boomerang method
C) Summary commitment
D) Balance sheet commitment
E) Alternative choice
Q3) When a customer says "Your prices are too high," it always means they have a price objection.
A)True
B)False
Q4) The first step in the LAARC method for handling resistance is to ___________.
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Chapter 9: Expanding Customer Relations
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114 Verified Questions
114 Flashcards
Source URL: https://quizplus.com/quiz/18620
Sample Questions
Q1) _____________________ is a plan in which the salesperson identifies his or her business and customers and what the customers want and what is important to them.
Q2) If customer training is necessary, the salesperson should probably always be present or at least readily available to the customer.
A)True
B)False
Q3) Salespeople involved in relational selling should strive to expand the collaborative involvement between the buyer's and the salesperson's organization.
A)True
B)False
Q4) Which of the following are post sale follow-up methods available to salespeople for providing useful information to their customers?
A) A personal visit
B) Phone call
C) E-mail
D) Handwritten note
E) All the above
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11
Chapter 10: Adding Value: Self Leadership and Teamwork
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137 Verified Questions
137 Flashcards
Source URL: https://quizplus.com/quiz/18621
Sample Questions
Q1) For most salespeople involved in relational selling, their success is dependent upon their ability to create and maintain both external and internal relationships.
A)True
B)False
Q2) "Having the top territory in the company" is an example of an effective goal.
A)True
B)False
Q3) In order to successfully establish territory routing plans, salespeople will need the information gained from ____.
A) setting sales call goals
B) setting personal goals
C) territory analysis and account classification
D) prospecting
E) a territory routing plan calculator
Q4) Julie, a salesperson, has just set as a personal goal to achieve an annual income of $100,000 next year. She now needs to set her ____________ goals.
Q5) Increase sales by 10%, although realistic, is not an effective goal because it is not
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Chapter 11: Sales Management and Sales 20
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186 Verified Questions
186 Flashcards
Source URL: https://quizplus.com/quiz/18622
Sample Questions
Q1) A firm's sales strategy is important because it:
A) has a major impact on the firm's sales and profit performance.
B) sets the stage for higher-level strategic decision making.
C) influences recruitment, selection, and training of the salesforce.
D) Both a and c are correct.
E) Both a and b are correct.
Q2) ____________ refers to the use of customer driven processes enabled by the latest web technology to co-create value with customers.
A) Customer Relationship Management (CRM)
B) Sales 2.0
C) Web 2.0
D) E-commerce
E) Social Networking
Q3) Behavior-based evaluation methods include measuring the extent to which the salesperson made quota.
A)True
B)False
Q4) Sales ___________refers to planning, implementing, and controlling the sales and sales management process.
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