Question 1

If a prospect responds negatively to a need payoff question,then the salesperson should not probe further.

Accepted Answer

A) True 
 B)False  False

Question 2

In the context of sales presentations,the process of asking questions to know the pulse of the situation throughout the sales presentation is known as:

Accepted Answer

A)  sales puffery. 
B)  seeding. 
C)  style flex. 
D)  trial close. 
E)  value analysis. 
A)  sales puffery. 
B)  seeding. 
C)  style flex. 
D)  trial close. 
E)  value analysis. D

Question 3

Which of the following is the best example of a benefit opening?

Accepted Answer

A)  "Mr.Jackson at FS Tools thought you would appreciate the multitasking flexibility of my company's machine center." 
B)  "Good afternoon,Ms.King.My name is Harry Tillot,and I sell the world's finest veneers." 
C)  "Hello,Dr.Allen.Do you need an easier way to place insurance claims for your patients?" 
D)  "Mr.Tanner,I believe our laminating machine will significantly increase your product's quality." 
E)  "Hello,Ms.Dwight.My name is Darla,and I am selling Girl Scout cookies." 
A)  "Mr.Jackson at FS Tools thought you would appreciate the multitasking flexibility of my company's machine center." 
B)  "Good afternoon,Ms.King.My name is Harry Tillot,and I sell the world's finest veneers." 
C)  "Hello,Dr.Allen.Do you need an easier way to place insurance claims for your patients?" 
D)  "Mr.Tanner,I believe our laminating machine will significantly increase your product's quality." 
E)  "Hello,Ms.Dwight.My name is Darla,and I am selling Girl Scout cookies." D

Question 4

If you want to be a successful salesperson,what should you do if you arrive for a sales appointment and your prospect asks you to wait thirty minutes before she can see you?

Accepted Answer

Successful salespeople make the best pos

Question 5

Ultimately,the goal of every salesperson should be to establish rapport with each customer.

Accepted Answer

A) True 
 B)False

Question 6

A salesperson for refrigerant leak monitors began her presentation to the Kroger buying agent as follows: "Our system will prevent your employees from being exposed to dangerous CFC emissions." At that point in her sales presentation,she was describing a(n):

Accepted Answer

A)  skill. 
B)  attribute. 
C)  benefit. 
D)  feature. 
E)  need. 
A)  skill. 
B)  attribute. 
C)  benefit. 
D)  feature. 
E)  need.

Question 7

The SPIN (situation questions,problem questions,implication questions,need payoff questions)technique is difficult to use when a seller is discussing only an opportunity and not real problems.

Accepted Answer

A) True 
 B)False

Question 8

The goal of implication questions under the SPIN (situation questions,problem questions,implication questions,need payoff questions)technique is to:

Accepted Answer

A)  understand how well a salesperson responds to the prospect's problems. 
B)  identify the root cause of the prospect's problem. 
C)  help a prospect understand if a problem actually exists and if it requires a solution. 
D)  identify the current situation of the prospect. 
E)  find out if a salesperson can perform well under stressful conditions. 
A)  understand how well a salesperson responds to the prospect's problems. 
B)  identify the root cause of the prospect's problem. 
C)  help a prospect understand if a problem actually exists and if it requires a solution. 
D)  identify the current situation of the prospect. 
E)  find out if a salesperson can perform well under stressful conditions.

Question 9

A salesperson opens his sales presentation with a prospect by talking about another customer who recommended the prospect to him.In this example,what opening does the salesperson employ?

Accepted Answer

The salesperson employs a refe

Question 10

"Ms.Hallgren,thank you for seeing me today.My name is Daniel Mundt,and I'm with ServiceMaster." In the context of a sales presentation,this is an example of a(n)_____ opening.

Accepted Answer

A)  compliment 
B)  curiosity 
C)  product 
D)  introduction 
E)  referral 
A)  compliment 
B)  curiosity 
C)  product 
D)  introduction 
E)  referral

Question 11

When Lani meets new prospects for the first time,she opens her sales presentation by telling them that if they give her just 20 minutes,she can save them at least $100 dollars per year on their home insurance premiums.Unfortunately,her success rate of closing sales is only about 30 percent.Which of the following,if true,could explain her poor performance in closing deals?

Accepted Answer

A)  Lani spends an adequate amount of time and effort collecting precall information. 
B)  Lani's prospects receive a comprehensive idea of the various features offered by her company. 
C)  Lani routinely takes an hour or more to conclude her sales meetings satisfactorily. 
D)  Lani is often seen to make adjustments to the sales situation to incorporate the needs of the prospect. 
E)  Lani does a good job of highlighting the features,advantages,and benefits of her offer to all the prospects she meets. 
A)  Lani spends an adequate amount of time and effort collecting precall information. 
B)  Lani's prospects receive a comprehensive idea of the various features offered by her company. 
C)  Lani routinely takes an hour or more to conclude her sales meetings satisfactorily. 
D)  Lani is often seen to make adjustments to the sales situation to incorporate the needs of the prospect. 
E)  Lani does a good job of highlighting the features,advantages,and benefits of her offer to all the prospects she meets.

Question 12

Why do salespeople use open questions?

Accepted Answer

Open questions allow a salespe

Question 13

To establish credibility early in the sales call,a salesperson should clearly delineate the amount of time he or she will need and complete the presentation within the stated time frame.

Accepted Answer

A) True 
 B)False

Question 14

Phoebe,a sales representative,is so excited during her sales presentation that she does not hear the customer's question correctly.She gives a brief,inappropriate answer,and continues with her presentation.Phoebe's behavior in this scenario reflects the operation of _____.

Accepted Answer

A)  selective perception 
B)  listening discrimination 
C)  active listening 
D)  deep selling 
E)  feature dumping 
A)  selective perception 
B)  listening discrimination 
C)  active listening 
D)  deep selling 
E)  feature dumping

Question 15

Which of the following is a desirable course of action when a salesperson finds out that a buyer will not be able to meet him or her at the appointed time?

Accepted Answer

A)  Making use of the waiting time by completing other tasks 
B)  Leaving the buyer's office immediately 
C)  Trying to go over the barrier by directly meeting the buyer 
D)  Asking the receptionist to immediately contact the buyer requesting for an explanation 
E)  Waiting for hours to meet the buyer 
A)  Making use of the waiting time by completing other tasks 
B)  Leaving the buyer's office immediately 
C)  Trying to go over the barrier by directly meeting the buyer 
D)  Asking the receptionist to immediately contact the buyer requesting for an explanation 
E)  Waiting for hours to meet the buyer

Question 16

When a salesperson looks at a prospect's office wall hangings,photographs,and library collection for cues on how to initiate small talk,what is he engaging in?

Accepted Answer

The salesp

Question 17

A balanced presentation occurs when a salesperson:

Accepted Answer

A)  creates very high expectations from his product or service in the prospect's mind. 
B)  allows equal speaking time for both the salesperson and the prospect. 
C)  provides adequate focus on all sides of the sales situation. 
D)  proves consistently that the competitor's products have nothing better to offer. 
E)  avoids any comparison of his offer with that of his competitors. 
A)  creates very high expectations from his product or service in the prospect's mind. 
B)  allows equal speaking time for both the salesperson and the prospect. 
C)  provides adequate focus on all sides of the sales situation. 
D)  proves consistently that the competitor's products have nothing better to offer. 
E)  avoids any comparison of his offer with that of his competitors.

Question 18

What is the Four A (acknowledge,acquire,advise,and assure)selling process?

Accepted Answer

In the Four A (acknowledge,acquire,advis

Question 19

Which of the following pairs of individuals are most receptive to small talk?

Accepted Answer

A)  Amiables and expressives 
B)  Analyticals and drivers 
C)  Analyticals and amiables 
D)  Drivers and expressives 
E)  Amiables and drivers 
A)  Amiables and expressives 
B)  Analyticals and drivers 
C)  Analyticals and amiables 
D)  Drivers and expressives 
E)  Amiables and drivers

Question 20

Jordan,a senior salesperson for a steel firm,plans to get a huge investment from the owner of an automaker.He begins his sales presentation by saying to the owner,"Congratulations on being awarded the 'Innovative Automaker of the Year.' It is great to work with one of the pioneers of the automobile industry." Jordan is using the _____ opening in this scenario.

Accepted Answer

A)  introduction 
B)  curiosity 
C)  product 
D)  compliment 
E)  referral 
A)  introduction 
B)  curiosity 
C)  product 
D)  compliment 
E)  referral

If a prospect responds negatively to a need payoff question,then the salesperson should not probe further.

In the context of sales presentations,the process of asking questions to know the pulse of the situation throughout the sales presentation is known as:

Which of the following is the best example of a benefit opening?

If you want to be a successful salesperson,what should you do if you arrive for a sales appointment and your prospect asks you to wait thirty minutes before she can see you?

Ultimately,the goal of every salesperson should be to establish rapport with each customer.

A salesperson for refrigerant leak monitors began her presentation to the Kroger buying agent as follows: "Our system will prevent your employees from being exposed to dangerous CFC emissions." At that point in her sales presentation,she was describing a(n):

The SPIN (situation questions,problem questions,implication questions,need payoff questions)technique is difficult to use when a seller is discussing only an opportunity and not real problems.

The goal of implication questions under the SPIN (situation questions,problem questions,implication questions,need payoff questions)technique is to:

A salesperson opens his sales presentation with a prospect by talking about another customer who recommended the prospect to him.In this example,what opening does the salesperson employ?

"Ms.Hallgren,thank you for seeing me today.My name is Daniel Mundt,and I'm with ServiceMaster." In the context of a sales presentation,this is an example of a(n)_____ opening.

Why do salespeople use open questions?

To establish credibility early in the sales call,a salesperson should clearly delineate the amount of time he or she will need and complete the presentation within the stated time frame.

Phoebe,a sales representative,is so excited during her sales presentation that she does not hear the customer's question correctly.She gives a brief,inappropriate answer,and continues with her presentation.Phoebe's behavior in this scenario reflects the operation of _____.

Which of the following is a desirable course of action when a salesperson finds out that a buyer will not be able to meet him or her at the appointed time?

When a salesperson looks at a prospect's office wall hangings,photographs,and library collection for cues on how to initiate small talk,what is he engaging in?

A balanced presentation occurs when a salesperson:

What is the Four A (acknowledge,acquire,advise,and assure)selling process?

Which of the following pairs of individuals are most receptive to small talk?

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters

Exam 8: Making the Sales Call

If a prospect responds negatively to a need payoff question,then the salesperson should not probe further.

In the context of sales presentations,the process of asking questions to know the pulse of the situation throughout the sales presentation is known as:

Which of the following is the best example of a benefit opening?

If you want to be a successful salesperson,what should you do if you arrive for a sales appointment and your prospect asks you to wait thirty minutes before she can see you?

Ultimately,the goal of every salesperson should be to establish rapport with each customer.

A salesperson for refrigerant leak monitors began her presentation to the Kroger buying agent as follows: "Our system will prevent your employees from being exposed to dangerous CFC emissions." At that point in her sales presentation,she was describing a(n):

The SPIN (situation questions,problem questions,implication questions,need payoff questions)technique is difficult to use when a seller is discussing only an opportunity and not real problems.

The goal of implication questions under the SPIN (situation questions,problem questions,implication questions,need payoff questions)technique is to:

A salesperson opens his sales presentation with a prospect by talking about another customer who recommended the prospect to him.In this example,what opening does the salesperson employ?

"Ms.Hallgren,thank you for seeing me today.My name is Daniel Mundt,and I'm with ServiceMaster." In the context of a sales presentation,this is an example of a(n)_____ opening.

Why do salespeople use open questions?

To establish credibility early in the sales call,a salesperson should clearly delineate the amount of time he or she will need and complete the presentation within the stated time frame.

Phoebe,a sales representative,is so excited during her sales presentation that she does not hear the customer's question correctly.She gives a brief,inappropriate answer,and continues with her presentation.Phoebe's behavior in this scenario reflects the operation of _____.

Which of the following is a desirable course of action when a salesperson finds out that a buyer will not be able to meet him or her at the appointed time?

When a salesperson looks at a prospect's office wall hangings,photographs,and library collection for cues on how to initiate small talk,what is he engaging in?

A balanced presentation occurs when a salesperson:

What is the Four A (acknowledge,acquire,advise,and assure)selling process?

Which of the following pairs of individuals are most receptive to small talk?

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters