Salesmanship Test 2 Part 1

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Sales intelligence is necessary when the sale is:

		personal and emotional
		business-related and rational
		complex with a long closing cycle
		online and international

 

Buyer resolution theory questions include all of the following except:

		Where should I buy?
		When should I buy?
		How should I buy?
		What should I buy?

 

With regards to sales, one influencing factor in the product life cycle is:

		product features
		competitive activity
		product cost
		target market

 

The main purpose of a salesperson is:

		to create products
		to create customers
		to create markets
		to create sales

 

Which statement is true?

		Telesales are the same thing as telemarketing.
		Telesales can be like traditional sales.
		Telesales are used primarily for difficult customers.
		Telesales are used only when sales budgets are low.

 

A statement is only a benefit when:

		it meets a customer need
		it is included in the sales presentation
		it is true
		it matches a feature

 

Losing prospects is a common problem for salespeople. Which of the following reasons is not a typical one for losing prospects?

		customer moves
		business fails
		one time need
		salesperson is unavailable

 

The goal of the salesperson is to establish:

		the one time sale
		long term customer relationships
		sales quotas that can be easily met
		a small but reliable base of good customers

 

Buyer behavior describes:

		how people buy
		when people buy
		why people buy
		what people buy

 

A “summer special price” on grass seed would be considered a:

		transactional discount
		promotional discount
		seasonal discount
		volume discount

 

In the total product concept, which item is at the center of the model?

		customer
		company
		salesperson
		product

 

The greatest challenge salespeople have today is:

		to improve responsiveness to customers
		to improve products for customers
		to improve sales promotion techniques
		to improve communication skills

 

The primary goal of prospecting is to:

		complete the selling cycle
		learn what competitors are offering
		determine the most profitable markets
		build a base of current and potential customers

 

The golden rule of selling says to:

		treat the customer as you would like to be treated
		treat each customer like a family member
		the customer is always right
		put the customer’s needs before your own

 

 

One key rule for sales people is to remember that:

		contact the gatekeeper last during a sales call
		the gatekeeper and decision maker are the same
		treat the gatekeeper with respect
		do not rely on the gatekeeper for information

 

Which phase comes last in the typical buying process?

		evaluation of solutions
		resolution of problem
		implementation
		follow-up

 

Which question is not used when qualifying a prospect?

		Does the prospect need the product?
		Does the prospect have the authority to buy?
		Does the prospect have the financial resources to buy?
		Has the prospect purchased the product before?

 

Creating value for customers often requires:

		hiring the best sales force
		offering the lowest prices
		leveraging the full assets of the company
		using the latest technology in the product

 

Which of the following is part of quantifying the solution?

		spreadsheet analysis
		lifelong customer savings
		return on investment
		calculating the value added

 

The best product selling strategy for mature products would be to:

		provide excellent customer service
		establish new standards
		create new markets
		lower the product price