Answer Selected Answer need satisfaction out of 154 points

Answer selected answer need satisfaction out of 154

This preview shows page 11 - 16 out of 17 pages.

Answer Selected Answer: need-satisfaction · Question 44 1.54 out of 1.54 points After dealing with a prospect's objection, the very next thing the professional salesperson should do is to: Answer
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Selected Answer: use a trial close · Question 45 1.54 out of 1.54 points "Shouldn't you go ahead and buy now before the price increases next month?" is an example of a(n): Answer Selected Answer: suggestive proposition · Question 46 1.54 out of 1.54 points The formula sales presentation is most closely associated with: Answer Selected Answer: the AIDA procedure · Question 47 1.54 out of 1.54 points To build a caring relationship with a customer, a salesperson should first: Answer Selected Answer: analyze the customer’s needs · Question 48 1.54 out of 1.54 points What is the first step in learning how to overcome call reluctance? Answer Selected Answer: to admit to having a problem with call reluctance
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· Question 49 1.54 out of 1.54 points Sales objections should be welcomed. Answer Selected Answer: True · Question 50 1.54 out of 1.54 points Which of the following types of opening statements is the most common and least powerful way to begin a sales presentation? Answer Selected Answer: "Hello, my name is Sashmi Patel." · Question 51 1.54 out of 1.54 points A business proposition for a reseller can contain: Answer Selected Answer: all of the above · Question 52 1.54 out of 1.54 points "Just picture how much your daughter will appreciate your buying her this new convertible," is an example of a(n): Answer Selected Answer: autosuggestion · Question 53
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1.54 out of 1.54 points The greatest asset a salesperson who wants to be a strong negotiator can have in entering a negotiation is: Answer Selected Answer: preparation · Question 54 1.54 out of 1.54 points When the salesperson asks, “Do you really need a CD player that will hold 300 CDs?” he was most likely using a(n): Answer Selected Answer: countersuggestion · Question 55 1.54 out of 1.54 points According to the text, the two reasons why a salesperson must constantly look for new prospects are to replace customers lost over time and to: Answer Selected Answer: increase sales · Question 56 1.54 out of 1.54 points "The copier we have still makes great copies," says your prospect. Which major category of objection are you experiencing? Answer Selected Answer: product · Question 57
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1.54 out of 1.54 points Which of the following rules is listed as one of the text's twelve keys to successful closing? Answer Selected Answer: Summarize benefits as related to the buyer's needs. · Question 58 0 out of 1.54 points A salesperson using the product approach would hand his or her product to the prospect and ask, “What do you think of that?” Answer Selected Answer: True · Question 59 1.54 out of 1.54 points "I suggest you buy the model 1000 copier," is an example of a(n): Answer Selected Answer: direct suggestion · Question 60 0 out of 1.54 points The best possible sales call objective is “to get an order” because it reflects the salesperson’s self-confidence.
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