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Answer Selected Answer:need-satisfaction· Question 44 1.54 out of 1.54 pointsAfter dealing with a prospect's objection, the very next thing the professional salesperson should do is to:Answer
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 pointsThe formula sales presentation is most closely associated with:Answer Selected Answer:the AIDA procedure· Question 47 1.54 out of 1.54 pointsTo 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 pointsWhat is the first step in learning how to overcome call reluctance?Answer Selected Answer:to admit to having a problem with call reluctance
· Question 49 1.54 out of 1.54 pointsSales objections should be welcomed.Answer Selected Answer: True· Question 50 1.54 out of 1.54 pointsWhich 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 pointsA 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
1.54 out of 1.54 pointsThe 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 pointsWhen the salesperson asks, “Do you really need a CD player that will hold 300 CDs?” he wasmost likely using a(n):Answer Selected Answer:countersuggestion· Question 55 1.54 out of 1.54 pointsAccording 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
1.54 out of 1.54 pointsWhich 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 pointsA 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 pointsThe best possible sales call objective is “to get an order” because it reflects the salesperson’s self-confidence.