question

An important aspect in calling a prospect for the first time is grabbing the clients curiosity regarding the benefits of your product or service. true or false?

answer

True

question

the primary goal of any salesperson is getting a third party introduction to a prospect. true or false?

answer

False, Direct contact with the decision maker

question

Which of the following is a consideration in making a good first impression? a, body language b, a warm smile c, the way you dress d, all of the above

answer

d

question

the receptionist or assistant of a decision maker is not a important consideration in approaching the customer. true or false?

answer

False

question

a motivator that can help salespeople move forward in their career is? a, fear of rejection b, a pat on the back c, resistance to change d, the inability to overcome self-doubt

answer

b

question

building rapport before you open your sales presentation is important for any salesperson/client relationship. true or false?

answer

true

question

Attention-getters refer to both verbal and nonverbal messages. true or false?

answer

True

question

Which of the following is not one of the 10 biggest sales mistakes? a, letting yourself slump b, lack of sincerity c, using words that kill sales d, buying great gifts

answer

d

question

the importance of a sales presentation is that it gives a salesperson the opportunity to prove the benefits of a product to a prospect. true or false?

answer

True

question

Preparing a great speech for your presentation is the most important consideration in a successful sales presentation. True or false?

answer

False, benefits of product or service

question

which of the following is not a clue to finding the power players in an audience during a sales presentation? a, listening to the person directing your conversation b, the seating arrangment c, watching how the audience members behave towards eachother d, assuming that your source for arranging the presentation is the power player

answer

d

question

the average attention span is a, 5 minutes b, 7 minutes c, 15 minutes d, 17 minutes

answer

d

question

you should never allow a break in your presentation, otherwise, you lose the prospect focus. true or false?

answer

False

question

customizing your presentation means completely revamping your materials. true or false?

answer

False

question

a selling vocabulary is a list of words specific to your product or service. true or false?

answer

True

question

in order to impress your prospects, you should show your knowledge and expertise by using complex details and complicated messages. true or false?

answer

False

question

part of establishing trust with a prospect is speaking at a rate similar to the customers. true or false?

answer

true

question

Most experts recommend a presentation structure known as the a, trust presentation b, specifications presentation c, solutions presentation d, precise presentation

answer

c

question

the development of a precise statement of a prospect requirements and tolerance is known as a, a written sales proposal b, the product specifications c, a tangible solution d, the product statement

answer

b

question

the star of a presentation is a, you b, your company c, your product d, the power player

answer

c

question

visual aids and demonstrations are useful in evoking all of a prospects sense. true and false?

answer

true

question

customer concerns signal that a prospect is a, not interested in your product or service b, testing your sales ability c, uncomfortable with the sales process d, interested in only being a pest

answer

b

question

research indicates that successful interactions have much fewer objections than failed ones. true or false?

answer

true

question

the most difficult people to persuade are those who have no objections and raise no questions. true or false?

answer

true

question

customer concerns are generated by fear. true and false?

answer

true

question

Salespeople inspire fear. true or false?

answer

true

question

the messages your brain transmits, indicating your moves in a selling situation, are referred to as a, selling skills b, selling statements c, selling brainwaves d, selling instincts

answer

d

question

the acronym LSCPA stands for listen, sell, clarify, problem-solve, and ask for action. true or false

answer

False, Listen, share, clarify, problem-solve, and ask for action

question

an important aspect in the problem-solving step in LSCPA is to get the prospect involved in solving any objections. true or false?

answer

true

question

a common problem among salespeople is that they neglect to ask a prospect for an order. true or false?

answer

true, because they're fearful

question

sales people should learn one or two closing techniques. true or false?

answer

false, customize each technique

question

trial closes are used to discover whether the customer is leaning toward a buying decision. true or false?

answer

true

question

the result of the technique in which a prospect lists positive and negatives about a buying decision is that the prospect a, makes the deal b, voices an objection c, stalls d, does any of the above

answer

d

question

using a series of questions used to narrow the choice for a prospect is called a, a basic oral close b, a summary close c, an alternative close d, sharp angling

answer

c

question

every happy client is a potential higher authority. true or false?

answer

true

question

a closing technique in which the salesperson asks the prospect to imagine the financial appreciation of an item in the future is called a, business-productivity close b, law of 10 close c, best things in life close d, take it away close

answer

b

question

professional salespeople should stop the selling process after hearing the customer express a desire to think about the decision. true or false?

answer

False

question

a salespersons responsibility to a customer is finished when the purchase is finalized. true or false?

answer

false

question

which of the following has been ranked highest in terms of contribution to growth and profits a, product improvement or extensions b, development of entirely new product lines c, quality of service to the customer d, advertising and sales promotion

answer

c

question

vendor analysis focuses on the relative cost of providing necessary function or service at the desired time and place with the necessary quality. true or false?

answer

False, value analysis

question

which of the following is a pressing customer concern about service and follow-up a, spending minimal time on hold in order to speak to a real person b, being kept informed of ways to keep costs down and productivity up c, being informed promptly of potential challenges and getting any problems resolved quickly. d, all of the above

answer

d

question

cross-selling refers to selling bigger products or enhanced services to an account, which typically results in higher margins and greater dollar commitments. true or false?

answer

false, upselling

question

an important aspect of follow-up is to make your conversation or correspondence as interesting as possible. true or false?

answer

true

question

you should never send a thank you note to someone who buys from your competition. true or false?

answer

false

question

the heart of the CRM process is a, service b, information c, currency d, sales

answer

b

question

studies show that selling to qualified referrals has a closing rate of a, 80% b, 70% c, 60% d, 50%

answer

c, 60%

question

time management and territory management rely heavily on your own self-discipline. true or false?

answer

true

question

which is not a step in the BSM model? a, goal setting b, rewards c, rehearsals d, managing time

answer

d

question

an important tip for time management is to review and update your to-do list every month, every week, and every day. true or false?

answer

true

question

as a salesperson, your most valuable resources is your territory. true or false?

answer

false

question

a time trap is an unproductive activity that you should avoid. true or false?

answer

true

question

how much of a salespersons time do administrative tasks usually consume a, 6% b, 16% c, 26% d, 36%

answer

b, 16%

question

time wasters include a, some phone calls b, some meetings c, some administrative wok d, all of the above

answer

d

question

in planning how to manage your time, you need to consider a, immediate activities b, secondary activities c, relatively unimportant activites d, all of the above

answer

d

question

a salesperson is always responsible for territory and sales route design. true or false?

answer

false, company or sales manager

question

properly aligned territories improve morale among the sales forces. true or false?

answer

true

question

a salesperson should always follow a circular route in covering sales calls. true or false?

answer

true

question

a guide for sales which says that for every 10 qualified prospects, 3 will entertain a proposal, and 1 will become a customer

answer

10-3-1- rule

question

a series of steps involving monitoring, goal-setting, rehearsal, rewards, and self-contracting

answer

behavioral self-management (BSM)

question

Reports completed by salespeople that detail who the salesperson called on, at what stage the prospect is within the sales cycle, and what follow-up activities are needed.

answer

call reports

question

quantitative goals assigned to individual sales people for a specified period of time

answer

quotas

question

customers, often located in a specified geographic area, that are assigned to an individual sales person

answer

territory

question

a dilemma usually stated as a search for a route through a territory that allows a salesperson to visit each customer and return to the starting point with minimum expenditures of both time or money

answer

traveling salesperson problem

question

selling additional products an services to a customer

answer

cross-selling

question

a business strategy that involves a comprehensive set of processes and technologies for managing relationships with potential and current customers and business partners across marketing, sales, and services

answer

customer relationship management

question

one of the pillars of sales support, which may include responding in an empathetic manner to any problems that arise

answer

deal with dissatisfaction

question

one of the pillars of sales support, which illustrates that salespeople should always try to be available, to ensure that the quality of the offering is maintained, and to be a source of information, help and ideas

answer

enhance the relationship

question

all of the efforts involved in servicing a sale and building a lasting and growing relationship with a customer

answer

follow-up

question

one of the pillars of sales support, which involves offering support services, assisting with any personnel training, and reporting implementation and utilization progress

answer

manage the implementation

question

one of the pillars of sales support, which means reducing any anxiety that mat arise with the purchasing decision

answer

Support the buying decision

question

selling bigger products or enhanced services to a customer, which typically results in higher margin and greater dollar commitments.

answer

up-selling

question

a detailed analysis of a product

answer

value analysis

question

an analysis of a vendor that looks a such items as delivery reliability, product quality, price, service, and technical competence

answer

vendor analysis

question

a closing technique in which the salesperson poses a series of questions designed to narrow the choice for a final selection

answer

alternative choice

question

a closing technique involving a simple statement that directly asks for the order

answer

basic oral close

question

a closing method in which the salesperson fills out an order form after determining preferences with a client. the sales person asks the client to check out the details and sign the form

answer

basic written close

question

a closing technique that emphasizes the enjoyment of a products benefits

answer

best things in life close

question

a closing technique that emphasizes the benefits of a product for a companys employees

answer

business-productivity close

question

a closing technique that relieves remorse after a purchase

answer

buyer-remorse close

question

the stage of selling when a salesperson asks for a commitment from the customer

answer

closing

question

an intentional error a salesperson makes to test how serious the prospects is about going ahead with the sale

answer

erroneous conclusion

question

a closing technique in which you use the example of a higher authority who is respected by the client as one of your satisfied clients

answer

higher authority close

question

a closing technique that allows a prospect to flex any budget constraints and disallow the easy dismissal of a salesperson

answer

its not in the budget close

question

A closing technique that emphasizes a products increased value in 10 years

answer

law of 10 close

question

a closing technique that reopens that conversation between a salesperson and a prospects when the sales seems lost

answer

lost sale close

question

a closing technique that emphasizes a mothers saying "silence means consent" right?

answer

my dear old mother close

question

a closing technique that helps the salesperson move beyond the word "no"

answer

no close

question

a closing technique in which a salesperson responds to a prospects question with another, related question

answer

porcupine method

question

a question a prospect can answer without thinking

answer

reflex question

question

a closing technique in which the salesperson accepts a prospects challenge to provide exact specifications, with the understanding that the sale is made

answer

sharp angling

question

a closing technique in which the sales person provides a summary of the benefits accepted and combines it with an action plan that requires the customers commitment

answer

summary close

question

a closing technique in which the sales person asks questions whose answers serve as indicators of how close the client is to making a purchase decision

answer

trial closes

question

a closing technique for dealing with people who don't want to make a decision on ownership simply because they feel they can make the decision at any time

answer

take it away close

question

a closing technique that emphasizes that the prospects may regret not making the purchase

answer

wish-ida close

question

an acronym that describes the process for responding to customer concerns. stands for listen, share, clarify, problem-solve, and ask for action

answer

LSCPA

question

Messages your brain sends out, telling you whats right and whats not in a selling situation

answer

selling instincts

question

the process of giving a prospect the ownership of your idea, product, or service to help move that person closer to making a decision

answer

assumptive selling

question

a restatement of the major points during a presentation

answer

brief recap

question

words and phrases particular to a given field of work

answer

jargon

question

language or words, that most people understand

answer

lay language

question

terms such as initial investment, initial amount, monthly investment, and monthly amount

answer

money terms

question

a precise statement of the clients requirements and tolerances

answer

product specifications

question

A notice that a customer sends out to qualified suppliers, asking them to bid on a project with a certain set of specifications

answer

request for proposal (RFP)

question

a written offer by a seller to provide a product or service to a purchasing organization

answer

sales proposal

question

a list of powerful but easy to understand words and phrases that are specific to your product or service

answer

selling vocabulary

question

a sales presentation structure that is used to convince customers that the goods and services offered match their requirements and satisfy their needs

answer

solution presentation

question

a process in which a salesperson offers something that the prospect hasn't yet asked for or about

answer

suggestive selling

question

verbal and nonverbal messages that can project a positive or negative image

answer

attention-getters

question

factors that keep salespeople from advancing in their career

answer

de-motivators

question

factors that keep sales people moving forward in their careers

answer

motivators

question

a rapport building technique in which a question is asked, the answer is acknowledged, and another question is asked, based on the response

answer

piggybacking

question

a person who knows what each employee's area of responsibility is in order to direct calls properly

answer

receptionist

question

a corporate event market segment would not need one of the following for their meeting a, free wifi b, business center c, family activities d, restaurant and lounges

answer

c

question

the behind the scenes activity of learning all you can about a prospect is called a, pitching b, pre-qualification c, propensity d, partying

answer

b

question

the set of integrated decisions and actions a business undertakes to achieve its marketing objectives by addressing the value requirements of its customers a, marketing mix b, marketing strategy c, market segmentation d, marketing tactics

answer

b

question

the consumers perception of who you are and your company are a, brand relationships b, brand meaning c, brand responses d, brand identity

answer

d

question

individual preferences that spur a person to buy are referred to ask task motives. true or false?

answer

False, referred to ask Personal motives

question

which of the following is not a positive nonverbal gesture a, open-handed gestures b, smiling c, folded arms d, nodding

answer

c

question

which moral principle is guided by "when in rome, do as the romans do? a, relativism b, machiavellianism c, conventional morality d, idealism

answer

c

question

the ability to put the other person at ease in a potentially tense situation is referred to as a, relating problems b, relating aspects c, relating talents d, relating skills

answer

d

question

which of the following is not a "must need" for an event a, meeting space b, sleeping rooms c, restaurants d, spas

answer

d

question

which of the following is not an area that needs to be developed for a marketing strategy a, target marketing b, positioning c, advocating skills d, marketing segmentation

answer

c

question

an approach used for buyers who best respond to an investment of more time and resources in the buyer-seller relationship and discovery process a, need-satisfaction model b, standardized model c, problem solution model d, transactional model

answer

a

question

you should always talk about your product twice as much as listening to your clients needs. true or false?

answer

False

question

if you have a very good, repeat client, is it always ethical to provide gifts of any value. true or false?

answer

false

question

in addition to addressing the customers needs, advocating is an opportunity to show your knowledge and gain the customers respect. true or false?

answer

true

question

a type of buyer who likes to bargain and gain an advantage over the sales person a, evader b, complainer c, analyzer d, wheeler-dealer

answer

d

question

the actions initiated while interacting with decision makers, calling on such skills as relating the needs discovery. a, pre-interaction b, interaction c, post-interaction d, none of the above

answer

b

question

the sales strategy's first step, in which a salesperson finds the right potential buyer a, qualification b, addressing concerns c, prospecting d, presentation

answer

c

question

which of the following is not part of the NEADS formula for qualifying a, enjoy b, acceptance c, solutions d, decision

answer

b, now enjoy alter decision solution

question

software designed to ensure that every person from a suppliers organization who comes into contact with a customer has access to all the latest information on the customer is.. a, CMS (content management system) b, DMS (data management software) c, KRS (knowledge representation system) d, CRM (customer relationship management software

answer

d

question

a high investment approach to relationship building that focuses on problem-solving for the client a, transactional relationships b, consultative relationships

answer

b

question

the perception that the reward exceeds the costs associated with establishing and/or expanding a relationship a, value b, satisfaction c, committment d, trust

answer

a

question

the first step of the learning curve, where you arent aware of how much knowledge is needed, is a, unconscious competence b, conscious competence c, unconscious incompetence d, conscious incompetence

answer

c, UI, CI, CC, UC

question

In order to fully understand your product, customer and competition, you need to know about your industrys environment. true or false?

answer

true

question

the same basic presentation given to every customer is a, benefit presentation b, needs presentation c, task presentation d, canned presentation

answer

d

question

the most important necessity for communicating the benefits of your product or service is having a sincere belief in it. true or false?

answer

true

question

a professional salesperson is attending a tradeshow in orlando. he brings his family, and includes their costs since he/she is already there on business. is this ethical. yes or no?

answer

no

question

the consumers perception of your product, brand, company, and competition a, positioning b, brand identity c, marketing strategy d, target marketing

answer

a

question

the sales strategys seventh step, or a satisified customers recommendation of another prospect for the salesperson a, closing the sale b, presentation c, referral d, prospecting

answer

c

question

a type of buyer who fights change, is suspicious and questions everything a, complainers b, cynics c, power-seeker d, believer

answer

b

question

in forecasting for future business, i ask clients, past sales executives, bloggers for their subjective interpretations, i am using the following method a, quantitative method b, qualitative method

answer

b, quantitative-historical qualitative- subjective

question

marketing considerations regarding the blending of price, product, promotion, and channels a, marketing mix b, marketing strategy c, market segmentation d, marketing tactics

answer

a

question

benefitizing means translating features of a product into benefits believed to be of value to the sales person. true or false?

answer

false, it is to be of value to the customer

question

the logical, practical, or functional reasons for buying are referred to as a, personal motives b, task motives

answer

b

question

feng shui is an important consideration in dealing with a customer from china. true or false?

answer

true

question

which approach to sales is a salesperson contacting a prospect by phone a, personal selling b, telemarketing/inside sales c, phone sales d, phone marketing

answer

b

question

quantitative data is based on historical data. true or false?

answer

true

question

which part of the selling triangle does not belong? a, product knowledge b, marketing tactics c, selling tactics and strategies d, attitude and goal setting

answer

b

question

is it ethical to revise a DMC's proposal, and create it for your themed event. yes or no?

answer

no

question

the purpose of a success journal is to help you learn your strengths and adjust in order to overcome any weakness. true or false?

answer

true

question

the time needed to progress from being a complete beginner to an expert is referred to as the a, learning tree b, learning experience c, learning compendium d, learning curve

answer

d

question

which of the following is a jury of executive opinion technique a, utilizing executives to provide their subjective opinions b, utilizing judicial opinions c, utilizing event attendees to vote on their opinion d, utilizing a court of law to determine

answer

a

question

new sales people should devote 50% of their time to prospecting. true or false?

answer

false

question

which of the following term is one of the 10 characteristics of a professional salesperson in which the salesperson shows a sincere interest in the prospects needs creating trust and openness a, interest in others b, empathy c, positive attitude d, confidence

answer

b

question

the question "we should use this meeting space more often, dont you think" is what type of sales question a, checking questions b, tie-down questions c, permission questions d, fact finding questions

answer

b, statement and question to get an answer

question

the actions the require skills in planning for your sales call fall into the category known as a, order taking b, pre-interaction c, interaction d, post-interaction

answer

b

question

the fourth stage of the seven steps of sales strategy is when you show the benefits of your product or service to a prospect. this stage is called a, addressing concerns b, qualification c, closing the sale d, presentation

answer

d

question

what is the triangle illustration called a, sales report b, sales triangle c, sales funnel d, sales process

answer

c

question

Name the stages of the sales funnel (1-7)

answer

1. prospecting 2. original contact 3. qualification 4. presentation 5. addressing concerns 6. closing the sale 7. referral

question

where would you manage the sales funnel on a daily basis a, microsoft excel b, customer relationship management program (CRM) c, adobe program (PDF) d, customer profile program (CPP)

answer

b

Event Sales Final Exam – Flashcards

Unlock all answers in this set

Haven't found what you were looking for?

Search for samples, answers to your questions and flashcards