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1 | |
One way a salesperson can cope with the stress of making a sales presentation to a new customer is by avoiding cognitive dissonance. |
| | A) | True |
| | B) | False |
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2 | |
Most sales calls do not involve "small talk" to aid in building rapport between the salesperson and the prospect. |
| | A) | True |
| | B) | False |
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3 | |
Professional salespeople avoid the preemptive approach. |
| | A) | True |
| | B) | False |
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4 | |
The shock approach uses a question designed to make people think seriously about a subject related to the salesperson's product. |
| | A) | True |
| | B) | False |
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5 | |
When a salesperson uses questions in his sales presentation, he should only ask questions that he can anticipate the answer to. |
| | A) | True |
| | B) | False |
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6 | |
A salesperson should be wary of changing any part of her sales presentation to meet the particular characteristics of a specific selling situation. |
| | A) | True |
| | B) | False |
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7 | |
According to the Tree of Business Life, you the salesperson during your approach should: |
| | A) | demonstrate how you can help the prospect even if it means not making a sale. |
| | B) | make it clear to the prospect that they are there to benefit yourself. |
| | C) | eliminate all distractions. |
| | D) | determine what the prospect wants to hear. |
| | E) | do all of the above. |
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8 | |
Successful salespeople have learned a relaxation and concentration technique called ______, which allows them to cope with stress. |
| | A) | stress-relief exercising |
| | B) | creative imagery |
| | C) | anxiety transference |
| | D) | success imaging |
| | E) | positive emoting |
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9 | |
The following is the third step in the selling process: |
| | A) | presentation. |
| | B) | trial close. |
| | C) | prospecting. |
| | D) | approach. |
| | E) | none of the above. |
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10 | |
Which of the following is a recommended guideline for how a salesperson should act in order to make a favorable first impression on a prospective buyer? |
| | A) | Refrain from smoking, eating, or drinking in the prospect's office. |
| | B) | Learn how to pronounce the prospect's name. |
| | C) | Keep an erect posture, but if possible, sit down. |
| | D) | Avoid eye contact during the early part of the presentation to allow the prospect to examine your appearance. |
| | E) | A, B and C |
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11 | |
Which of the following statements about approach techniques and presentation methods is true? |
| | A) | The benefit technique is recommended for the formula sales presentation method. |
| | B) | The need-satisfaction and problem-solution sales presentation methods should always use the questions approach technique. |
| | C) | The approach technique should be chosen before the sales presentation method. |
| | D) | The statement approach technique is effective with any sales presentation method. |
| | E) | The showmanship technique is most effective with prospects that you are calling on for the first time. |
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12 | |
The objective of the questions approach technique is to: |
| | A) | provide a transition into the sales presentation |
| | B) | capture the attention of the prospect |
| | C) | uncover the needs or problems of the prospect |
| | D) | stimulate the prospect's interest |
| | E) | do all of the above |
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13 | |
The beauty aids salesperson walked into her prospect's office carrying a single rose. As she neared the customer, she pulled a petal off the rose and handed it to the prospect. "Here," she said, "Wouldn't your customers like their skin to feel as soft as this rose petal?" What kind of approach was the beauty aids salesperson using? |
| | A) | showmanship |
| | B) | complimentary |
| | C) | curiosity |
| | D) | SPIN |
| | E) | product |
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14 | |
As the Stihl salesperson walked into the prospect's office, she said, "Do you know why the Andreas Stihl Company is the number one chain saw manufacturer in the United States?" What kind of approach was the Stihl salesperson using? |
| | A) | demonstration |
| | B) | SPIN |
| | C) | product |
| | D) | curiosity |
| | E) | shock |
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15 | |
Curtiss is a new salesperson for Naltex Plastics, a company that makes plastic net wrappings used for containing meat and produce. When he walked into the supermarket manager's office in early October, he asked, "Since I haven't much experience in this business, do you know what size turkey the average household serves at Thanksgiving?" Curtiss was using the _____ approach. |
| | A) | product |
| | B) | opinion |
| | C) | SPIN |
| | D) | complimentary |
| | E) | showmanship |
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