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SALES PRINCIPLES
Unit 3 Quiz
| Question | Answer |
|---|---|
| Melissa sells ins. She goes out looking for vans & people unloading. She writes down the addresses of who seem to be moving. She calls the list she has gathered & asks if they are interested in insurance. She's is using the _______ method of prospecting. | Observation |
| Evans and Heldris will participate in a trade show targeted at small businesses next April. What can they do to increase the probability that they will get business from their appearance at the trade show? | Set up their display to maximize its visibility |
| Which of the following statements holds true of e-mail marketing? | |
| When using the telephone to arrange an appointment for a face-to-face meeting, which of the following is usually the best way to ask? | |
| Kenton is a busy insurance salesperson, yet twice a month he writes a column for the local newspaper in which he addresses issues concerning financial security. The most logical reason for such activity is to: | |
| After the presentation, the next step in the selling process is: | |
| In which of the prospect's mental steps would interruptions be most difficult for a salesperson to overcome? | |
| A(n) _______ is a formal relationship between a salesperson and a customer for the purpose of pursuing mutual goals. | |
| In order to become a creative problem solver, the salesperson must invest a significant amount of effort into delving into the buyer’s true needs, interpreting the needs and _______? | |
| Which term refers to programs, goals, and problems of great importance to customers? | |
| Which of the following is the most likely reason that salespeople plan their sales calls? | |
| Arminda sells furniture. She invites the owner of Stanley Furniture outside to watch a demonstration. She pours a five-gallon bucket of water on a chair, chats for 10 min. & then sits to show how water-resistant it is. The customer says, "I've got to have | |
| The salesperson is using a needs-satisfaction sales presentation. In the _______ phase, the salesperson will show how the product being sold will satisfy mutual needs. | |
| Robert, a sales representative for JBR International, is giving a group sales presentation. Which of the following would be LEAST effective for Robert to do at the beginning of the presentation? | |
| Stage Technologies is a London-based company that supplies engineering solutions for the entertainment industry. It has helped the boy-band Westlife make a flying entrance onto stage and provided stage-rigging packages for Princess Cruise's vessels. The c | |
| In the formula selling method, customer talking time peaks during: | |
| Why is it best to exclude price from a proposal document created for a group presentation? | |
| Arlene, a new cosmetics salesperson, is planning to go door-to-door in a neighborhood in which she has never conducted business. Which sales presentation method would most likely be appropriate for Arlene? | |
| Which type of sales presentation method is best when a salesperson has sold products to a prospect in the past? | |
| With the _______ sales technique, the salesperson monopolizes the conversation and often talks about benefits which are of no use to the prospect. This sales presentation method is often perceived as a high-pressure sales presentation method. |
Created by:
SBright
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