Multiple Choice
Identify the choice that
best completes the statement or answers the question.
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1.
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What is the proper way to ask a
receptionist to connect you with a prospect on the phone?
a. | “Hello. This is James calling
for Mr.Brown.” | b. | “Good morning. may I speak with Mr.
Olson?” | c. | “Good afternoon. This is Dan Thomas calling for Mike
Smith.” | d. | “Hello. Is Mrs. Davis in?” | e. | none are the correct
answer |
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2.
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Sometimes as an incentive to
customers to buy, a percentage is subtracted from the total price of the items purchased. This is
called a:
a. | Lead in | c. | Loss leader | b. | Close out | d. | Discount |
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3.
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When answering the phone you
might use phrases such as “How may I help you?” or “Thanks for calling.”
These are called _______________ phrases.
a. | Greeting | b. | Obligatory | c. | Friendly | d. | Condolence |
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4.
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Which of the following
statements would be most appropriate to open the presentation stage of a sales
opportunity?
a. | “I think that model is too
expensive for you | b. | “How long have you been considering buying one of
those?” | c. | “This isn’t the best season to buy one of those, but it is a high
quality item.” | d. | Don’t say anything, let the customer come to
you. | e. | none are the correct answer |
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5.
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Which of the following is a
true statement about successful salespeople?
a. | They need to be an
extrovert. | b. | They could be a quiet person. | c. | They need to be harsh rather than
thoughtful. | d. | They need to feel superior to the customers. | e. | none are the correct
answer |
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6.
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Approaching a customer and
saying “Good evening,can I help you with something?” is an example of which type of sales
approach?
a. | The friendly
greeting | c. | The informal
approach | b. | The merchandise approach | d. | The direct approach |
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7.
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A product that you can
see,feel,smell,or touch is known as a:
a. | Sensible
product | c. | Available
product | b. | Tangible product | d. | Practical product |
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8.
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A skilled salesperson
concentrates on performing three tasks. Which is not one of these tasks?
a. | Selling a product with high
value | b. | Providing product options to fill customers
needs | c. | Helping the customer to make a good decision | d. | Determining a customer’s
needs |
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9.
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Which is the most accurate
statement regarding openings for sales people in agricultural sales each year?
a. | There are more candidates than there
are positions to be filled | b. | There are an equal number of candidates and
positions | c. | There is a shortage of qualified applicants for the positions
| d. | Agricultural sales people are poorly
trained |
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10.
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There are a number of
recognized methods of making a sales approach. Which of the following in not one of
them?
a. | Friendly greeting
approach | c. | Merchandise
approach | b. | Good old boy approach | d. | Direct approach |
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11.
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To learn about your competition
you should conduct a competitor research project. Which of these is not a sound method of getting
information?
a. | Study sales
literature | b. | Talk to customers who have used competitive
products | c. | Watch competitors television advertisements | d. | Do your own comparison
shopping |
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12.
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Customers must make five buying
decisions before making the commitment to purchase. Which of these is not one of those
decisions?
a. | Salesperson | b. | Price | c. | Product | d. | Need |
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13.
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Products which cannot be seen,
touched,or smelled but that still have value are known as __________ products.
a. | Invisible | b. | Unavailable | c. | Intangible | d. | Phantom |
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14.
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What do most buyers expect at
the conclusion of your sales presentation?
a. | To be allowed to think about the
product overnight | b. | To be asked to take action on your
presentation | c. | For you to walk away while they continue to
shop | d. | For you to try to make the sale to their
spouse | e. | none are the correct answer |
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15.
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What is the first step in the
closing pyramid?
a. | Ask trial closing
questions | b. | Probe for problems,opportunities and needs | c. | Ask for the sale | d. | Build rapport and trust | e. | none are the correct
answer |
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16.
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What is the last step,and a
natural conclusion,of the closing pyramid?
a. | Demonstrate your
product | d. | Build rapport and
trust | b. | Ask trial closing questions | e. | None are the correct answer | c. | Ask for the
sale |
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17.
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Which step comes earliest in
the closing pyramid?
a. | Capture your prospect’s
attention | d. | Demonstrate your
product | b. | Ask for the sale | e. | None are the correct answers | c. | Probe for needs and
problems |
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18.
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Which of the following is true
about closing?
a. | It takes a special person to do it
correctly | b. | It is a necessary part of the selling
process | c. | It is very difficult to do | d. | It is a stand alone
technique | e. | None are the correct answer |
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19.
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To consistently close sales,the
most important skill you will need is:
a. | Product
knowledge | d. | Technical
ability | b. | presentation skills | e. | None are the correct answer | c. | Ability to understand
people |
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20.
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The number one principle of
closing is that people buy from:
a. | People they
trust | d. | The store with the longest
hours | b. | The seller with the cheapest product | e. | None are the correct answer | c. | The most convenient
store |
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21.
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Successful salespeople
generally have attributes in four main areas. Which of the following includes these
four?
a. | Commitment,a healthy ego,effective
listening skills and humor and perspective | b. | Loyalty,persistence,good looks and drive
| c. | Ambition,dominating personality,high
level of education and good speaking skills | d. | Upbeat attitude,generosity,sense of tradition and
loyalty | e. | None are the correct answer |
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22.
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A salesperson is always looking
for potential clients with the need,desire and resources to buy their product or service. These
potential clients are called:
a. | Suspects | d. | Big spenders | b. | Targets | e. | None are the correct answer | c. | Prospects |
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23.
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You are always looking for new
customers. When someone you know suggests your company to someone they know,they are giving
you:
a. | Hints | d. | A compliment | b. | A referral | e. | None are the correct answer | c. | A
recommendation |
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24.
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Before making a cold call to a
prospect,it is crucial that you have a clear:
a. | Line | d. | Head | b. | Objective | e. | None are the correct answer | c. | Desk |
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25.
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A businessman asks one of his
customers the following question “Who do you know who could benefit from our product?”
This businessman is asking for:
a. | Suspects | d. | Referrals | b. | Sources | e. | None are the correct answer | c. | Friends |
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26.
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When calling someone to qualify
them or to make an appointment,you sometimes have to go through their secretary,an assistant or a
receptionist. These people are known as:
a. | Schedulers | d. | Screeners | b. | Trouble | e. | None are the correct answer | c. | Gatekeepers |
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27.
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One way of finding prospective
customers is to call people and inquire if they would be interested in hearing about your about your
product. This type of prospecting is called:
a. | Cold
calling | d. | Low risk
sales | b. | Phone banking | e. | None are the correct answer | c. | Electronic
prospecting |
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28.
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The stage in the
customer’s buying process when the customer decides to buy the product or service is
called:
a. | Choice | c. | Demonstration | b. | Action | d. | Pre purchase |
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29.
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The first step of the sale,in
which,the salesperson directs the customer’s attention to the product or service is
called:
a. | Approach | b. | Direction | c. | Focus | d. | Observation |
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30.
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A statement by someone who has
used the product or service and found it satisfactory is called a:
a. | Support
statement | c. | Advertisement | b. | Paid endorsement | d. | Testimonial |
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31.
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Ask-your-customer-to-buy is one
method of:
a. | Insulting the
customer | c. | Closing the
sale | b. | rushing things along | d. | Greeting a customer |
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32.
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Reasons a customer is
influenced to select a specific product or service are called buying
_______________.
a. | Motives | b. | Options | c. | Strategies | d. | Excuses |
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33.
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Something that is not essential
to the customer,but is desired is called a:
a. | Wish | b. | Dream | c. | Want | d. | Requirement |
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34.
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There are times when it is
acceptable to address a customer by their first name. All but one of the following are conditions
which may allow you to use the persons first name. Which of the following is not a condition that
gives you that privilege?
a. | You have established a good rapport
over a period of time | b. | You know the caller and know that the person is comfortable with a first-name
basis | c. | You have built your social status and are an equal with
everyone | d. | you have been called by your first name by this
person |
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35.
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Which of the following is not a
true statement regarding handling the telephone?
a. | Hold the transmitter portion of the
phone directly in front of your mouth | b. | Avoid side conversations while a customer is a chance to learn new phone
features | c. | Every conversation with a customer is a chance to learn new phone
features | d. | Place a caller on hold before discussing their situation with a
co-worker |
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36.
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Which of the following is not a
true statement regarding handling the telephone?
a. | You must remember the priority of
each call if several are on hold | b. | Answer in as few rings as possible,a maximum of three is
standard | c. | Place the phone so the receiver can be picked up without banging into
anything | d. | Don’t give a caller a chance to say no before you place them on
hold |
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37.
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The voice you project is
determined by four factors. Which of the following is not one of those factors?
a. | Dictation | c. | Pitch | b. | Energy | d. | Rate of
speech |
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38.
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Which of the following is not
one of the basic rules for answering the telephone?
a. | Be enthusiastic when you
answer | b. | Take care of all in store customers before answering the
phone | c. | Use friendly phrases as part of your
greeting | d. | Remember to smile as you pick up the
receiver |
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39.
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If you want to sound friendlier
when you answer the phone,you should:
a. | Speak slower than
normal | b. | Smile as you answer a call | c. | Take an extemporaneous speech
class | d. | Breath slowly |
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40.
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Which of the following is a
trait of a successful salesperson?
a. | Listen to their
prospects | b. | manage their time and set priorities | c. | Consider themselves problem
solvers | d. | All are the correct answer | e. | None are the correct
answer |
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41.
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Some say that selling is
nothing more than:
a. | Convincing people to buy what they
don’t want | b. | Tricking people into spending their money | c. | Effective communication | d. | Getting your product in front of enough
people | e. | None are the correct answer |
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42.
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In order to make sales you must
be able to find customers. This process is known as:
a. | Prospecting | d. | Digging | b. | Cultivating | e. | None are the correct answer | c. | Merchandising |
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43.
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The process of determining if a
person is someone who needs,wants and can afford what you are selling is called:
a. | Screening | d. | Justifying | b. | Qualifying | e. | None are the correct answer | c. | Certifying |
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44.
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When you are qualifying a
customer,you must be certain _________ what you are selling
a. | They
love | d. | They will tell others
about | b. | They don’t know much about | e. | None are the correct answer | c. | They need and can
afford |
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45.
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When attempting to schedule an
appointment with a potential customer you must:
a. | Tell them the benefits they will
receive from the product | b. | Get in the door,do whatever it takes | c. | Have the best price in
town | d. | Be able to sweet talk whoever makes the appointment
schedule | e. | None are the correct answer |
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46.
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When you schedule an
appointment to meet a prospective customer,the time set should be:
a. | Convenient for
you | d. | As soon as
possible | b. | Convenient for the customer | e. | None are the correct answer | c. | Mutually
convenient |
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47.
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Which of the following is a
trait of unsuccessful salesperson?
a. | Know all the products they
sell | b. | Do all the talking | c. | Maintain a positive
attitude | d. | Are proud to be involved in selling | e. | None are the correct
answer |
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48.
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Which of the following people
are,to some degree,in the selling process?
a. | Supermarket
checkers | d. | All are the
correct answer | b. | Bank tellers | e. | None are the correct answer | c. | Food servers |
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49.
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Improving your selling
techniques can improve you personally. Which of the following statements is
false?
a. | Attitude is more important in
selling positions than many other jobs | b. | Selling is less demanding than other jobs | c. | Good sellers can often improve their financial
situation | d. | Learning to sell will help you in the future
jobs | e. | None are the correct answer |
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50.
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Which of the following
statements indicates a person who is not cut out for sales?
a. | Even on bad days,I can still be
positive | b. | Approaching strangers is interesting | c. | If customers turn me down,I will be disappointed and
become negative | d. | I can approach any customer,young or old,rich or
poor | e. | None are the correct answer |
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