Multiple Choice
Identify the choice that
best completes the statement or answers the question.
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1.
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A feature-benefit sales
presentation is based on ___________? (Ditzenberger, p. 159)
a. | Customer credit
rating | d. | None of these are
correct | b. | High margin products | e. | All of these are correct | c. | Needs and wants of a
customer |
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2.
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Which of the following is the
most important skill when dealing face to face with a customer?
a. | Dress | d. | Previous purchase | b. | Listening skills | e. | All of these are correct | c. | Socio-economic
status |
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3.
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Determining customer’s
needs and wants is very important. Which of the following will help you determine them?
(Ditzenberger, p. 48)
a. | Analyze a customers responses and
comments | b. | Ask the customer questions | c. | Observe the customer’s
reaction | d. | None of these are correct | e. | All of these are
correct |
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4.
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Mr. Jones comes into your
greenhouse to purchase cut flowers for his wife. Using suggestive selling which of the following
products would you recommend? (Ditzenberger, p. 47)
a. | Peat
moss | d. | Plant
warmer | b. | Vase | e. | None of these are
correct | c. | Compost |
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5.
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Which of the following is a
product feature? (Ditzenberger, p. 161)
a. | 12 gallons per
minute | b. | excellent description | c. | hydrostatic transmission | d. | 12 gallons per minute and hydrostatic
transmission | e. | All of these are correct |
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6.
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While Mr. Jones is at your
greenhouse he stops and looks at the nicely landscaped entrance. What should you
do?
a. | Wait for Mr. Jones to come
in | b. | Go out and sell landscaping
services | c. | Go and ask Mr. Jones if he has found something of
interest | d. | None of these are correct | e. | All of these are
correct |
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7.
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Mr. Jones calls you to complain
that the tomato plants that he bought died even before he could even plant them. Which of the below
is your best response to him? (Morgan, p.27)
a. | You should have watered them
more | b. | You should have called me sooner for help | c. | You can bring them in and we will replace
them | d. | Ask him the purchase and planting date | e. | All of these are
correct |
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8.
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You work for XYZ nursery. You
receive a phone call for your manager. How do you most professionally say he is unavailable? (Finch,
p. 54)
a. | I’m sorry he is at
lunch | b. | He went home early | c. | He is not in yet | d. | He is in the midst of major problems, would you like to
leave a message | e. | None of these are correct |
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9.
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An upset customer comes into
your nursery upset about the quality of your products. What response is your customer looking for
from you?
a. | To be taken
seriously | b. | To be respected | c. | To get immediate action | d. | To clear up the problem to never happen
again | e. | All of these are correct |
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10.
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Which of these is an attribute
of a successful salesperson? (Morgan- Professional Selling, p. 3)
a. | Commitment | b. | Effective listening skills | c. | A health ego | d. | Commitment and Effective listening
skills | e. | Commitment, Effective listening skills, and A health
ego |
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11.
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A salesperson finds prospects
by (Morgan- Professional Selling, p. 9-10)
a. | Yellow
pages | b. | Current customers not purchasing all products from
you | c. | Referrals from prospects that said no | d. | Competition | e. | All of these are
correct |
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12.
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A good plan for a telephone
cold call includes (Morgan- Professional Selling, p. 18)
a. | Having a clear objective before
calling | b. | Writing down notes about what you know about the
prospect | c. | All of these are correct | d. | None of these are
correct |
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13.
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The receptionist of a prospect
(Morgan- Professional Selling, p. 18-19)
a. | Can provide guidance to help you
find the appropriate person in the organization | b. | Has great influence in whether you have access to the
person you are trying to reach | c. | Should hear your sales presentation before you ask to be
transferred | d. | Can provide guidance to help you find the appropriate person in the
organization and Has great influence in whether you have access to the person you are trying to
reach | e. | Can provide guidance to help you find the appropriate person in the
organization, Has great influence in whether you have access to the person you are trying to reach
and Should hear your sales presentation before you ask to be
transferred |
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14.
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Some good rules to use when
making a first telephone call to a prospect includes (Morgan- Professional Selling, p.
20)
a. | Waiting until you know the
prospect’s needs before placing the call | b. | Get permission before asking
questions | c. | Verify the person you are talking with is the decision
maker | d. | Get permission before asking questions and Verify the person you are talking
with is the decision maker |
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15.
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Which of these is the proper
way to ask if your call is at a good time for the prospect? (Morgan- Professional Selling, p.
20)
a. | Do you have a
minute? | b. | Are you in the middle of something
important? | c. | Are you in the middle of something urgent? | d. | All of these are
correct |
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16.
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Objections demonstrate
(Ditzenberger, p. 197)
a. | A customer is interested in buying
but they lack information | b. | Complete lack of success by the sales person | c. | That the salesperson has been
rejected | d. | Complete lack of success by the sales person and That the salesperson has been
rejected | e. | All of these are correct |
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17.
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Which of the following is a key
component to cause buyers to actively participate in the selling process with a salesperson?
(Thornton, p. 7)
a. | Cheap
price | d. | All of these are
correct | b. | Reservations | e. | None of these are correct | c. | Feeling of trust and
rapport |
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18.
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Which of the following is an
open-ended question? (Thornton, p. 44)
a. | How would this make the loading of
the grain faster? | b. | Would this work for you? | c. | Do you want to buy? | d. | All of these are correct | e. | None of these are
correct |
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19.
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In preparing for a face to face
sales call, you ask yourself the following questions? (Morgan-Professional Selling - P.
31)
a. | What do I know about the
prospect’s organization | b. | What questions do I need to ask | c. | What products do I think the prospect should be interested
in? | d. | What do I know about the prospect’s organization and What questions do I
need to ask | e. | What do I know about the prospect’s organization, What questions do I
need to ask, What products do I think the prospect should be interested
in? |
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20.
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Anticipating a prospects
objections (Morgan- Professional Selling, p. 32)
a. | Should be avoided because it
reinforces negative thinking | b. | Prepare you with positive responses | c. | Are usually a poor use of
time | d. | Should be avoided because it reinforces negative thinking, Are usually a poor
use of time |
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Matching
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Match the
following. a. | Product
Benefit | d. | Trail
Close | b. | Objection | e. | Product Feature | c. | Probing Question |
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21.
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Mr. Johnson, our hydroponics
tomatoes will produce 15-20 lbs. per plant.
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22.
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Mrs. Clark, what color pattern
are you looking for in your garden?
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23.
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Mr. Davis, our pruning tools
are ergonomically sound which mean you can garden longer with less pain.
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24.
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Mrs. Smith, will these
fertilizer benefits work into your lawn fertilizer program?
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25.
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Mr. Jones, this Christmas tree
is just what I am looking for, however, I don’t seem to have a way to get it
home.
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