Professional Selling

Question 1

A door to door salesman must provide information on the contract and give the buyer at least three days to think over his decision. This is a result of:

Answer 1

Cooling-off law

Question 2

Tim Vance sells for a pesticide manufacturing company. As part of the sales training program he learns that the pesticide can cause disease if large quantities are used. The sales people agree among one another not to disclose it.

Answer 2

Groupthink

Question 3

According to the text, gamesmanship can be best defined as

Answer 3

Becoming totally caught up in winning simply for the sheer joy of victory and dislike of losing

Question 4

The first stage in sales cycle involves

Answer 4

Identifying qualified prospects

Question 5

Major responsibility for ethical behavior in dealing with others must be assumed by

Answer 5

The whole society in which we live

Question 6

A professional sales person must develop a personal code of ethics because which statement is not true

Answer 6

A company never has standards that are high enough for real integrity

Question 7

Sales people need ethical standards to govern their behavior. Which of the following practices would be considered ethical by most companies

Answer 7

Contacting the customer after an order is placed to check on delivery or needed assistance in using the product and at the same time asking about an additional order

Question 8

Special regulations are in effect regarding door-to-door selling one of these regulations is

Answer 8

Pro vision for a cooling off. When the customer may legally cancel the agreement

Question 9

Product knowledge includes thorough knowledge of the manufacturing process. Which of the following statements is the least effective way to use manufacturing information to help you sell the car

Answer 9

The reason the price is so high is because the car is built by hand and attention given to every detail

Question 10

The company has an ethical responsibility to their professional salesforce to

Answer 10

Protect them from situations in which they might be under pressure to make an ethical decisions

Question 11

The Teleological system is one way to describe ethical thinking. Which statement reflects this approach

Answer 11

The greatest good for the greatest number

Question 12

Tony wolf is on his last call of the month and needs to sell eight more cases. Tony convinces him that had the advertising is it

Answer 12

Gamesmanship

Question 13

When it comes to training sales people sales managers would agree that

Answer 13

Adequate preparation for success involves a combination of the information and training provided by the company and one’s own preparation and learning

Question 14

Numerous definitions have been given for motivation. Which of the following is not one of these definitions

Answer 14

Motivation is the wish to get things done

Question 15

Motivating a sales team is most affected when management

Answer 15

Foster’s an environment in which personal goals can be obtained and hires a salesforce that is self-motivated

Question 16

Your sales manager said out and defines a territory for you to begin calling on leads without making an appointment. This is best known as

Answer 16

Cold calling

Question 17

A name given to you which needs further information is most likely

Answer 17

Referral

Question 18

Adequate preparation for success in selling involves each of these areas except

Answer 18

Missionary selling

Question 19

Which of the following is not a characteristic of a person known as a center of influence

Answer 19

May or may not be a satisfied customer

Question 20

A retail person conduct seminars on fashion coordinating with in her community. This type of sales person presentation is known as

Answer 20

Group prospecting

Question 21

______Believe in what you’re selling influence potential customers for you and are willing to supply names of people and help qualify them

Answer 21

Centers of influence

Question 22

____are probably the most effective of all prospecting techniques

Answer 22

Referrals given to you by friends or customers

Question 23

In the ___ method of prospecting after each call sales people ask for the names of others who might be interested

Answer 23

Telemarketing

Question 24

The best time to ask for referral is

Answer 24

Right before the close

Question 25

Producing a high percentage of appointments____likely to produce clients of the same income bracket

Answer 25

Calling on the president of a company directly

Question 26

When making an appointment for a personal interview over the telephone it is important that the sales person

Answer 26

Handle all objections the prospect my have to purchasing the product

Question 27

Which of the following is not a benefit of pre-approach planning

Answer 27

It helps you be more flexible

Question 28

Which of the following is not a step in the six step telephone track used to make appointments

Answer 28

Close the sale

Question 29

Advertisements and selected magazines and trade publication ask consumers to sending cards requesting additional information

Answer 29

Finding prospects

Question 30

What are the four phases of the sales cycle

Answer 30

Prospecting, pre-approach, approach, problems or need discovery phase

Question 31

Total customer service may not include

Answer 31

Assisting in securing replacement parts

Question 32

The concept of value added in selling means

Answer 32

The sales person makes a special effort both during and after the sale to provide quality Service that makes it easier to use the product or enhances its usefulness to the client

Question 33

Which of the following is not a reason for a consultative to sales person to call on former customers

Answer 33

A service call is a great opportunity to create dissatisfaction with the new supplier

Question 34

Which of the following is not an element of service that the sales person might perform

Answer 34

Examine the customers existing equipment to see if they purchase from competitors and determine how you might convince them they made a poor decision

Question 35

Service is an ongoing activity. Service after the sale is extremely important for many reasons. Which of the following is the least important reason

Answer 35

You make sure customers get what they thought they were buying

Question 36

Which of the following is an advantage of attitude motivation?

Answer 36

Attitude motivation is internal and permanent.