Test 2013

Question 1

1. Employers often hire an employee because of their great:
   a. Attitude
   b. Education
   c. Previous selling experience

Answer 1

Attitude

Question 2

2. (T or F) It takes personal confidence to be good at selling

Answer 2

True

Question 3

1. (T or F) The nice thing about sales is it not necessary to learn or use selling techniques. It only requires a great personality to be successful.

Answer 3

False

Question 4

3. Creating a good first impression is
   a. Nice but not necessary
   b. Essential
   c. Only important if you are located in an office
   d. Only important on the first meeting

Answer 4

Essential

Question 5

4. As a salesperson it is important to:
   a. Adopt your style to the environment you are selling.
   b. Make sure the customer knows how smart you are.
   c. Always try to prove how much you know about the product.
   d. Realize every customer is the same so the same approach will work well with every customer.

Answer 5

a. Adopt your style to the environment you are selling

Question 6

5. Most sales people who experience difficulties do so because:
   a. They don’t work hard enough.
   b. They don’t develop a daily plan to organize their time.
   c. They don’t offer enough gifts to the customer.
   d. They don’t take the customer to eat after the meeting

Answer 6

b. They don’t develop a daily plan to organize their time

Question 7

6. If selling is like playing baseball making it to first base means:
   a. You get the sale and collect the money.
   b. You overcome objections effectively.
   c. You deliver a good presentation about the product.
   d. You make a good connection with the customer.
   e. You finally reach the prospect on the phone.

Answer 7

d. You make a good connection with the customer

Question 8

7. The rule of three refers to:
   a. It takes three calls to get an appointment.
   b. You should expect three rejections for every sale.
   c. You should count to three before answering a question.
   d. Limiting the number of products you recommend to three or less.
   e. A B and C

Answer 8

d. Limiting the number of products you recommend to three or less

Question 9

8. When a customer asks a question it is best to:
   a. Avoid any negative aspects of the product and hope they don’t ask again
   b. Defend your product with all the facts and figures you can.
   c. Become more of a teacher of the product than a salesperson.
   d. Listen carefully before you start to answer so you can address their concerns.
   e. C and D.

Answer 9

C & D

Question 10

9. Selling is all about:
   a. Solving problems
   b. Providing solutions
   c. Getting the sale even if it doesn’t solve the problem or address the need.
   d. All the above
   e. A and B

Answer 10

A & B

Question 11

10. Being a related seller means:
    a. You are selling to a relative
    b. You have many relatives who could buy from you.
    c. You are good at helping a customer purchase additional products that go together.
    d. Converting a customer into a prospect for additional sales
    e. C and D

Answer 11

C & D

Question 12

(T or F) You should criticize or condemn your competitors in order to show that your product is better

Answer 12

False

Question 13

12. (T or F) Often your attitude speaks more loudly to customers than anything you say

Answer 13

True

Question 14

13. When working with a difficult customer you should to all the following except:
    a. Let the customer talk through his or her anger
    b. Listen with your eyes.
    c. Consider the customer in an objective manner; refuse to take negative comments personally.
    d. Immediately position yourself with a pleasant smile and say to yourself: “I’ll show everyone I can handle this customer in such a way she will want to return to us for service in the future.”
    e. Disarm customer by asking: “Are you trying to give me a problem?”

Answer 14

e. Disarm customer by asking: “Are you trying to give me a problem?”

Question 15

14. A good motto for a professional sales person is:
    a. Stop selling and start helping
    b. Selling the product is the most important even if it doesn’t exactly fit the need.
    c. It is better not to suggest a good product to a customer to avoid coming across to pushy
    d. Sell the product with the most margin first.
    e. All the above.

Answer 15

Stop selling and start helping

Question 16

15. Most sales people will comment that listening is important. Most sales people:
    a. Are great listeners
    b. Are not good listeners
    c. Spend more time thinking of what they should say next than really listening
    d. Are more effective when they do all the talking
    e. B and C

Answer 16

B & C

Question 17

16. Finding prospects is a primary activity for sales professionals. Good sources to find prospects are:
    a. Ask a prospect who told you no to provide a person who could use your product or service.
    b. Become an active member in one or two trade associations that prospects attend.
    c. Referral from current clients
    d. Current clients
    e. All the above

Answer 17

All of the Above

Question 18

17. (T or F)The worst objection you can encounter is one this is not voiced because you can never counter an unstated one.

Answer 18

True

Question 19

18. Many sales people fail because they:
    a. Are well organized
    b. Make consistent follow-up a priority
    c. Keep promises
    d. Don’t prioritize their activities
    e. All the above.

Answer 19

Don’t prioritize their activities

Question 20

19. (T or F) As a sales, professional it is not important to address or be courteous to the customers secretaries, support staff, other employees.

Answer 20

False

Question 21

20. As a sales professional it is important to be on time because:
    a. Most customers make you wait anyway
    b. It is a sign of respect to customers
    c. To show you are a professional that can be trusted
    d. All the above
    e. B and C

Answer 21

B & C

Question 22

21. To learn about the customer and their business it is important to:
    a. Ask Open-ended questions
    b. Make sure questions are easy to answer and only need a yes or no response.
    c. Ask questions that require an explanation, an example might be a question starting out with “Tell me about…”
    d. All the above
    e. A and C

Answer 22

A & C

Question 23

22. Active listening is a valuable asset in the closing process. Nonverbal signs of active listening include:
    a. Nodding your head and maintaining eye contact
    b. Slouching in your chair
    c. Looking around the room
    d. Answering your phone call or returning a text during the call
    e. A, C and D.

Answer 23

Nodding head and maintaining eye contact

Question 24

23. (T or F) People buy from their emotions, then justify their buying decisions with your intellect

Answer 24

True

Question 25

24. (T or F) People buy from professionals who ask for the business

Answer 25

True