MAR 3407 Exam 1 Questions with Correct
Answers
Which statement is true?
Persuasive selling is about manipulation
Persuasive selling is about creating win-win situations
Persuasive selling is about pushing products or services people don't want or need
Persuasive selling helps communicate how your products or services are popular
Persuasive selling is about creating win-win situations
A good salesperson can help people save ____
time, effort, money
Which word, when used with a request, can help you hear yes more often?
Because
Which step in the sales cycle is primarily to determine if there is a fit for your company
and a prospect?
Qualification
Which step in the sales cycle initiates new clients?
Referrals
Which psychological principle says people naturally feel like they should give after
you've given first?
Reciprocity
At a minimum you should devote how much time to prospecting?
,10%
Which psychological concept is NOT as important when prospecting?
Authority
Social proof
Reciprocity
Scarcity
Reciprocity
Which should be considered when it comes to first impressions?
Handshake, dress, promptness
TRUE or FALSE: During the initial meeting you primarily want to establish rapport
and expertise
TRUE
Which of the following would NOT be a good idea before meeting the prospective
customer?
Connect LinkedIn so they see your professional background
Throw a party for the prospective customer
Have a mutual contact send an email or letter on your behalf
Send literature about your company and your background
Throw a party for the prospective customer
Which statement about first impressions is INCORRECT?
Time flies like an arrow, but fruit flies like a banana
First impressions are often lasting impressions
, First impressions happen very quickly
A bad first impression can easily be overcome
A bad first impression can be easily overcome
When qualifying a prospect, what should NOT be a consideration?
if you can get leads from them
What should your qualifying questions accomplish?
They should help you determine what sets you apart and uncover needs
When presenting you should focus on ____
consistency, because you tie your proposal to what they need, its easier for them to say yes
Why is scarcity important during a presentation?
People are more motivated to yes when they fear they'll lose something versus gaining
the same thing
If people see they're missing something currently that you offer, they'll want your
product or service more
If people see you offer something others don't, they'll be more likely to say yes
All of these answers
All of these answers
When options are part of your presentation, what is the ideal number to offer?
3
Which of the following is INCORRECT?
It's best to start with the more expensive, because you can retreat to the less expensive
option if your first is rejected
Answers
Which statement is true?
Persuasive selling is about manipulation
Persuasive selling is about creating win-win situations
Persuasive selling is about pushing products or services people don't want or need
Persuasive selling helps communicate how your products or services are popular
Persuasive selling is about creating win-win situations
A good salesperson can help people save ____
time, effort, money
Which word, when used with a request, can help you hear yes more often?
Because
Which step in the sales cycle is primarily to determine if there is a fit for your company
and a prospect?
Qualification
Which step in the sales cycle initiates new clients?
Referrals
Which psychological principle says people naturally feel like they should give after
you've given first?
Reciprocity
At a minimum you should devote how much time to prospecting?
,10%
Which psychological concept is NOT as important when prospecting?
Authority
Social proof
Reciprocity
Scarcity
Reciprocity
Which should be considered when it comes to first impressions?
Handshake, dress, promptness
TRUE or FALSE: During the initial meeting you primarily want to establish rapport
and expertise
TRUE
Which of the following would NOT be a good idea before meeting the prospective
customer?
Connect LinkedIn so they see your professional background
Throw a party for the prospective customer
Have a mutual contact send an email or letter on your behalf
Send literature about your company and your background
Throw a party for the prospective customer
Which statement about first impressions is INCORRECT?
Time flies like an arrow, but fruit flies like a banana
First impressions are often lasting impressions
, First impressions happen very quickly
A bad first impression can easily be overcome
A bad first impression can be easily overcome
When qualifying a prospect, what should NOT be a consideration?
if you can get leads from them
What should your qualifying questions accomplish?
They should help you determine what sets you apart and uncover needs
When presenting you should focus on ____
consistency, because you tie your proposal to what they need, its easier for them to say yes
Why is scarcity important during a presentation?
People are more motivated to yes when they fear they'll lose something versus gaining
the same thing
If people see they're missing something currently that you offer, they'll want your
product or service more
If people see you offer something others don't, they'll be more likely to say yes
All of these answers
All of these answers
When options are part of your presentation, what is the ideal number to offer?
3
Which of the following is INCORRECT?
It's best to start with the more expensive, because you can retreat to the less expensive
option if your first is rejected
