Sales Final #2 Questions With Complete Solutions
____ refers to the activities and programs provided by the seller
to make the relationship satisfying for the customer.
A. customer service
B. customer satisfaction
C. transaction selling
D. transfer pricing
E. technology selling Correct Answers A
"This wax is as tough as nails" This quite is an example of a(n):
A. visual
B. metaphor
C. simile
D. anagram
E. acronym Correct Answers C
"Would you prefer the freezer unit beside the refrigerator or
about it?" is an example of the ___ close.
A. summary-of-benefits
B. alternative-choice
C. iceberg
D. assumptive
E. standing-room-only Correct Answers B
"You like the rotating handles, blade length, and weight of those
pruning shears, right? The salesperson is using the ____ close.
A. compliment
B. alternative-choice
C. minor-points
D. summary-of-benefits
, E. assertive Correct Answers D
A customer profile should tell the salesperson:
A. who makes the company's buying decisions
B. the background of the buyer's company
C. the customer's purchasing policies
D. how competitors successfully do business with the customer
E. all of the above Correct Answers E
A good sales call objective should be:
A. easily fulfilled
B. unencumbered with time restrictions
C. directly beneficial to the customer
D. open-ended and non-specific
E. all of the above Correct Answers C
A retail store buyer who dwells on small details like the
placements of buttons or the stitching on the collar as the reason
for not buying, more than likely has ____ objections.
A. stalling
B. forestalling
C. no-need
D. hidden
E. pre-emptive Correct Answers D
After you have asked for the order, the very next thing you
should do is:
A. describe the options from which the buyer may choose
B. get your order pad out of your brief case
C. be totally silent and still
D. offer your prospect an extra inducement to buy now
____ refers to the activities and programs provided by the seller
to make the relationship satisfying for the customer.
A. customer service
B. customer satisfaction
C. transaction selling
D. transfer pricing
E. technology selling Correct Answers A
"This wax is as tough as nails" This quite is an example of a(n):
A. visual
B. metaphor
C. simile
D. anagram
E. acronym Correct Answers C
"Would you prefer the freezer unit beside the refrigerator or
about it?" is an example of the ___ close.
A. summary-of-benefits
B. alternative-choice
C. iceberg
D. assumptive
E. standing-room-only Correct Answers B
"You like the rotating handles, blade length, and weight of those
pruning shears, right? The salesperson is using the ____ close.
A. compliment
B. alternative-choice
C. minor-points
D. summary-of-benefits
, E. assertive Correct Answers D
A customer profile should tell the salesperson:
A. who makes the company's buying decisions
B. the background of the buyer's company
C. the customer's purchasing policies
D. how competitors successfully do business with the customer
E. all of the above Correct Answers E
A good sales call objective should be:
A. easily fulfilled
B. unencumbered with time restrictions
C. directly beneficial to the customer
D. open-ended and non-specific
E. all of the above Correct Answers C
A retail store buyer who dwells on small details like the
placements of buttons or the stitching on the collar as the reason
for not buying, more than likely has ____ objections.
A. stalling
B. forestalling
C. no-need
D. hidden
E. pre-emptive Correct Answers D
After you have asked for the order, the very next thing you
should do is:
A. describe the options from which the buyer may choose
B. get your order pad out of your brief case
C. be totally silent and still
D. offer your prospect an extra inducement to buy now
