Sales
Sales Management Final Exam Questions With
Correct Answers @ 2024
1. According to the Golden Rule of Selling, which of the following is essential for building
a true relationship between the buyer and seller?
A. Organized presentations
B. Value pricing
C. Qualified salespeople
D. Continuous interaction
E. Ethical service - Answer E
2. A salesperson should ask a prospect to buy a product only when the prospect reaches
the _____ stage of the mental buying process.
A. knowledge
B. attitude
C. conviction
D. belief
E. desire - Answer C
4. According to the text, what are the three essential steps within the sales presentation,
in their correct order?
A. FAB, marketing plan, business proposition
B. Pricing strategy, marketing plan, FAB
C. Business proposition, FAB, marketing plan
D. FAB, business proposition, marketing plan
E. Marketing plan, FAB, business proposition - Answer A
6. "There could be a price hike in these items next month. Why don't you buy some extra
stock now?" This is an example of:
Sales Management Final Exam Questions With Correct Answers 2024
,Sales
A. suggestive proposition.
B. prestige suggestion.
C. direct suggestion.
D. autosuggestion.
E. counter suggestion. - Answer A
7. The statement, "The finest hospitals in the country are using this neonatal incubator,"
is an example of a(n):
A. suggestive proposition.
B. prestige suggestion.
C. direct suggestion.
D. autosuggestion.
E. counter suggestion. - Answer B
8. The statement, "Can't you just picture how excited your wife will be when you buy her
this new diamond bracelet?" is an example of a(n): A. suggestive proposition.
B. prestige suggestion.
C. direct suggestion.
D. autosuggestion.
E. counter suggestion. - Answer D
10. Which technique is most effective when a salesperson has determined that a prospect
wants a high-quality product?
A. Counter suggestion
B. Autosuggestion
C. Empathy suggestion
D. Manipulative suggestion
E. Indirect suggestion - Answer A
Sales Management Final Exam Questions With Correct Answers 2024
, Sales
11. According to the text, a salesperson can make sales presentations more persuasive
through all of the following methods EXCEPT: A. personalizing customer relationships.
B. making the sales presentation fun.
C. building trust through honesty.
D. controlling the sales presentation.
E. referring often to the competition. - Answer E
12. All of the following are useful for encouraging a prospect's participation in the
presentation EXCEPT: A. product use.
B. visuals.
C. questions.
D. demonstrations.
E. premiums. - Answer E
13. Encouraging a prospect to touch or taste a product is most likely a salesperson's
attempt to:
A. attempt a trial close. B.
engage in a dialogue.
C. develop creative imagery.
D. appeal to the prospect's senses.
E. build a relationship with the prospect. - Answer D
14. Which type of proof statement would be best for a salesperson trying to convince a
current customer to place a larger order?
A. Research results from independent studies
B. Past sales figures of the buyer
C. Guarantees and warranties
D. Customer testimonials
Sales Management Final Exam Questions With Correct Answers 2024
Sales Management Final Exam Questions With
Correct Answers @ 2024
1. According to the Golden Rule of Selling, which of the following is essential for building
a true relationship between the buyer and seller?
A. Organized presentations
B. Value pricing
C. Qualified salespeople
D. Continuous interaction
E. Ethical service - Answer E
2. A salesperson should ask a prospect to buy a product only when the prospect reaches
the _____ stage of the mental buying process.
A. knowledge
B. attitude
C. conviction
D. belief
E. desire - Answer C
4. According to the text, what are the three essential steps within the sales presentation,
in their correct order?
A. FAB, marketing plan, business proposition
B. Pricing strategy, marketing plan, FAB
C. Business proposition, FAB, marketing plan
D. FAB, business proposition, marketing plan
E. Marketing plan, FAB, business proposition - Answer A
6. "There could be a price hike in these items next month. Why don't you buy some extra
stock now?" This is an example of:
Sales Management Final Exam Questions With Correct Answers 2024
,Sales
A. suggestive proposition.
B. prestige suggestion.
C. direct suggestion.
D. autosuggestion.
E. counter suggestion. - Answer A
7. The statement, "The finest hospitals in the country are using this neonatal incubator,"
is an example of a(n):
A. suggestive proposition.
B. prestige suggestion.
C. direct suggestion.
D. autosuggestion.
E. counter suggestion. - Answer B
8. The statement, "Can't you just picture how excited your wife will be when you buy her
this new diamond bracelet?" is an example of a(n): A. suggestive proposition.
B. prestige suggestion.
C. direct suggestion.
D. autosuggestion.
E. counter suggestion. - Answer D
10. Which technique is most effective when a salesperson has determined that a prospect
wants a high-quality product?
A. Counter suggestion
B. Autosuggestion
C. Empathy suggestion
D. Manipulative suggestion
E. Indirect suggestion - Answer A
Sales Management Final Exam Questions With Correct Answers 2024
, Sales
11. According to the text, a salesperson can make sales presentations more persuasive
through all of the following methods EXCEPT: A. personalizing customer relationships.
B. making the sales presentation fun.
C. building trust through honesty.
D. controlling the sales presentation.
E. referring often to the competition. - Answer E
12. All of the following are useful for encouraging a prospect's participation in the
presentation EXCEPT: A. product use.
B. visuals.
C. questions.
D. demonstrations.
E. premiums. - Answer E
13. Encouraging a prospect to touch or taste a product is most likely a salesperson's
attempt to:
A. attempt a trial close. B.
engage in a dialogue.
C. develop creative imagery.
D. appeal to the prospect's senses.
E. build a relationship with the prospect. - Answer D
14. Which type of proof statement would be best for a salesperson trying to convince a
current customer to place a larger order?
A. Research results from independent studies
B. Past sales figures of the buyer
C. Guarantees and warranties
D. Customer testimonials
Sales Management Final Exam Questions With Correct Answers 2024
