ETA CPP Examination Questions and answers

ETA CPP Examination Questions Geographic location - correct answer Which of the following is a standard method to group prospective leads? Cold call on initial prospects of interest - correct answer Which of the following is the LEAST effective method of developing a list of prospects? Aggressive telephone calls - correct answer Which of the following in NOT a part of the consultative sales approach? Benefits - correct answer In addition to features and advantages, traditional product positioning includes which of the following? Open ended questions - correct answer When first meeting a prospect, which of these activities might a sales professional engage in to ease tension? Follow up questions - correct answer Active listening is best supported by which of the following activities when on a sales call? Stop and listen - correct answer Which of the following is the most appropriate response when a merchant objects to a particular solution being offered? Anticipating objections prior to the call - correct answer Excellent sales people best prepare for objections by doing which of the following? Price - correct answer Which of the following is the largest negotiation element in any sales call? The return on investment of the product or service being sold to the customer - correct answer Which of the following is the BEST method of selling value over price?