ETA CPP Practice Exam 2023/2024 Complete Solution Graded A+

Which of the following is a standard method to group prospective leads? a. Square footage of business b. Number of items for sale on their website c. Geographic location d. Political affiliation - ANSWER c. Geographic location Which of the following is the LEAST effective method of developing a list of prospects? a. Research the industry b. Talk to local influencers c. Consider the product set of their business d. Cold call on initial prospects of interest - ANSWER d. Cold call on initial prospects of interest Which of the following is NOT a part of the consultative sales approach? a. Aggressive telephone calls b. Active listening c. Understanding closing techniques d. Effective closing strategies a - ANSWER . Aggressive telephone calls In addition to features and advantages, traditional product positioning includes which of the following? a. Cost b. Units deployed c. Benefits d. Competition - ANSWER c. Benefits When first meeting a prospect, which of these activities might a sales professional engage in to ease tension? a. Purchasing their product b. Presenting the proposal c. Open ended questions d. Closed ended questions - ANSWER d. Closed ended questions Active listening is best supported by which of the following activities when on a sales call? a. Follow up questions b. Advancing the sale c. Problem resolution d. Objection handling - ANSWER a. Follow up questions Which of the following is the most appropriate response when a merchant objects to a particular solution being offered? a. Stop and listen b. Immediately offer another solution c. Lower the price d. Quickly explain the benefits - ANSWER a. Stop and listen Excellent sales people best prepare for objections by doing which of the following? a. Offering your best price first b. Anticipating objections prior to the call