Personal Selling Test 3 Questions With Complete Solutions
Action Correct Answers The prospect is probably in
the______stage of the mental buying process when he invites
the person from a neighboring office to come in and asks what
she thinks about your proposition.
All of the above actions are buying signals Correct Answers
Which of the following actions is an example of a buying
signal?
All of the above are reasons to hear out the objection Correct
Answers Imagine you are a salesperson for a large consumer
products company. Why should you listen to your prospects
objections and hear them out?
All of the above statements are reasons to welcome objections.
Correct Answers Which of the following statements explains
why a salesperson should welcome prospect objections?
Always be on the lookout for new prospects Correct Answers
Which of the following rules is NOT included in the texts list of
twelve keys to successful closing?
Any or all of the above Correct Answers Youre a sales trainer.
Raja finds the close is the hardest part of the sales presentation.
You know that to help raja you have to determine why he finds
closing so hard. Without further information, you can surmise
that Rajas inability to close my be cause by:
, Anytime during the sales call Correct Answers The salesperson
should be prepared to handle the prospects objections:
Ask for the order n when the prospect is in a bad mood Correct
Answers To become a truly professional salesperson, you must
be able to close under fire. The expression close under means to:
Ask questions Correct Answers The executive jet salesperson
has just used a trial close. If the prospect is typical, his reaction
to a trial close will be to:
assumptive Correct Answers During the sales presentation of
the CNC heavy-duty router, the salesperson asked,"Do you
prefer the 4 foot by 4 foot by foot table size router?" The
prospect looked at the salesperson and said,"Before i make a
decision, tell me more about the motor that's on this router."
After providing the requested information, the salesperson
said,"I'll process your order right now. Please sign this order
form." When the prospect reached for his own," The salesperson
knew he had closed the sales. Which method of closing worked
for this salesperson?
Assumptive Correct Answers Even though the prospect had not
yet agree to but the salesperson said,"I'll make sure the carpeting
is delivered to your house Saturday." This statement is an
example of the _____ close.
Avoid asking for the order more than twice, so he'll be welcome
on his next visit. Correct Answers To close more sales, it is
essential that the professional salesperson does all of the
following EXCEPT:
Action Correct Answers The prospect is probably in
the______stage of the mental buying process when he invites
the person from a neighboring office to come in and asks what
she thinks about your proposition.
All of the above actions are buying signals Correct Answers
Which of the following actions is an example of a buying
signal?
All of the above are reasons to hear out the objection Correct
Answers Imagine you are a salesperson for a large consumer
products company. Why should you listen to your prospects
objections and hear them out?
All of the above statements are reasons to welcome objections.
Correct Answers Which of the following statements explains
why a salesperson should welcome prospect objections?
Always be on the lookout for new prospects Correct Answers
Which of the following rules is NOT included in the texts list of
twelve keys to successful closing?
Any or all of the above Correct Answers Youre a sales trainer.
Raja finds the close is the hardest part of the sales presentation.
You know that to help raja you have to determine why he finds
closing so hard. Without further information, you can surmise
that Rajas inability to close my be cause by:
, Anytime during the sales call Correct Answers The salesperson
should be prepared to handle the prospects objections:
Ask for the order n when the prospect is in a bad mood Correct
Answers To become a truly professional salesperson, you must
be able to close under fire. The expression close under means to:
Ask questions Correct Answers The executive jet salesperson
has just used a trial close. If the prospect is typical, his reaction
to a trial close will be to:
assumptive Correct Answers During the sales presentation of
the CNC heavy-duty router, the salesperson asked,"Do you
prefer the 4 foot by 4 foot by foot table size router?" The
prospect looked at the salesperson and said,"Before i make a
decision, tell me more about the motor that's on this router."
After providing the requested information, the salesperson
said,"I'll process your order right now. Please sign this order
form." When the prospect reached for his own," The salesperson
knew he had closed the sales. Which method of closing worked
for this salesperson?
Assumptive Correct Answers Even though the prospect had not
yet agree to but the salesperson said,"I'll make sure the carpeting
is delivered to your house Saturday." This statement is an
example of the _____ close.
Avoid asking for the order more than twice, so he'll be welcome
on his next visit. Correct Answers To close more sales, it is
essential that the professional salesperson does all of the
following EXCEPT:
