ETA CPP E EXAMS BUNDLE COMPLETE
COURSE REVIEW GUIDE
◉ Cold call on initial prospects of interest.
Answer: Which of the following is the LEAST effective method of
developing a list of prospects?
◉ Aggressive telephone calls.
Answer: Which of the following in NOT a part of the consultative
sales approach?
◉ Benefits.
Answer: In addition to features and advantages, traditional product
positioning includes which of the following?
◉ Open ended questions.
Answer: When first meeting a prospect, which of these activities
might a sales professional engage in to ease tension?
◉ Follow up questions.
Answer: Active listening is best supported by which of the following
activities when on a sales call?
, ◉ Stop and listen.
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.
Answer: Excellent sales people best prepare for objections by doing
which of the following?
◉ Price.
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.
Answer: Which of the following is the BEST method of selling value
over price?
◉ A signed letter on letterhead, of acceptance from the owner.
Answer: Which of the following methods is NOT appropriate for
contract execution?
◉ Detailed technical knowledge.
COURSE REVIEW GUIDE
◉ Cold call on initial prospects of interest.
Answer: Which of the following is the LEAST effective method of
developing a list of prospects?
◉ Aggressive telephone calls.
Answer: Which of the following in NOT a part of the consultative
sales approach?
◉ Benefits.
Answer: In addition to features and advantages, traditional product
positioning includes which of the following?
◉ Open ended questions.
Answer: When first meeting a prospect, which of these activities
might a sales professional engage in to ease tension?
◉ Follow up questions.
Answer: Active listening is best supported by which of the following
activities when on a sales call?
, ◉ Stop and listen.
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.
Answer: Excellent sales people best prepare for objections by doing
which of the following?
◉ Price.
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.
Answer: Which of the following is the BEST method of selling value
over price?
◉ A signed letter on letterhead, of acceptance from the owner.
Answer: Which of the following methods is NOT appropriate for
contract execution?
◉ Detailed technical knowledge.
