ESB CERTIFICATION 3 EXAM
QUESTIONS WITH DETAILED
ANSWERS
, An executive summary should briefly explain everything in a business plan in how many
pages? - ANSWERSTwo pages.
Factors that aid in determining whether or not a business opportunity is viable include
market size, _____, management of cash flow, management skill sets, and passions. -
ANSWERSRelationships.
One value of using _____ material is that they are usually well-recognized, which may
help to boost sales. - ANSWERSTrademarked.
Which two sources are considered secondary data? - ANSWERS"Company
newsletters" and "internet articles."
What are twos characteristic of fulfillment centers that differ from direct distribution? -
ANSWERS"Fulfillment centers pack and ship for a manufacturer" and "the manufacturer
controls all aspects of distribution."
Match the sales process steps to their description. - ANSWERSProspecting: "Finding
potential customers."
Preparation: "Developing a presentation tailored to a potential client and their specific
needs."
Approach: "Contacting a client or potential client."
Objection: "Alleviating concerns presented by the customer."
Closing: "Getting a client's decision to purchase or not to move forward."
Follow-up: "Maintaining a relationship with customers to obtain repeat business and
potential referrals."
When it comes to setting one's own quality standards, one must ensure they are...? -
ANSWERSMeasurable.
What are two characteristics of direct distribution that differ from fulfillment centers? -
ANSWERS"Direct distribution is also known as a zero level channel" and "the
manufacturer controls all aspects of distribution."
QUESTIONS WITH DETAILED
ANSWERS
, An executive summary should briefly explain everything in a business plan in how many
pages? - ANSWERSTwo pages.
Factors that aid in determining whether or not a business opportunity is viable include
market size, _____, management of cash flow, management skill sets, and passions. -
ANSWERSRelationships.
One value of using _____ material is that they are usually well-recognized, which may
help to boost sales. - ANSWERSTrademarked.
Which two sources are considered secondary data? - ANSWERS"Company
newsletters" and "internet articles."
What are twos characteristic of fulfillment centers that differ from direct distribution? -
ANSWERS"Fulfillment centers pack and ship for a manufacturer" and "the manufacturer
controls all aspects of distribution."
Match the sales process steps to their description. - ANSWERSProspecting: "Finding
potential customers."
Preparation: "Developing a presentation tailored to a potential client and their specific
needs."
Approach: "Contacting a client or potential client."
Objection: "Alleviating concerns presented by the customer."
Closing: "Getting a client's decision to purchase or not to move forward."
Follow-up: "Maintaining a relationship with customers to obtain repeat business and
potential referrals."
When it comes to setting one's own quality standards, one must ensure they are...? -
ANSWERSMeasurable.
What are two characteristics of direct distribution that differ from fulfillment centers? -
ANSWERS"Direct distribution is also known as a zero level channel" and "the
manufacturer controls all aspects of distribution."
