Sales Final Exam Questions With Complete Solutions
"Fifty packets or one-hundred. How many are you buying?"
This statement is an example of the _____ close.
A) T-account
B) assumptive
C) alternative-choice
D) summary-of-benefits
E) compliment Correct Answers C
A guaranteed drawing account plan is most similar to a _____
plan.
A) salary plus commission
B) straight commission
C) performance bonus
D) group incentive
E) straight salary Correct Answers A
A Nike salesperson is informed by a retailer that ten pairs of
shoes are damaged and cannot be sold. After looking at the
merchandise, the salesperson determines the damage occurred
during the packaging process. What should the Nike salesperson
do to handle this situation?
A) Apologize to the client and state that the problem will not
happen in future
B) Inform the client that these kinds of losses are common in
retail business
C) Try to convince the customer to buy some new merchandise
D) Help the customer dump the unsalable inventory
E) Return the merchandise and provide a refund Correct
Answers E
,A sales manager who sets monthly sales quotas and provides
regular performance evaluations is most likely motivating
salespeople using:
A) fringe benefits.
B) psychological rewards.
C) a persuasive leadership style.
D) special financial incentives.
E) management control procedures. Correct Answers E
A salesperson spends $3,000 for transportation and $3,000 for
other selling expenses. His monthly salary is $15,000. The
salesperson produces a gross margin of 35%. He works 44 out of
52 weeks. He works 5 days a week and 9 hours a day. What is
the break - even per hour for the salesperson?
A) $24.35
B) $30.30
C) $35.23
D) $41.06
E) $52.53 Correct Answers B
According to the text, all of the following are the minimum
components needed to be a successful salesperson EXCEPT:
A) self-confident.
B) educated.
C) youthful.
D) tactful.
E) optimistic. Correct Answers C
According to the text, the minimum number of times a
salesperson should attempt to close is:
, A) one.
B) two.
C) three.
D) six.
E) unlimited. Correct Answers C
According to the text, what is the most effective way a sales
manager can improve a salesperson's performance?
A) Using task-oriented leadership
B) Conducting centralized training
C) Offering e-training programs
D) Delegating more responsibilities
E) Providing regular on-the-job coaching Correct Answers E
According to the text, why should a salesperson intently listen to
a prospect's objections before responding?
A) Timing is important in achieving most sales goals.
B) A salesperson could misread the objection and irritate the
prospect.
C) Most prospects do not understand the difference between
listening and hearing.
D) The Golden Rule of Selling requires active listening for two-
way communication.
E) If a salesperson doesn't answer quickly the prospect might
think something is wrong. Correct Answers B
After the sales presentation, the prospect responds by saying,
"Your blood sugar monitoring devices are very nice, but we buy
only from established brands." Identify the type of objection
being projected by the prospect.
A) Stalling
"Fifty packets or one-hundred. How many are you buying?"
This statement is an example of the _____ close.
A) T-account
B) assumptive
C) alternative-choice
D) summary-of-benefits
E) compliment Correct Answers C
A guaranteed drawing account plan is most similar to a _____
plan.
A) salary plus commission
B) straight commission
C) performance bonus
D) group incentive
E) straight salary Correct Answers A
A Nike salesperson is informed by a retailer that ten pairs of
shoes are damaged and cannot be sold. After looking at the
merchandise, the salesperson determines the damage occurred
during the packaging process. What should the Nike salesperson
do to handle this situation?
A) Apologize to the client and state that the problem will not
happen in future
B) Inform the client that these kinds of losses are common in
retail business
C) Try to convince the customer to buy some new merchandise
D) Help the customer dump the unsalable inventory
E) Return the merchandise and provide a refund Correct
Answers E
,A sales manager who sets monthly sales quotas and provides
regular performance evaluations is most likely motivating
salespeople using:
A) fringe benefits.
B) psychological rewards.
C) a persuasive leadership style.
D) special financial incentives.
E) management control procedures. Correct Answers E
A salesperson spends $3,000 for transportation and $3,000 for
other selling expenses. His monthly salary is $15,000. The
salesperson produces a gross margin of 35%. He works 44 out of
52 weeks. He works 5 days a week and 9 hours a day. What is
the break - even per hour for the salesperson?
A) $24.35
B) $30.30
C) $35.23
D) $41.06
E) $52.53 Correct Answers B
According to the text, all of the following are the minimum
components needed to be a successful salesperson EXCEPT:
A) self-confident.
B) educated.
C) youthful.
D) tactful.
E) optimistic. Correct Answers C
According to the text, the minimum number of times a
salesperson should attempt to close is:
, A) one.
B) two.
C) three.
D) six.
E) unlimited. Correct Answers C
According to the text, what is the most effective way a sales
manager can improve a salesperson's performance?
A) Using task-oriented leadership
B) Conducting centralized training
C) Offering e-training programs
D) Delegating more responsibilities
E) Providing regular on-the-job coaching Correct Answers E
According to the text, why should a salesperson intently listen to
a prospect's objections before responding?
A) Timing is important in achieving most sales goals.
B) A salesperson could misread the objection and irritate the
prospect.
C) Most prospects do not understand the difference between
listening and hearing.
D) The Golden Rule of Selling requires active listening for two-
way communication.
E) If a salesperson doesn't answer quickly the prospect might
think something is wrong. Correct Answers B
After the sales presentation, the prospect responds by saying,
"Your blood sugar monitoring devices are very nice, but we buy
only from established brands." Identify the type of objection
being projected by the prospect.
A) Stalling
