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Question 1
THE DEGREE TO WHICH SALESPEOPLE PRACTICE THE
MARKETING CONCEPT BY TRYING TO HELP THEIR CUSTOMERS
MAKE PURCHASE DECISIONS THAT WILL SATISFY CUSTOMER
NEEDS
Question 2
THE SALESPERSON ADAPTS THEIR APPROACH ACCORDING TO
THE SPECIFIC SITUATION
Question 3
SUGGESTS THAT EARLY IN THE SALES PROCESS THE
SALESPERSON SHOULD ADOPT A QUESTION-AND-LISTEN
POSTURE.
Question 4
THE SELLERS FIRST OBJECTIVE WILL BE TO..
Question 5
IS A NATURAL CONSEQUENCE ONCE NEEDS OF THE BUYERS
HAVE BEEN IDENTIFIED
a) Opening
b) Demonstration
c) Presentation
Question 6
ONE OF THE FOLLOWING TECHNIQUES DOES NOT HELP A
SALESPERSON TO REDUCE RISKS
a) Guarantees
b) 2 for 1
c) Trial Orders
Question 7
USED TO PROVE THE BENEFITS OF A PRODUCT
a) Guarantees
b) Trial Orders
c) Demonstrations
Question 8
MAY BE UNECONOMIC FOR COMPANIES, BUT ALLOWS FUTURE
CUSTOMERS TO TRY THE PRODUCTS FOR A SHORT-TERM
PERIOD
a) Trial Orders
b) Demonstrations
c) Gift Cards
Question 9
ARE ANY CONCERNS OR QUESTIONS RAISED BY THE BUYER
a) Disagreements
b) Demonstrations
c) Objections
Question 10
THE USE OF THIS TECHNIQUE CAN BE COMBINED WITH THE
AGREE AND COUNTER METHOD TO PROVIDE A POWERFUL
COUNTER TO AN OBJECTION.
a) Reference Selling
b) Demonstration
c) Trial Orders
Question 11
INVOLVES ANTICIPATING AN OBJECTION AND PLANS ITS
COUNTER
Question 12
IS WHERE A SALESPERSON ATTEMPTS TO CONCLUDE THE SALE
WITHOUT PREJUDICING THE CHANCES OF CONTINUING THE
SELLING PROCESS WITH THE BUYER
a) Trial Order
b) Trial Close
c) Trial Opportunity
Question 13
ENTERS INTO THE SALES PROCESS TO FIX PRICE, CREDIT
TERMS, DELIVERY TIMES, TRADE-IN VALUES AND OTHER
ASPECTS OF THE COMMERCIAL TRANSACTION.
a) Negotiation
b) Mediation
c) Agreements
Question 14
IS A VALUABLE TOOL THAT PROMOTES MOVEMENT TOWARDS
AGREEMENT WHILE ENSURING THAT PROPOSALS MATCH
BETWEEN BUYER AND SALESPERSON
Question 15
INVOLVES ASKING LOTS OF QUESTIONS, GIVING FEELINGS,
AVOIDING IRRITATORS AND DISCUSSIONS, AMONG OTHERS
Question 16
WHICH OF THESE IS NOT A BUYERS NEGOTIATION TECHNIQUE
Question 17
WHAT IS THE MOST IMPORTANT ASPECT THAT A SALES
PERSON HAS TO CONSIDER?
Question 18
WHAT ASPECT IS WHAT THE SALES PERSON IS AFRAID OF
WHEN BEING CLOSE TO A CUSTOMER
a) Being rejected
b) Forget what they had to say
c) Not having enough time to explain the product benefits
Question 19
WHAT IS THE PRINCIPAL ASPECT IN CLOSING THE SALE?
a) Attitude
b) Facial Expressions
c) Timing
Question 20
WHAT IS NOT A CLOSING TECHNIQUE OF THE TRIAL CLOSE?