Sample Test

Jill has called on Marcias Cosmetics for several years. She has always been friendly to Marcia but treated the other staff with indifference. When Marcia retired, Jill bemused the account for what linchpin reason(s)? a. It was time for a new sales representative. b. No sensation knew her. c. No one was educated about her products. d. Jills communication style was different from the new emptors. e. Jill failed to develop good personal relationships with depict sight. 2. Kenny plant for a firm exchange modern log homes and frequently conducts an open house at the site of a newly completed home.Kenny does this in order to a. choose the right setting. b. save trigger time. c. cover one idea. d. appeal to all senses. e. plan for the dynamic nature of selling. 3. Most Yes responses come on the ________ closing attempts. a. 2nd or 3rd b. 8th or 9th c. 1st or 2nd d. fourthor5th e. 6th or 7th 4. Which one of the following sources would be best if you were considering exportation to an international country and needed foreign country and market information? a. Canadian Trade top executive b. Canadian Foreign Investment Guide c. Frasers Canadian Trade Directory d. Department of Industry, Trade, and Technology e. Export suppuration Corporation 5. Ivana has been hired by the Zenith Company as a professional buyer because of her many duologue tactics. When she says, We like your proposal, but our budget is only $7 500, this is an example of a a. a challenge tactic. b. take for it or leave it tactic. c. a direct tactic. d. budget bound tactic. e. lets split the difference tactic. 6. Tara is development a presentation strategy. She includes establishing objectives for the sales presentation, providing outstanding customer service, and a. preplanning activities. b. overhead design procedures. c. developing the presale presentation plan. d. enquiring about referrals. e. developing a prospect base. 7. If a salesperson were attempting to involve the customer in a presentation for a diamond ring, s/he might a. ask if there are any more questions. b. get along the customer to try it on. c. explain the stores installment plan of payment for the item. d. lay the ring on smutty velvet to enhance its brilliance. e. inform the customer of the gems clarity. 8. Patrick Jones is a skilled networker because he meets as many people as he can, tells them what he does, and a. likes to network. b. asks everyone he meets for a referral. c. does business while he networks. d. pays for all diversion costs. e. doesnotdo business while networking. 9. The most widely used method for negotiating buyer concerns is the a. col novelral denial. b. direct denial. c. trial offer. d. spin method. e. superior benefit. 10. Miguel has had three estimates on a home alarm administration and the prices are all very close.The last sales representative has indicated if Miguel procures the alarm now he bequeath receive a 10% discount. The type of close used is a. a summary benefits close. b. a late close. c. an assumption close. d. a special concession close. e. a minor point close 11. Thomas works in the area of customer service. His duties include a. closing sales. b. to encourage customers to spend more money. c. to enhance the bureau of the product. d. to prevent customers from buying competitors products. e. to work one on one with clients. 12. Another name for full-line selling is a. tip selling. b. partnering. c. cross-selling. d. upselling. e. value-added selling. 13. Emma grapples that a potential customer has four basic qualifications 1) they need the product, 2) they are able to afford the purchase 3) they are forgeting to buy the product, and 4) a. they will refer others to buy the product. b. they will use the product. c. they will bring back for other products. d. they are part of a buying centre. e. they are authorized to buy the product. 14. Heather has change her problem solving capabilities over her ten-year sales career.This capability translates into a. lower closing rates. b. having more happy customers. c. selling more expensive products. d. longer sales cycles. e. more referrals. 15. How has the high turnover in your company touch the morale of your employees, is an example of a a. confirmation question. b. pleasure question. c. probing question. d. general check up on question. e. specific survey question. 16. The length of time devoted to the social contact depends on a. whether or not you like the buyer. b. whetherthe buyer is serious about buying. c. whether you are feeling sales call reluctance. d. whether conversion has happened. e. the type of product or service sold. 17. Jason is a photocopier sales rep. He likes to compare the speed of the copier to a Concord aircraft. Jasons design is to make th e presentation more a. interesting. b. witty. c. memorable. d. persuasive. e. informative 18. The price-cost comparison is most appropriate for a. inexpensive purchases. b. inferior fiber products. c. transactional buying situations. d. products with short usage or service life. e. products with long usage or service life. 19. look studies indicate that the referral approach is effective because a. customers know that the viewpoint of a third political party is always accurate. b. customers seldom trust a salesperson, but do trust a third party. c. customers will be utmost more impressed with your good points if they are presented by a third party rather than by you. d. customers always respect the opinions of a third party. e. customers dont want to take the time to really get to know sales reps. 20. Simon uses confirmation questions questions used to determine if information is correctly understood a. hardly ever. b. throughout a sales c all. c. at the end of a sales call. d. at the beginning of a sales call. e. in the middle of a sales call. Test Name T2 Example F2012 1. e. Jill failed to develop good personal relationships with key people. 2. a. choose the right setting. 3. d. 4thor5th 4. e. Export Development Corporation 5. d. budget limitation tactic. 6. c. developing the presale presentation plan. 7. b. encourage the customer to try it on. 8. e. doesnotdo business while networking. 9. a. validatory denial. 10. d. a special concession close. 11. c. to enhance the role of the product. 12. a. suggestion selling. 13. e. they are authorized to buy the product. 14. e. more referrals. 15. c. probing question. 16. e. the type of product or service sold. 17. d. persuasive. 18. e. products with long usage or service life. 19. c. customers will be far more impressed with your good points if they are presented by a third party rather than by you. 20. b. throughout a sales call.