Question 1

The most important part of the sales call, and the most difficult for most salespeople, is handling objections.

Accepted Answer

The answer of The most important part of the sales...

Question 2

In terms of generating leads, the best method is purchasing response lists from database vendors.

Accepted Answer

Purchasing response lists from database vendors may not always be the most effective or efficient method for generating leads. Other methods such as inbound marketing, social media marketing, and content marketing can also be effective and may provide higher quality leads.

Question 3

Information about a prospect should always be collected in advance to making a sales call.

Accepted Answer

The answer of Information about a prospect should always be...

Question 4

The sales presentation approach that resembles a joint-venture is the problem-solution approach.

Accepted Answer

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Question 5

In using the need-satisfaction sales presentation approach, the needs of the customer should be determined in an initial sales call and then the solution to those needs should be presented in a follow-up sales call.

Accepted Answer

The need-satisfaction sales presentation approach involves determining the needs of the customer and presenting the solution to those needs in the same sales call, not in a follow-up call. The approach is based on the idea that customers are more likely to buy when they see how a product or service will satisfy their needs in the moment.

Question 6

Gabriella is getting ready to close her sales call. She asks for the order outright. This would be which type of close?
A)Continuous "yes"
B)Direct
C)Summarization
D)Assumptive

Accepted Answer

The type of close Gabriella is using is a direct close, as she is asking for the order outright. The other types of closes listed (continuous "yes", summarization, and assumptive) do not involve a direct request for the order.

Question 7

Telemarketers, retail sales clerks, and new field salespeople often use the need-satisfaction approach during the initial sales presentation.

Accepted Answer

The answer of Telemarketers, retail sales clerks, and new field...

Question 8

In terms of generating sales leads, networking and using directories produces superior leads to using a firm's internal database.

Accepted Answer

Networking and using directories can be effective for generating sales leads, but a firm's internal database often contains higher quality leads due to the pre-existing relationship or interest in the firm's products or services.

Question 9

In terms of generating leads for sales, trawling and data analysis of a firm's database can generate high potential leads.

Accepted Answer

Trawling and data analysis of a firm's database can reveal valuable information about potential leads, such as customers who have shown interest in a particular product or service. This can help sales teams target their efforts more effectively and increase the likelihood of converting leads into customers.

Question 10

To avoid a confrontation with a customer and to avoid telling the customer that he or she is wrong, a salesperson can use the head-on approach to handling objections.

Accepted Answer

The head-on approach involves directly addressing the customer's objection and providing evidence or information to counter it. It does not involve avoiding confrontation or telling the customer they are wrong.

Question 11

Sydney is getting ready to close her sales call. She is not sure the prospect is quite ready so she solicits feedback that provides information regarding the customer's reaction, without asking directly for the order. This is an example of which type of close?
A)Continuous "yes"
B)Trial method
C)Summarization
D)Assumptive

Accepted Answer

The trial method of closing is used to gauge the prospect's readiness to buy by asking questions that solicit feedback about their interest or reaction to the product or service, without directly asking for the sale. This method helps the salesperson assess the prospect's position and readiness to make a purchase decision.

Question 12

Kaylee is getting ready to close her sales call. She feels she has answered all of the prospect's objections and feels confident that the prospect is ready to buy. The best close for her would be which type of close?
A)Continuous "yes"
B)Direct
C)Summarization
D)Assumptive

Accepted Answer

A direct close is most effective when the salesperson is confident that the prospect is ready to make a purchase. It involves straightforwardly asking for the sale, which is appropriate in this scenario since Kaylee believes she has successfully addressed all objections.

Question 13

With the head-on approach to handling objections, the salesperson answers an objection directly, using tact to not offend the customer.

Accepted Answer

The statement accurately describes the head-on approach to handling objections, which involves addressing the objection directly while being mindful of the customer's feelings and needs.

Question 14

When a customer's objections are partially true, a salesperson can use the indirect approach to handle the objection.

Accepted Answer

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Question 15

Some customers do not have specific objections, but are worried about the consequences of switching vendors. In such situations, the best method to use would be the compensation method.

Accepted Answer

The best method to use in such situations is the Feel, Felt, Found method, as it addresses concerns by showing empathy, sharing how others felt similarly, and then explaining how their concerns were alleviated after making the switch.

Question 16

The problem-solution sales approach requires salespeople from the selling organization to analyze the buyer's business to determine the problems the prospect is facing and then offer the most feasible solution.

Accepted Answer

The problem-solution sales approach is a consultative selling technique that involves the salesperson analyzing the buyer's business to identify problems or challenges and then offering a customized solution that addresses those specific issues. This approach focuses on providing value to the customer by helping them solve their problems, rather than using a more traditional sales pitch to sell a generic product or service.

Question 17

Kathy is getting ready to close her sales call. She is not sure the prospect is quite ready so she goes over the benefits of the product and how it meets the customer's needs prior to asking for the order. This is an example of which type of close?
A)Continuous "yes"
B)Trial method
C)Summarization
D)Assumptive

Accepted Answer

The given scenario describes the Summarization close where the salesperson sums up the benefits of the product and how it meets the customer's needs prior to asking for the order. This helps in reinforcing the value proposition and increasing the chances of closing the sale.

Question 18

Destiny is getting ready to close her sales call. She assumes the customer will say "yes" so she just asks how many cases they would like shipped. This is an example of which type of close?
A)Continuous "yes"
B)Trial method
C)Summarization
D)Assumptive

Accepted Answer

The assumptive close is based on assuming that the customer has already agreed to the sale and just asking for the details of the purchase. Destiny assumes that the customer has said "yes" and asks how many cases they would like shipped.

Question 19

In personal selling, it is important to have quality leads because not all prospects are of equal value.

Accepted Answer

Quality leads are those potential customers who are more likely to make a purchase or who fit the ideal customer profile. Not all prospects have the same level of interest or purchasing power, so it's important to focus on those who have a higher likelihood of converting into a sale. This helps salespeople to use their time and resources more effectively and efficiently, which can ultimately improve their success rate and increase revenue for the business.

Question 20

If the salesperson is not sure if the prospect is ready to close, the trial method of closing can be used to close the sale.

Accepted Answer

The trial method of closing is used when the salesperson is not sure if the prospect is ready to close. It involves offering a trial period or sample of the product/service to help the prospect experience its benefits and become more confident in their decision to buy. This can be an effective way to nudge the prospect towards making a purchase.

Quiz 11: Database and Direct Response Marketing and Personal Selling