Question 1

A salesperson for KLN Machines,Steve,began his meeting with a prospect by saying "I noticed that you have a collection of antique thermometers in your outer office.My father has been collecting soda pop thermometers for almost fifteen years.What got you interested in collecting them?" In this scenario,Steve was trying to:
A) describe his product's features in detail to his prospect.
B) engage the prospect in reviewing his company's credibility statement.
C) establish rapport with the prospect by talking of a common interest.
D) examine the prospect's needs through some closed questions.
E) establish whether the prospect has the buying potential for his goods.

Accepted Answer

Steve is trying to build a connection with the prospect by finding a common interest and establishing rapport. He is not directly describing his product features or reviewing his company's credibility statement. Additionally, he is not asking closed questions to examine the prospect's needs or establishing their buying potential.

Question 2

Which of the following is the most important characteristic of successful sales representatives?
A) Opening each sales call with a product demonstration
B) Handling positive reviews from customers
C) Being able to discover client needs
D) Using closing techniques effectively
E) Handling objections

Accepted Answer

The most important characteristic of successful sales representatives is being able to discover client needs. This involves asking open-ended questions and actively listening to the customer in order to understand their specific pain points and how the product or service can solve them. Without this skill, sales representatives will not be able to effectively provide tailored solutions and close deals. The other options listed are important skills as well, but they are not as critical as being able to discover client needs.

Question 3

Which of the following is the best example of a benefit opening?
A) "Mr. Jackson at FS Tools thought you would appreciate the multitasking flexibility of my company's machine center."
B) "Good afternoon, Ms. King. My name is Harry Tillot, and I sell the world's finest veneers."
C) "Hello, Dr. Allen. Do you need an easier way to place insurance claims for your patients?"
D) "Mr. Tanner, I believe our laminating machine will significantly increase your product's quality."
E) "Hello, Ms. Dwight. My name is Darla, and I am selling Girl Scout cookies."

Accepted Answer

The answer of Which of the following is the best...

Question 4

Raleigh sells computer-assisted design services to major engineering firms.As he settles into his chair in the office of one of his best accounts,he says to the buyer,"R.J.,can you believe how badly Baltimore choked in that game on Sunday?" Raleigh is using _____ as he begins this sales call.
A) feature dumping
B) style flexing
C) networking
D) small talk
E) trial closing

Accepted Answer

Raleigh is using small talk to establish a rapport with the buyer before discussing business. Small talk can help build a relationship with the buyer and make them feel more comfortable during the sales call.

Question 5

"This model 107 electric nail gun will reduce the amount of time your crew spends roofing a 3,000 square foot home by 30 percent.This will lower your labor costs and allow you to bid more competitively in the market for your service." This opening statement is an example of a(n)_____ opening.
A) compliment
B) curiosity
C) referral
D) introduction
E) benefit

Accepted Answer

The opening statement is emphasizing the benefits of using the product, specifically how it can lower labor costs and make the company more competitive in the market. Therefore, it is an example of a benefit opening.

Question 6

Which of the following is an example of a closed question?
A) What misconceptions do people have about your business?
B) What are your decision-making criteria for choosing the successful vendor?
C) What projects are crucial for your company right now?
D) What kinds of problems have the new federal guidelines caused for your division?
E) Did you make the decision that resulted in your current vendor?

Accepted Answer

"Did you make the decision that resulted in your current vendor?" is a closed question because it can be answered with a simple yes or no.

Question 7

A(n)_____ opening involves actually providing a demonstration as soon as a salesperson meets a prospect.
A) compliment
B) curiosity
C) product
D) introduction
E) referral

Accepted Answer

A product opening involves providing a demonstration of the product as soon as the salesperson meets the prospect, which can help grab the prospect's attention and generate interest in the product. Compliment, curiosity, introduction and referral openings do not involve presenting the product immediately.

Question 8

Irene is a salesperson for Pro,a company selling sports and driving gear.Irene begins her meeting with a prospect by stating that "Driving an 18-wheel truck eight hours a day must be hard on you physically,but you can reduce some of that fatigue by putting this special cushion in your truck seat," and she hands a sample to her prospect.Irene is using the _____ opening.
A) compliment
B) curiosity
C) product
D) introduction
E) referral

Accepted Answer

Irene is using the product opening by introducing the cushion to the prospect as a solution to reduce their physical fatigue.

Question 9

"Mr.Tudor," said Judy,"Tom Pritchett suggested I contact you about our new computerized Civil War reenactment game." In this example,Judy is using the _____ opening method with Mr.Tudor,her prospect.
A) compliment
B) curiosity
C) product
D) introduction
E) referral

Accepted Answer

Judy is using the referral opening method by mentioning Tom Pritchett's suggestion to contact Mr.Tudor.

Question 10

A floral supplies salesperson walked into the office of Gregg Katz,owner of KCFlorist.com and said,"Congratulations on being voted Floral Management's 2008 marketer of the year.Your Internet sales must be doing great if your industry recognizes you as its best retailer." The salesperson was using the _____ opening in this scenario.
A) introduction
B) curiosity
C) product
D) compliment
E) referral

Accepted Answer

The salesperson is using a compliment to initiate a conversation with Gregg Katz, acknowledging his achievement of being voted Floral Management's 2008 marketer of the year.

Question 11

Which of the following is the best example of an open question?
A) Do you want your order to be delivered in the morning or in the afternoon?
B) Will you be buying three or four boxes of these customized candles?
C) Will you be paying cash or charging these items to your account?
D) Why do you consider June to be your most productive month?
E) Do you have a method to display the Christmas ornaments?

Accepted Answer

A closed question would have limited answers, such as options A, B, and C. Option E is a yes/no question, which can also be considered a closed question. Option D, on the other hand, asks for a personal explanation and can have various answers, making it an open question.

Question 12

"Mr.Rogers,if I could show you a way to increase sales in your bookstore by 20 percent per year,would you be interested?" probed Leesa.In this example,Leesa is using the _____ opening.
A) referral
B) rapport
C) product
D) introduction
E) question

Accepted Answer

Leesa is using a question opening to gauge Mr. Roger's interest in increasing sales.

Question 13

While Martin was waiting in his prospect's office,he noticed the prospect's degree,vacation photographs,and awards hanging on the wall behind his prospect's desk.Martin was engaging in _____ that would serve as a basis for _____.
A) benefit assessment; presentation balance
B) FAB analysis; an introduction opening
C) office scanning; small talk
D) rapport building; a trial close
E) none of the above

Accepted Answer

Martin was observing the office environment to find topics for small talk, which helps in building rapport with the prospect.

Question 14

The booking agent for Moser Midway Rides walked into the management office for the Ohio State Fair and said,"The average family of four will spend 5.5 hours at the fair and spend between $60 and $70.How would you like to have that same family spend between $90 and $100 at your fair?" Which of the following methods of opening was the salesperson using in this scenario?
A) Question
B) Rapport
C) Product
D) Introduction
E) Referral

Accepted Answer

The salesperson is using a question to capture the attention of the management and introduce their proposal.

Question 15

When preparing for an initial sales call,social networking sites can be a valuable source of information about _____.
A) a prospect's interests and background
B) corporate ethics policies of a company
C) current demographic trends in the industry
D) prices competitors charge currently
E) inventory allowances

Accepted Answer

Social networking sites can provide information about a prospect's interests, background, and potentially even their current needs or pain points, which can be valuable for tailoring your approach during an initial sales call. However, social networking sites are not likely to provide information about corporate ethics policies, industry trends, or competitor prices and inventory allowances.

Question 16

Which of the following pairs of individuals are most receptive to small talk?
A) Amiables and expressives
B) Analyticals and drivers
C) Analyticals and amiables
D) Drivers and expressives
E) Amiables and drivers

Accepted Answer

Amiables are known for being friendly and approachable, making them receptive to small talk. Expressives are also outgoing and sociable, making them open to casual conversation.

Question 17

A salesperson's best line of defense when something goes wrong during his sales presentation is to:
A) blame his assistant or secretary for not having prepared properly for the meeting.
B) ask the prospect if the meeting can be rescheduled for later.
C) continue in the presentation as though nothing went wrong.
D) maintain the proper perspective and a sense of humor.
E) do none of the above.

Accepted Answer

Maintaining the proper perspective and sense of humor demonstrates professionalism, adaptability, and the ability to handle unexpected situations. Blaming someone else or asking to reschedule can damage the relationship and credibility with the prospect. Ignoring the issue and continuing as though nothing happened can also come across as unprofessional.

Question 18

When Bobbi walked into the office of a lawyer she was trying to crack a deal with,she said,"Everyone in town thinks highly of your ethical standards.Whenever the subject of an ideal and committed lawyer comes up in conversation,only you come to mind." Bobbi was using the _____ opening to sell software that researches and manages legal precedents.
A) compliment
B) curiosity
C) product
D) introduction
E) referral

Accepted Answer

Bobbi is using flattery or a compliment to create a favorable impression before introducing her product. This technique is often used in sales to build rapport and create a positive association with the product or service being offered.

Question 19

Marissa designs customized jewelry and wants to sell her products through Gaia,a chain of boutiques retailing women's accessories.During her first meeting with the owner of Gaia,even before they settle down to talk,Marissa opens cases of rings,pendants,and earrings that she has designed and asks her prospect to try some samples on.Marissa is using the _____ opening method in this scenario.
A) implication
B) referral
C) compliment
D) product
E) positioning

Accepted Answer

Marissa is using the product opening method by showing her jewelry designs to the owner of Gaia and asking her to try on some samples.

Question 20

_____ require a prospect to go beyond a simple yes/no response and share a great deal of useful information.
A) Question openings
B) Introduction openings
C) Closed questions
D) Double-barreled questions
E) Open questions

Accepted Answer

Open questions require the prospect to give more detailed and informative answers. This allows the salesperson to gather more information about the prospect's needs and preferences, which can aid in the sales process.

Quiz 8: Making the Sales Call

Which of the following is the most important characteristic of successful sales representatives?

Which of the following is the best example of a benefit opening?

Raleigh sells computer-assisted design services to major engineering firms.As he settles into his chair in the office of one of his best accounts,he says to the buyer,"R.J.,can you believe how badly Baltimore choked in that game on Sunday?" Raleigh is using _____ as he begins this sales call.

"This model 107 electric nail gun will reduce the amount of time your crew spends roofing a 3,000 square foot home by 30 percent.This will lower your labor costs and allow you to bid more competitively in the market for your service." This opening statement is an example of a(n) _____ opening.

Which of the following is an example of a closed question?

A(n) _____ opening involves actually providing a demonstration as soon as a salesperson meets a prospect.

"Mr.Tudor," said Judy,"Tom Pritchett suggested I contact you about our new computerized Civil War reenactment game." In this example,Judy is using the _____ opening method with Mr.Tudor,her prospect.

Which of the following is the best example of an open question?

"Mr.Rogers,if I could show you a way to increase sales in your bookstore by 20 percent per year,would you be interested?" probed Leesa.In this example,Leesa is using the _____ opening.

While Martin was waiting in his prospect's office,he noticed the prospect's degree,vacation photographs,and awards hanging on the wall behind his prospect's desk.Martin was engaging in _ that would serve as a basis for _.

When preparing for an initial sales call,social networking sites can be a valuable source of information about _____.

Which of the following pairs of individuals are most receptive to small talk?

A salesperson's best line of defense when something goes wrong during his sales presentation is to:

_____ require a prospect to go beyond a simple yes/no response and share a great deal of useful information.