1. During the first few minutes (seconds) the prospect and the salesperson form impressions of each other that will either facilitate or detract from the sales call.

1. True
2. False

Answer:

2. Source of Prospects are:

A. Referrals.

B. Telemarketing and email.

C. Networking.

D. All of the above.

Answer:

3. A professional salesperson must be a Product expert, a company expert, and an industry expert.

1. True
2. False

Answer:

4. Data Dump occurs when salespeople, who love their products and possess vast product knowledge, overload customers with data they neither need nor want.

1. True
2. False

Answer:

5. Complex Buying Decision is a lengthy consumer buying decision characterized by a high degree of involvement.

1. True
2. False

Answer:

6. Other Source of Prospects are:

A. Cold calling.

B. Trade shows and special events.

C. Prospecting by non-sales employees.

D. All of the above.

Answer:

7. Satisfied customers are an auxiliary salesforce.

1. True
2. False

Answer:

8. Communication style bias is a barrier to success in selling.

1. True
2. False

Answer:

9. Sales Call Reluctance is caused by:

A. Fear of taking risks.

B. Lack of self-confidence.

C. Fear of rejection.

D. All of the above.

Answer:

10. Consultative selling involves meeting customer needs by:

A. Asking strategic questions.

B. Listening to customers.

C. Understanding and caring about customers problems.

D. All of the above.