1.Define Selling -

2.A career in sales offers

oFlexibility, Challenge, High-income potential

oCreativity, Stability, Non-stressful

oRepetitiveness, Fixed hours, Stability

3.What does a Professional Salesperson DO? (select relevant answers)

oCreates new customers.

oSells more to present customers.

oDraft detailed invoices

oBuilds long-term relationships with customers.

oProvides solutions to customers' problems.

oProvides service to customers.

oHelps customers resell products to their customers.

oHelps customers use products after purchase

oBuilds goodwill with customers.

oProvides the company with market information.

oAll of the above

4.An effective attitude to have on a sales call is that

oI must educate my prospect about my company and its products.

oMy job is to convince my prospect that they need what we sell.

oMy pipeline is full and I don't need the business.

oA good salesperson can sell anything to anybody.

5.When I hear a "no" from a prospect, I

oFeel that I have failed to the job properly

oTake it as a personal failure

oLet it bother me more than I should

oPut it behind me and move forward

6.To be successful in sales, the most important things to concentrate on are

oTime management and product knowledge

oTerritory management, planning, and closing skills

oPositive mindset, goals and plans, and selling skills

oBuilding trust, knowing your competition, and closing skills

7.The most correct order for effective selling is -

oQualify, present, then close

oQualify, get a commitment, then present

oBuild rapport, find the decision-maker, present features & benefits, then close

oTrial close, make a presentation, handle objections, then close

8.The most effective way to take control of the sales process is to guide the discussion to your products and services as early as possible.

oTrue

oFalse

9.I know I'm in control of the selling process when

oI'm dominating the conversation

oI'm presenting my company's story

oThe prospect is asking questions

oI'm asking questions

10.Words that many buyers would use to describe salespeople are

oProfessional and informative

oHumorous and fun-loving

oPushy and aggressive

oSlick and sleazy

11.One of the best ways to build rapport is to

oFind something in the prospect's office and initiate a discussion about it

oOffer to take them to lunch

oObserve their behavioral style and try to match it

oSend literature before you meet with the prospect

12.A salesperson who just started selling in a new territory and needed to build a business quickly should

oTry to get more business from existing customers

oDo some research to find out who the best prospects are

oTalk to experienced reps and find out the best way to build a business quickly

oGet on the phone and make some cold calls

oAll of the above

13.Features and benefits should be presented early in the sales cycle and before discussing the budget.

oTrue

oFalse

14.The single most important thing to do to close the sale is to

o Propose and ask for the order

oSell your product or service enthusiastically

oConvince your prospect that your products or services are a good fit

oUnderstand the prospect's needs

15.Weak closing skills are the most common cause of lost sales.

oTrue

oFalse

16.Early in the sales process, your prospect says that your solution is just what he is looking for. You should

oShow some enthusiasm and close the sale

oAsk about the decision-making process

oFind out if he has any reservations about moving forward

oMake an appointment to make a complete presentation

17.Most salespeople use similar closing techniques, but the best closers are good at

oAsking questions

oHandling stalls and objections

oLearning a few good one-liners to get the prospect to say yes

oBuilding rapport

18.The proper time to make a presentation is

oAfter all the objections have been overcome

oOnly when they've agreed to give you a decision

oWhen they ask you for a presentation

oAnytime you see an opportunity to close

19.When your prospect says he has to have your best price, you should

oSuggest that you might be able to offer a discount

oAsk what price he needs to have to buy

oAsk if the price is the only criteria for buying

oFind out how many and when he will buy

20.When a buyer says "I like what I see, but I need to think it over," the best response is

o"What is it that you need to think over?"

o"Let's take a look at the pros and cons, then make a decision."

o"Sounds like you still have some serious reservations, should we close the file?"

o"The price will go up next month, so you might want to buy now."