PROFESSIONAL SELLING QUIZ

Please select the correct answer for the following questions each question have 1 correct answer EXCEPT the question that has multiple answers under "(SELECT ALL THAT APPLY)"

QUESTION 1

a goodpower questionhas two of these characteristics (select both):

1. Forces the conversation.
2. Leads somewhere,helps to get more info about your client
3. Invites other people to join the conversation.
4. Is an open question,opening up the conversation.

QUESTION 2

The consultative sales process involves some of these,EXCEPT:

1. Understanding you client's needs.
2. Create industrytrends.
3. Active Listening.
4. Selecting and customizing a solution.

QUESTION 3

The question"What is your budget?" is:

1. Open Question
2. Power Question
3. Closed Question
4. General Survey Question

QUESTION 4

A good example of a good general survey question would be:

1. "Are you familiar with our services?"
2. "How have you been?"
3. "I heard that you were looking for a new distributor,right?"
4. "I am aware you are looking for new distributorfor computers, how manyemployeesneed oneand how are they using their computers?"

QUESTION 5

A good example of aconfirmation questionis:

1. "How many employees are in your company?"
2. "Do you mean that you are only using 30%of the appsavailable in your system? How come?"
3. "Would you be okif I send you an offer?"
4. "What do you like about your currentprovider?"

QUESTION 6

Active Listening involves: (select ALL theapplicable)

1. Repeatwhat the client saidusing your own words.
2. Not talking.
3. Use your full attention.
4. Asking further about best practices.

QUESTION 7

The best sales reps,those who add value,sell not only the product but themselves.

1. True
2. False

QUESTION 8

If you were a sales rep that is about to offer Artificial Intelligence-self driving cars to a courier company like Purolator, what type of presentation would you do, if it isyour first approach with the client.

1. Informative
2. Persuasive
3. Canned
4. Reminder

QUESTION 9

Pharmareps visit their clients several times throughout the year. When a client is already prescribing their product frequently, their presentation technique evolves and becomes:

1. Informative
2. Persuasive
3. Canned
4. Reminder

QUESTION 10

You could say that the objective of a persuasive presentation is to:

1. Gain commitment.
2. Inform.
3. Review additional concepts.
4. Increase sales of other ancilliaryproducts.

QUESTION 11

You could say that this is a good scenario to use a "canned"presentation:

1. First sales call with a prospect
2. When presenting to a group of 2or 3people.
3. Online webinar
4. When your manager is with you.

QUESTION 12

When working in your presentation and through the actual moment you are presenting you have to focus on closing,not the objective of the presentation.

1. True
2. False

QUESTION 13

In a sales presentation is crucial that you rely on the tools you bring along.

1. True
2. False

QUESTION 14

You work for Bombardier, and you are selling transportation systems in North America. Recently, you missed a deadline with the Toronto Transit Comission(TTC), there were unusual issues that caused the delay and possibly losing the account. This was a huge issue that was reported in the news outlets and even cause the stock price to fell. You are about to pitch the transportation authorities at Washington. They will decide if you can be part of the next round of submissions, you are afraid the Toronto incident may come up. You are making the last edits and your presentationincludes several sections, which sections would you REMOVE (so that you will no present this to the client):

1. Agenda
2. Discounts and rebates. (slides to be used in case of an emergency).
3. Problem Identification,the Transportation needs in Washington.
4. Learning from our mistakes.How Bombardierlearned and capitalized from the mistakes in theToronto project.

QUESTION 15

cont'd from the Bombardier example.

Next week you will be meeting the Toronto Transit commission(TTC) committee, they will decide whether to cancel the contract or continue working with Bombardier. You wantto bring a few solutions to negotiate possible options. Your team helps come up with different options in a brainstorming session. Which of the following is a true win-win solution?

1. Provide a discount that covers the cost of the delays.
2. Offer the latest technology that you just developed,instead of what they purchased.(still needs 6months to be fully approved)
3. Offer to cover the costs of the delay to make sure tax payers are ok adding a public apologyand ask for theirhelp in building a business case that you can present to new clients to avoid these issues in the future with other clients.
4. Ask them what they need/want.

QUESTION 16

Before going into a negotiation,You need:(select ALL that apply)

1. vast company and industry research.
2. understand how to tackle objections,including hidden objections.
3. a best alternative to negotiated agreement.
4. Clear understanding of the client's needs. Making those your priority.
5. Employee statistics

QUESTION 17

the Feel-Felt-Found method to negotiate buyer concerns is so popular because:

1. demonstrates empathy
2. Helps to make the conversation longer.
3. Delays the discussion.
4. Provides closure.

QUESTION 18

If the high price of your product is caused by added features,and you see that your client is hesitant abour the price you can offer:

1. Offer a discount.
2. Insist on the benefits they'd be missing if they don't buy it from you.
3. to unbundlethe added services to lower the cost.
4. Ask for more information to provide an alternative and return at a later date.

QUESTION 19

Before closing,some clients may face challenges in taking the next step.Thesearepossiblereasonsto hesitate, except:

1. co-workers or managers exercising pressure
2. Options are too many and she/he is afraid of not having other alternatives.
3. Budget is lower than expected.
4. Uncertainty regarding choosing the wrong option.

QUESTION 20

If your client says "Seems like you nailed it, this proposal is all we asked for and more!".you would consider this to be:

1. Incremental Committment
2. a closing clue
3. Trial close
4. "Tough-mindedness"

QUESTION 21

You have to adapt your closing technique according to your client'sstyle,age,sex,andpersonality

1. True
2. False

QUESTION 22

if the client gives you some clues, when should youtryto do a trial close?

1. Always
2. Never
3. after getting the client's signature in the order.
4. when running out of time.

QUESTION 23

These are some types of close: (SELECT ALL THAT APPLY)

1. Assumptive
2. Direct appeal
3. Summary of business
4. Special concession
5. Balance sheet

QUESTION 24

"We just need to get a date to deliver that is between Monday andWednesday next week and we'll deliver" This type of close is:

1. Multiple Options
2. summary of benefits
3. Assumptive
4. Balance sheet close

QUESTION 25

"I am glad you liked our offer. You can rest assured that we took into consideration the needs you outlined, as you can see, weekly delivery, storage,price, on-site installation and a 5 year warranty are included as requested. We just need you to sign the financing details today to deliver next week.In order to wrap up this deal, tell me,which one do you prefer 3 month financing or 6 months?" This is a combination close, which are the methodsused?

1. Management close andBalance sheet close
2. Multiple option close and summary of benefits close
3. special consession close and Assumptive close
4. Direct appeal close and Impeding event close

QUESTION 26

"I am glad you like our proposal. Let's sign this order today so I can process it asap and you can benefit from the special 10% discount that ends today". This one is also a combination close, which methods are included there?

1. Impeding event and Assumptive close
2. Management close and Combination
3. Assumptive close and Multiple options
4. Special concession close and Direct appeal close

QUESTION 27

Directive clients may try to touch your weaknessesto gain advantage.

1. True
2. False

QUESTION 28

A good close with a reflective client could be the assumptive close.

1. True
2. False

QUESTION 29

With a supportive client, a good close would be the Summary of benefits close:

1. True
2. False

QUESTION 30

A client that is happy with your service will exercise the "word of mouth", which isbasically sharing with other clients.

1. True
2. False

QUESTION 31

Gaining back an old unsatisfied client isless expensive than maintaining current relationships. Because with current clients you have to "entertain" them often.

1. True
2. False