Question 40

The acronym L-O-C-A-T-E reminds us of several useful methods for uncovering a prospective buyer's needs. What does the O represent?

1. own
2. optimize
3. observe
4. object
5. order

2 points

Question 41

In what order are the feature, advantage, and benefit presented in the following statement? "This television's solid-state design produces a more vivid picture, which will make your television viewing more enjoyable."

1. feature, benefit, and advantage
2. advantage, feature, and benefit
3. feature, advantage, and benefit
4. advantage, benefit, and feature
5. benefit, advantage, and feature

2 points

Question 42

Purchasing agent Cheyenne Ragnu expects the salesperson who enters her office to make a sale to be completely prepared with ample facts and supporting data. While you are there she will expect you to be very precise, orderly, and logical. What personality type is Ragnu?

1. senser
2. achiever
3. intuitor
4. feeler
5. thinker

2 points

Question 43

An appropriate time for a salesperson to use a trial close is:

1. during the prospecting stage
2. immediately after the introduction
3. after answering an objection
4. immediately after closing the sale
5. at any of the above times

2 points

Question 44

Once the customer has selected a product to purchase, his purchase intentions can be changed by:

1. the attitude(s) of others
2. the perceived risk of buying the product
3. uncontrollable factors, such as inadequate financing
4. the salesperson's actions after the decision has been reached
5. any of the above

2 points

Question 45

"Our product is the only one on the market that will remove 99 percent of all bacteria from the air," is an example of a(n):

1. feature
2. economic need
3. advantage
4. achievement
5. benefit

2 points

Question 46

A product benefit is defined as:

1. a performance characteristic of a product
2. a favorable result the buyer receives from use of the product
3. a physical characteristic of a product
4. a way the product will work when used
5. none of the above

2 points

Question 47

The ______ personality type places high value on being people-oriented and sensitive to people's needs.

1. senser
2. charismatic
3. intuitor
4. feeler
5. thinker

2 points

Question 48

The SELL sequence should be used:

1. only at the end of the sales presentation
2. prior to each trial close
3. in the pre-approach only
4. to modify buying need
5. throughout the sales presentation

2 points

Question 49

The statement, "This training program will let you increase your salary by 10 percent," is an example of a(n):

1. feature
2. segmentation basis
3. advantage
4. achievement
5. benefit

2 points

Question 50

During a sales presentation, you, as the salesperson, must be prepared to correct a negative impression the prospect may have about a product. Thus, you must be prepared to:

1. alter the buyer's beliefs about your product(s) and/or your competitors' products
2. alter the importance of the attributes--make quality and service more important than price
3. bring out unnoticed attributes
4. change the person's search for the "ideal" product into a more "realistic" product
5. all of the above