Which of the following methods is the strongest for gaining entry to a prospect?

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a

A salesperson mails a letter to the decision maker

b

A salesperson calls the prospect to try and schedule a specific time and date for an interview

c

A salesperson makes a cold call by walking in hoping the prospect can see him

d

A salesperson has an influential leader in the industry act as a center of influence and serves as a referral

e

A salesperson makes a connection with the prospect on LinkedIn

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Question 34

"How far do your customers travel to your location?" is an example of which category of Needs Analysis questions?

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a

Media Mix

b

Budget

c

Business

d

Audience

e

Competition

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Question 35

During a sales call, objections can only occur at the end of your presentation.

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a

True

b

False

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Question 43

When presenting an objection, "The Searcher" has already decided to buy, but just wants more data from the salesperson.

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a

True

b

False

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Question 6

According to lecture, what is the average time it takes for a prospect to decide whether to buy from you?

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a

4 minutes

b

10 minutes

c

20 minutes

d

2 minutes

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Question 14

Prospects can object to the sale because they simply dislike making decisions or prefer old habits.

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a

True

b

False

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Question 11

The referral approach helps you establish leverage by borrowing the influence of someone the prospect trusts and respects.

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a

True

b

False

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Question 5

Which of the following steps of the sales process do NOT overlap to turn a lead into a prospect?

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a

Prospecting

b

Pre-approach

c

Approach

d

Needs Evaluation

e

Overcoming Objections

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Question 19

Listening is one of the most neglected skills in many sales training programs. Effective listening is an interactive process which requires all but one of the following steps:

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a

Being patient and slowing your rate of speaking down

b

Making a prejudgment about where the speaker is going

c

Taking notes while the prospect is talking

d

Reinforcing what the prospect has said

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Question 36

When identifying needs of a prospect, open-end questions will be most helpful in:

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a

Maintaining control by directing the flow of conversation

b

Uncovering the social or behavioral style of the prospect

c

Reducing prospect tension

d

Checking for understanding

e

All of the above

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Question 20

A large percentage of business miscommunication comes through poor listening skills. Which of the following is true of salespeople with poor listening skills?

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a

They have a difficult time concentrating on what the prospect is saying

b

They are only partially engaged, spending most of their time thinking of what THEY want to say next

c

They are distracted by people around them

d

They are more focused on their presentation rather than listening to the prospect

e

All of the above seem to be true

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Question 12

Regarding small talk, which of the following is true?

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a

With the right prospects, it can ease tension

b

With some prospects, they might reveal more about themselves in small talk than during the rest of the interview

c

Small talk is not a good idea for some prospects who want to get right down to business

d

Small talk works well with someone who is an amiable

e

All of the above are true

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Question 29

The first four minutes of any first meeting are important because:

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a

You must explain your proposition quickly within that time frame

b

You must impress the prospect with your knowledge of their business

c

Four minutes is the average time a prospect will take to decide whether to buy from you

d

Most prospects' attention span will begin to fade after four minutes

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Question 44

Which of the following describe the role of a Gatekeeper?

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a

The person in an organization that advocates for you to the decision makers

b

The end-user of your product/service

c

The person in an organization that controls access to the decision makers

d

The person in an organization who decides if your product/service is purchased

e

None of the above

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Question 13

Establishing rapport or connection with the client is crucial to moving your sales relationship forward. What is the best way to do this?

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a

Ask for a tour of the prospect's office

b

Have a few questions that you use as "small talk" and choose them appropriately for the situation

c

Ask about the prospect's religious and political affiliations

d

Show them that you respect their time by beginning your presentation immediately

e

None of the above

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Question 24

To successfully close a sale, it is important to have the lowest priced products or services.

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a

True

b

False

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Question 32

There are basic methods of capturing a prospect's attention. What is most appropriate?

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a

Appeal to the prospects' senses by giving them something to hold

b

Give the prospect a piece of marketing communication to read while you are speaking

c

Present a colorful presentation focusing on the history of your organization

d

Make a statement about the benefit your product can provide to the prospect's company

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Question 26

The successful salesperson:

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a

Chooses one type of close, perfects it, and ALWAYS uses it

b

Plans ahead of time what close to use and sticks to the plan

c

Has a number of closes that can be presented effectively and chooses the one that best fits the situation

d

Always closes at the same spot in the presentation

e

Doesn't need to worry about closing because it happens naturally

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Question 33

When a prospect interrupts your presentation to ask "But how much is it?", a successful seller should skip to the end of the presentation and answer the question.

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a

True

b

False

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Question 37

According to Rock Solid Rules, a successful salesperson should act as an advisor and consultant to their client by assisting with media planning.

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a

True

b

False

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Question 8

"Taking the curse off the call" means making statements and asking questions to indicate that you are aware that you are interrupting a prospect's workday.

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a

True

b

False

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Question 1

According to "Rock Solid Rules", the Internet has replaced unskilled labor, but not personal relationships.

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a

True

b

False

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Question 50

"What percent of your sales do you devote to advertising?" is an example of which category of Needs Analysis questions?

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a

Media Mix

b

Audience

c

Budget

d

Business

e

Competitors

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Question 4

Which of the following activities correctly belongs in the pre-approach phase?

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a

Ensuring that the proper greeting is used when approaching the prospect

b

Establishing the purchase criteria that makes the sale

c

Agreeing on a time frame for completion of negotiations

d

Understanding the prospect's current needs, current use of brands and feelings about available brands

e

Gaining agreement on potential problems before making the presentation

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Question 47

The definition of benefits is "The tangible and intangible qualities (or facts) of a product or service".

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a

True

b

False

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Question 38

What is TRUE about Gatekeepers in the pre-approach stage?

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a

They are the executives or administration chiefs of the prospective company

b

About 99% of them have significant influence over the purchase decision

c

They are insignificant and can be ignored

d

Asking them questions about the needs and goals of their company is a good way to build rapport

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Question 30

Upon meeting a prospect for the first time, it is important to observe:

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a

The Rule of Ten

b

How the prospect is dressed

c

What a nice day it is outside

d

Whether the prospect has a strong handshake

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Question 15

Which of the following represents a logical way of preventing objections?

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a

Acting angry so the prospect will be too intimidated to bring up any more questions

b

Developing units of conviction and then using them to tell the complete sales story

c

Keeping the prospect pinned down by talking fast and not giving them time to make comments

d

Talking to only former customers who likely will not have any objections

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Question 27

Positive buying signals from a prospect would include all but one of the following:

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a

A prospect leaning forward and nodding her head in agreement

b

A prospect leaning back in his chair and placing both hands on the back of his head

c

The prospect asking questions about price or delivery time

d

A prospect verbally agreeing with the salesperson's comments

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Question 46

According to your instructor, which step of the sales process is the MOST important?

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a

Approach

b

Presentation

c

Needs Evaluation

d

Close

e

Follow-Up

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Question 2

One of the underlying assumptions of the six step telephone track in making an appointment for a personal visit is:

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a

You must make the sale over the phone

b

You will get into specific details of your proposal over the phone

c

You are selling an appointment, not the product

d

You will answer all the customer's objections prior to your personal visit

e

All of the above apply

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Question 39

As a salesperson, which of the following is an appropriate way to use social media for business?

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a

Gain information on prospects via Facebook

b

Follow a trending topic involving the prospect on Twitter

c

Display your network connections on LinkedIn

d

Make connections with executives and decision makers on LinkedIn

e

All of the above

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Question 21

A salesperson may use "units of conviction" to help construct information to use in a presentation. Which of the following is not an element of a unit of conviction?

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a

A feature of the salesperson's product or service

b

A cost analysis used as evidence to explain how the benefits outweigh the expenses of specific features

c

A transitional phrase linking the feature to the benefit

d

A trial close device to gain the prospect's agreement

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Question 28

The Urgency Close imposes a deadline, while the Direct Close asks the prospect for a decision.

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a

True

b

False

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Question 16

The presentation of benefits should begin well before the prospect agrees to discuss what you have to offer.

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a

True

b

False

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Question 17

Salespeople should use the same approach, because once they find the one that works for them they should stick to it every time.

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a

True

b

False

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Question 45

What is the MOST important factor in successfully closing a sale?

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a

Having the lowest price

b

The salesperson's attitude

c

Giving the prospect football tickets

d

The prospect's eye movement during the sales call

e

All of the above

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Question 7

During a phone discussion with a prospective client, you should:

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a

Invite them to a social gathering

b

Keep the phone discussion focused solely on getting the appointment

c

Ask the prospect which topics should be covered in the sales appointment

d

Ask the prospect information about their company structure and future plans

e

Inform the prospect of your company's future product plans

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Question 9

One of the most important things to do in preparing for a sales presentation is to:

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a

Visualize successful selling

b

Worry about everything that can go wrong

c

Take your concerns to your sales manager

d

Go out with friends the night before your call

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Question 42

When feeling overwhelmed or discouraged, which is the best way to continue on in a professional sales career?

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a

Give yourself a pep talk

b

Redefine your definition of success

c

Work a new lead or do more prospecting

d

Understand the prospect may have rational reasons for not buying

e

All of the above

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Question 22

Choose the FALSE statement in regards to features and benefits:

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a

Features are tangible, and benefits are intangible

b

Features are the same no matter who uses them

c

Benefits are the value that the user derives from the product

d

Translating features into benefits in one of a salesperson's most important skills

e

Features are the facts of a product or service

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Question 40

Using the Six-Step Telephone Track, it is important to finish the call by making sure the client knows about your top services.

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a

True

b

False

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Question 10

While doing his pre-approach research on a new prospect, Alex is overwhelmed by the amount of material he has found online. To most effectively prepare for his personal visit with the prospect, Alex should look for the following kinds of information to ensure that his preparation is targeted correctly:

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a

Mergers with other companies

b

Stories about the company's staff changes

c

TV and digital ads about the company

d

Stories about changing product lines that the company carries

e

All of the above

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Question 48

Using testimonials and showmanship during the sales presentation can be most effective when presenting to a prospect with what type of behavioral style?

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a

Drivers

b

Amiables

c

Analyticals

d

Expressives

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Question 23

Failure to close a deal is:

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a

Something that never happens to experienced salespeople

b

Usually the result of inadequate completion of at least one of the prior steps in the sales process

c

The fault of the prospect in the majority of cases

d

A signal that the prospect does not need the product or service

e

Evidence that the salesperson is a loser who will never succeed in professional selling

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Question 25

A Qualified Prospect has been researched for need, money, and authority, and comes with a name and contact information.

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a

True

b

False

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Question 18

Successful methods of prospecting include the following:

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a

Sending interesting emails

b

Observing potential leads in other media

c

Referrals

d

Joining a local civic organization

e