Sales Blitz is practically the most difficult method of prospecting to use.

It is actually house-to-house
selling which allows the salesman to experience the problems of not being entertained, no order
taken, argumentative or hot-headed prospects, and other similar consequences.

False - Cold Canvass Method

Motivation will move you forward and closer to your goals.

False

Which of the following is one of the aspirations of buyers when they purchase goods and services?

all of the above

Selling is a process and closing is part of the process. In this process you MUST show value to your
prospect before, during and especially after the sale.

True

Having a good attitude means you should take the "No's" personally. 

False

Approaching is a process whereby a salesman looks for possible buyers for his product or service
and obtains certain background information of this prospect to aid him with his sales interview.

False – Prospecting

Mini Fair is an occasion when a group of salesmen together with their sales supervisors will go on a
tour to one or more sales territories to offer, on a house-to-house basis, their product.

False – Sales Blitz

If you aren't positive, then most likely your customers aren't either. 

False

Good salesman-prospect relationship stems from the fact that the salesman knows how to handle
his prospect intelligently. Intelligent handling of prospects necessitates knowing them properly and
accurately.

True
Which of the following is a common method of approaching?

all of the above

Let go of your agenda, make it about the customer, then the money will follow. 
True

Analogy compares two different situations which have something in common.

True

Normally, missionary salespeople and local distributor salespeople are intensively competitive with
each other as each strives to take business away from the other.

False

Auto suggestion is one that suggest prospect to buy your product.

False – Direct suggestion

Salespeople play a key on relationship marketing.

True

Presentation provide knowledge via features, advantages, and benefits of your product, marketing plan,
and business proposition.

The following are examples of visual aids except:

none of the above

The establishment of long-term customer relationships is realized using the same basic approach in
all culture.

False

Simile is an implied comparison that uses a contrasting word or phrase to evoke a vivid image.

False
The following are components of Sales Presentation Mix except:

Suggesting

Which of the following is one of the advantages of having visual aids?

all of the above

Integrated marketing communications involves coordinating only paid personal communications.

False

The principles of selling are useful to all people who work in business or nonprofit organizations.
True

The purpose of presentation is to sell your product to your customer – to help him.
True

Salespeople typically spend less than half their time face-to-face selling and servicing accounts.
True

Ethical service builds true relationships.

True

Because opposites attract, salespeople should avoid matching their prospects communication style.
False

An ineffective approach allows a smooth transition into discussing your product’s features,
advantages, and benefits.
False

As a missionary salesperson, Joshua would represent a large ethical drug manufacturer and call on
physicians to explain the benefits to them of prescribing his firm’s product for their patients.
True

A firm’s products move from the manufacturer to the final user through a series of institutions called a
production network.

False

Verbal communication must take place face-to-face.

False

1. True-The principles of selling are useful to all people who work in business or nonprofit

organizations.

2. False-Integrated marketing communications involves coordinating only paid personal

communications.

3. True-Salespeople play a key on relationship marketing.

4. True-Salespeople typically spend less than half their time face-to-face selling and

servicing accounts.

5. False-A firm’s products move from the manufacturer to the final user through a series of

institutions called a production network.

6. False-Normally, missionary salespeople and local distributor salespeople are intensively

competitive with each other as each strives to take business away from the other

7. True-As a missionary salesperson, Joshua would represent a large ethical drug

manufacturer and call on physicians to explain the benefits to them of prescribing his

firm’s product for their patients

8. True-Selling to new prospects requires different skills than does selling to existing

customers

9. False-Verbal communication must take place face-to-face

10. True-A good way to maintain the flow of information coming from your prospect is to

offer verbal and nonverbal encouragement.

11. True-Questioning is a critical element in a effective sales presentation

12. True-Salespeople develop trust by going beyond the buyer’s expectations

13. False-The establishment of long-term customer relationships is realized using the same

basic approach in all cultures

14. False-Because opposites attract, salespeople should avoid matching their prospects

communication style

15. True-The largest customer for goods and services in the United States is federal, state,

and local government

16. True-U.S salespeople are subject to U.S laws, regardless of the country they are selling

in.

17. False-Lubrication payments are made to high-ranking officials in some foreign countries

to get them to do something

18. True-Ethical imperialism is the view that ethical standards in one’s home country should

be applied to one’s behavior across the world

19. True-Tying agreements are legal when a company’s reputation depends on the proper

functioning of equipment. Thus, a firm can be required to buy a service contract for

equipment it purchases, although the customer need not buy the contract from the

manufacturer.

20. True-Sales jobs that require greater creativity usually offer higher levels of

Compensation

In this method, The salesman does not need to answer immediately an excuse or an alibi of the
prospect.

Pass over
Customer references are another great tool because those stories often represent a challenge, that
was overcome with success. 

False

When prospects are mentally comparing their present product with your product, do not make any
comparison.
False

Sell quality and uniqueness if the buyer argues price.

True

Often prospects just want less data. They have mentally decided they want to buy.

False

Best approach is to acknowledge that the prospect is incorrect.

False

Good customer discovery always focuses on asking open-ended questions.

True

This method works because of your relationship-driven approach to professional selling.

Curiosity method

When a customer puts an objection in front of you, you should redirect them.

False

Empathy is a way to connect with your customer on a personal level. 

True

Objections are a normal part of almost every conversation—not just in sales.

True

Type of objections wherein the prospect may not need the product in the time of visit of the
salesman.

Objection against the product

Successful sales presentations have twice as many objections as those presentations that are
unsuccessful.

True

Managing objections takes time.

False

An objection is anything the prospect says or does that presents an obstacle to the smooth
completion of the sale.

True

Lack of money is one of the common reasons customers object.

False

To keep your customer around for the long haul, they must see  logic in your product or service. 
False

Good customer discovery always focuses on asking to clarify.

True

A salesperson resolved concerns and provides additional information needed by a customer when
answering questions.

True

Concern usually involved quality, size, brand appearance, name, style, construction, weight, and/or
durability.

True