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Question 1
THE DEGREE TO WHICH SALESPEOPLE PRACTICE THE
MARKETING CONCEPT BY TRYING TO HELP THEIR CUSTOMERS
MAKE PURCHASE DECISIONS THAT WILL SATISFY CUSTOMER
NEEDS

a) Customer Oriented Selling

b) Adoptive Selling
c) Customer Spending Selling

Question 2
THE SALESPERSON ADAPTS THEIR APPROACH ACCORDING TO
THE SPECIFIC SITUATION

a) Customer Oriented Selling

b) Adoptive Selling
c) Customer Spending Selling

Question 3
SUGGESTS THAT EARLY IN THE SALES PROCESS THE
SALESPERSON SHOULD ADOPT A QUESTION-AND-LISTEN
POSTURE.

a) Need Analysis Approach

b) Selling Process Approach
c) Selling Process and Customer Service System

Question 4
THE SELLERS FIRST OBJECTIVE WILL BE TO..

a) Summarize customer needs and offer products

b) Achieve organizational objectives and improve companys
profitability
c) Discover the problems and needs of the customer.

Question 5
IS A NATURAL CONSEQUENCE ONCE NEEDS OF THE BUYERS
HAVE BEEN IDENTIFIED

a) Opening
b) Demonstration
c) Presentation

Question 6
ONE OF THE FOLLOWING TECHNIQUES DOES NOT HELP A
SALESPERSON TO REDUCE RISKS

a) Guarantees
b) 2 for 1
c) Trial Orders

Question 7
USED TO PROVE THE BENEFITS OF A PRODUCT

a) Guarantees
b) Trial Orders
c) Demonstrations

Question 8
MAY BE UNECONOMIC FOR COMPANIES, BUT ALLOWS FUTURE
CUSTOMERS TO TRY THE PRODUCTS FOR A SHORT-TERM
PERIOD

a) Trial Orders
b) Demonstrations
c) Gift Cards

Question 9
ARE ANY CONCERNS OR QUESTIONS RAISED BY THE BUYER

a) Disagreements
b) Demonstrations
c) Objections

Question 10
THE USE OF THIS TECHNIQUE CAN BE COMBINED WITH THE
AGREE AND COUNTER METHOD TO PROVIDE A POWERFUL
COUNTER TO AN OBJECTION.

a) Reference Selling
b) Demonstration
c) Trial Orders

Question 11
INVOLVES ANTICIPATING AN OBJECTION AND PLANS ITS
COUNTER

a) Question the objection

b) Prevent the objection
c) Forestall the objection

Question 12
IS WHERE A SALESPERSON ATTEMPTS TO CONCLUDE THE SALE
WITHOUT PREJUDICING THE CHANCES OF CONTINUING THE
SELLING PROCESS WITH THE BUYER

a) Trial Order
b) Trial Close
c) Trial Opportunity

Question 13
ENTERS INTO THE SALES PROCESS TO FIX PRICE, CREDIT
TERMS, DELIVERY TIMES, TRADE-IN VALUES AND OTHER
ASPECTS OF THE COMMERCIAL TRANSACTION.

a) Negotiation
b) Mediation
c) Agreements

Question 14
IS A VALUABLE TOOL THAT PROMOTES MOVEMENT TOWARDS
AGREEMENT WHILE ENSURING THAT PROPOSALS MATCH
BETWEEN BUYER AND SALESPERSON

A) Buyers Negotiation Techniques

B) Behavioral Skills
C) Attempt To Trade Concession For Concession

Question 15
INVOLVES ASKING LOTS OF QUESTIONS, GIVING FEELINGS,
AVOIDING IRRITATORS AND DISCUSSIONS, AMONG OTHERS

a) Implementation of Behavioral Skills

b) Start High To Be Realistic
c) Buyers Negotiation Techniques

Question 16
WHICH OF THESE IS NOT A BUYERS NEGOTIATION TECHNIQUE

a) The Noahs Ark

b) The Gun Effect
c) The Sell Cheap

Question 17
WHAT IS THE MOST IMPORTANT ASPECT THAT A SALES
PERSON HAS TO CONSIDER?

a) The dress code

b) The product he/she is selling
c) The way they get close to customers

Question 18
WHAT ASPECT IS WHAT THE SALES PERSON IS AFRAID OF
WHEN BEING CLOSE TO A CUSTOMER

a) Being rejected
b) Forget what they had to say
c) Not having enough time to explain the product benefits

Question 19
WHAT IS THE PRINCIPAL ASPECT IN CLOSING THE SALE?

a) Attitude
b) Facial Expressions
c) Timing

Question 20
WHAT IS NOT A CLOSING TECHNIQUE OF THE TRIAL CLOSE?

a) Summarize and ask

b) Close consequences
c) The objection close