Question 1

Kathy is getting ready to close her sales call.She is not sure the prospect is quite ready so she goes over the benefits of the product and how it meets the customer's needs prior to asking for the order.This is an example of which type of close?
A)Continuous "yes"
B)Trial method
C)Summarization
D)Assumptive

Accepted Answer

This is an example of summarization close, where the salesperson recaps the benefits and how the product meets the customer's needs to reinforce the value proposition and push towards closing the sale.

Question 2

Information about a prospect should always be collected in advance to making a sales call.

Accepted Answer

The answer of Information about a prospect should always be...

Question 3

Gabriella is getting ready to close her sales call.She asks for the order outright.This would be which type of close?
A)Continuous "yes"
B)Direct
C)Summarization
D)Assumptive

Accepted Answer

The direct close is when the salesperson simply asks for the order outright, without utilizing any special techniques or persuasive language. Gabriella is using the direct close.

Question 4

In using the need-satisfaction sales presentation approach,the needs of the customer should be determined in an initial sales call and then the solution to those needs should be presented in a follow-up sales call.

Accepted Answer

The need-satisfaction sales presentation approach involves determining the needs of the customer and presenting the solution to those needs in a single sales call, not multiple calls.

Question 5

Telemarketers,retail sales clerks,and new field salespeople often use the need-satisfaction approach during the initial sales presentation.

Accepted Answer

The answer of Telemarketers,retail sales clerks,and new field salespeople often...

Question 6

When a customer's objections are partially true,a salesperson can use the indirect approach to handle the objection.

Accepted Answer

The answer of When a customer's objections are partially true,a...

Question 7

Sydney is getting ready to close her sales call.She is not sure the prospect is quite ready so she solicits feedback that provides information regarding the customer's reaction,without asking directly for the order.This is an example of which type of close?
A)Continuous "yes"
B)Trial method
C)Summarization
D)Assumptive

Accepted Answer

The trial method of closing is used to gauge the prospect's readiness to buy by asking questions that solicit feedback about their interest or reaction to the product or service, without directly asking for the sale. This method helps the salesperson assess the prospect's position and readiness to make a purchase decision.

Question 8

Some customers do not have specific objections,but are worried about the consequences of switching vendors.In such situations,the best method to use would be the compensation method.

Accepted Answer

The best method to use in such situations is the Feel, Felt, Found method, as it addresses concerns by showing empathy, sharing how others felt similarly, and then explaining how their concerns were alleviated after making the switch.

Question 9

To avoid a confrontation with a customer and to avoid telling the customer that he or she is wrong,a salesperson can use the head-on approach to handling objections.

Accepted Answer

The head-on approach involves directly addressing the customer's objection and providing a solution or explanation. It does not involve avoiding confrontation or telling the customer they are wrong.

Question 10

If the salesperson is not sure if the prospect is ready to close,the trial method of closing can be used to close the sale.

Accepted Answer

The trial method involves asking the prospect to try out the product or service to see if they like it or if it meets their needs. This can help the salesperson determine if the prospect is ready to close the sale or if there are still objections or concerns that need to be addressed. Therefore, if the salesperson is not sure if the prospect is ready to close, using the trial method can be an effective way to move closer towards closing the sale.

Question 11

The most important part of the sales call,and the most difficult for most salespeople,is handling objections.

Accepted Answer

The answer of The most important part of the sales...

Question 12

The sales presentation approach that resembles a joint-venture is the problem-solution approach.

Accepted Answer

The answer of The sales presentation approach that resembles a...

Question 13

In terms of generating sales leads,networking and using directories produces superior leads to using a firm's internal database.

Accepted Answer

Networking and using directories can be effective for generating sales leads, but a firm's internal database often contains higher quality leads due to the pre-existing relationship or interest in the firm's products or services.

Question 14

If the salesperson has answered all of the objections and feels confident that a prospect is ready to buy,then using the summarization close works the best.

Accepted Answer

The answer of If the salesperson has answered all of...

Question 15

The problem-solution sales approach requires salespeople from the selling organization to analyze the buyer's business to determine the problems the prospect is facing and then offer the most feasible solution.

Accepted Answer

The problem-solution sales approach involves analyzing the buyer's business to identify their problems and then offering a solution to solve those problems. It focuses on addressing the specific needs of the customer rather than simply promoting a product or service.

Question 16

In personal selling,it is important to have quality leads because not all prospects are of equal value.

Accepted Answer

Quality leads refer to potential customers who have shown interest in the product or service being offered and are more likely to make a purchase. Not all prospects will have the same level of interest or ability to buy, therefore focusing on quality leads can increase the chances of closing a sale and generating revenue.

Question 17

Destiny is getting ready to close her sales call.She assumes the customer will say "yes" so she just asks how many cases they would like shipped.This is an example of which type of close?
A)Continuous "yes"
B)Trial method
C)Summarization
D)Assumptive

Accepted Answer

This is an example of the assumptive close where the salesperson assumes that the customer will say yes and proceeds to ask for the final details such as how many cases the customer wants shipped.

Question 18

In terms of generating leads,the best method is purchasing response lists from database vendors.

Accepted Answer

Purchasing response lists from database vendors is not the best method of generating leads as these lists may contain outdated or inaccurate information. In addition, purchased lists may lack the necessary targeting and qualification criteria for effective lead generation. A better method is to utilize inbound marketing strategies such as content marketing, social media, and search engine optimization to attract and engage potential leads.

Question 19

In terms of generating leads for sales,trawling and data analysis of a firm's database can generate high potential leads.

Accepted Answer

Trawling and data analysis of a firm's database can help identify potential leads based on customer behavior, purchase history, and other relevant data. This can be a useful strategy for generating leads for sales.

Question 20

With the head-on approach to handling objections,the salesperson answers an objection directly,using tact to not offend the customer.

Accepted Answer

The statement accurately describes the head-on approach to handling objections.

Quiz 11: Database and Direct Response Marketing and Personal Selling

Kathy is getting ready to close her sales call.She is not sure the prospect is quite ready so she goes over the benefits of the product and how it meets the customer's needs prior to asking for the order.This is an example of which type of close?