Question 1

The Z-200 series notebook PCs come in five metallic shades and weigh only 4.5 kg. This describes the product's:

Accepted Answer

The description of the Z-200 series notebook PCs, including their color options and weight, outlines the product's features. Features are specific characteristics or qualities of a product.

Question 2

Christine has just answered a prospect's question about some negative publicity her product received. To find out if her prospect has any more objections with which she should deal, Christine should:

Accepted Answer

Using a trial close allows Christine to gauge the prospect's feelings and uncover any remaining objections by asking for their opinion or feedback.

Question 3

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 that will make your television viewing more enjoyable."

Accepted Answer

The statement first mentions the "solid-state design" (feature), then describes how it "produces a more vivid picture" (advantage), and concludes by stating this will make viewing "more enjoyable" (benefit).

Question 4

All of the following are the appropriate times for a salesperson to use a trial close EXCEPT:

Accepted Answer

A trial close is a technique used by salespeople to gauge a prospect's readiness to buy. It is typically used after making a strong point, after the presentation, after addressing objections, or before moving to close the sale to assess interest or objections. However, it is not used immediately after closing the sale, as the sale has already been made at that point.

Question 5

In what order are the feature, advantage, and benefit presented in the following statement? "This fishing trawler has a 10 percent greater capacity than boats of a similar size. It will save you at least $100 per fishing trip because it can carry more fish than other boats on the market."

Accepted Answer

The capacity of the boat is a feature or physical characteristic, and the savings it will bring a buyer are the benefit. The advantage of the boat is the fact that it can carry more fish than other boats.

Question 6

"With this tennis racquet, you'll hit harder and with less effort than other brands," is an example of a(n):

Accepted Answer

The answer of "With this tennis racquet, you'll hit harder...

Question 7

"The Musica player gives you up to 50 hours of audio playback, which is 10 hours more than any other player available in the current market." This statement describes a product:

Accepted Answer

This statement highlights the Musica player's superior battery life compared to other players, showcasing its advantage in the market.

Question 8

The statement "The new Maytag washer saves you time, work, and money," is an example of a(n):

Accepted Answer

The statement describes the benefits of the new Maytag washer, specifically that it saves time, work, and money. Therefore, it is an example of a benefit.

Question 9

The trial close allows the salesperson to determine whether the:

Accepted Answer

The trial close is a technique used by salespeople to gauge the prospect's interest and feelings about the product's features and benefits, helping to determine if they are ready to move forward in the sales process.

Question 10

Which of the following is NOT an example of a psychological need for buying a product?

Accepted Answer

The need to save money is not a psychological need but rather a practical or financial need influencing buying behavior. Psychological needs are more about emotional or mental states that drive purchases, such as fear, comfort, desire for gain, and self-preservation.

Question 11

It is important to emphasize benefits in a sales presentation to a prospective buyer because benefits:

Accepted Answer

Benefits fulfill the buyer's needs and motives. While economic and rational reasons for a purchase are important, it is ultimately the fulfillment of the buyer's needs and desires that drives their decision-making process. Focusing on the benefits helps them see how the product or service can satisfy those needs and ultimately lead to a successful sale.

Question 12

"The Ultra Black Label series is a premium mobile phone made out of real stainless steel and complemented by multi-angle vision technology. This advanced technology allows you to view the screen contents from different angles. With the Ultra phone, you'll always be able to view the display and will never be out of touch." In what order are the features, benefits, and advantages presented in the statement?

Accepted Answer

The statement first mentions the feature (real stainless steel and multi-angle vision technology), then the advantage (allows you to view the screen contents from different angles), and finally the benefit (you'll always be able to view the display and will never be out of touch).

Question 13

The statement "You won't have to stop at the gas station as frequently with our full-size truck," is an example of a(n):

Accepted Answer

This statement highlights a product benefit, as it emphasizes a positive outcome (less frequent stops at the gas station) that the consumer can expect from using the product (the full-size truck).

Question 14

Which of the following statements about the trial close is incorrect?

Accepted Answer

A trial close is a technique used during the sales process to gauge the prospect's interest and objections, not typically during follow-up meetings after a sale has been made. Follow-up meetings are more about ensuring customer satisfaction and addressing any post-sale concerns rather than employing sales techniques like the trial close.

Question 15

The ________ checks the attitude of your prospect toward the sales presentation.

Accepted Answer

The trial close is a technique used by salespeople to check the prospect's attitude or readiness towards making a purchase during a sales presentation. It helps in gauging the level of interest or objections the prospect might have.

Question 16

The statement, "With its 25 percent market share, this is the best-selling laser printer on the market today," is an example of a(n):

Accepted Answer

The statement highlights a product advantage by indicating that the laser printer has the highest sales in its market, which is a competitive edge or superiority over other products.

Question 17

The statement "Instant rice cooks in half the time of regular rice," is an example of a:

Accepted Answer

The answer of The statement "Instant rice cooks in half...

Question 18

Salespeople use the SELL Sequence to:

Accepted Answer

The SELL Sequence is a mnemonic device used by salespeople to remember key points to emphasize during sales presentations, ensuring they cover all necessary aspects effectively.

Question 19

The Wi-series mobile phone with touch display has an ambient light sensor that automatically adjusts brightness to suit the ambient light in your surroundings. This is a battery-saving efficiency of the Wi-series touch phone. Which of the following does this describe?

Accepted Answer

The answer of The Wi-series mobile phone with touch display...

Question 20

The statement, "The black, rectangular Intech ThinkPad has a red tracking ball and a multicolored Intech logo set at 35 degrees in the lower right corner," is an example of a(n):

Accepted Answer

This statement describes specific characteristics of the Intech ThinkPad, such as its color, shape, and design elements, which are all examples of product features.

Quiz 3: The Psychology of Selling: Why People Buy