Determining which customers to call on is called________.

• Qualifying

• Prospecting

• Marketing

• Promotion

When should a sales person attempt to close the sale?

• After the second sales call

• When the customer asks to buy the product

• During a phone call following the sales call

• At any point during the sales call

_________________________ explain how the feature will fit the customer relative to alternatives.

• Advantages

• Impressions

• Benefits

• Features

Which of the following is an example of a buying signal?

• Sharing concerns about cost

• Asking about delivery

• Asking about the company’s history

• None of the these

Which of the following is the best way to begin a sales call?

• Using pre-written script

• The opening that works with the salesperson’s personality

• It depends on the previous relationship with the customer

• Discussing the recent election

When a customer has an objection you should first:

• Explain why your product is a better value than the competitor

• Offer a discount

• Contact your manager

• Listen for the concern

You are a sales representative for Purina Poultry Products and a prospective customer complains to you about your competitor. She tells you they never have the products she

needs and never follows up on her requests. Which of the following is the most appropriate response?

• Share other complaints you have heard about your competitor

• Agree with the prospective customer

• Ignore the complaints

• Ask about her expectations and interest in a poultry feed.

___________________ are the characteristics of a product that can be measured or observed.

• Advantages

• Impressions

• Benefit

• Features

The primary responsibility of salespeople is to_________________.

• Provide solutions for their customers

• Increase their salary

• Maximize their company’s short-term profit

• Determine discounts and incentives

Making sure prospects have the authority and means to buy is called________________.

• Qualifying

• Prospecting

• Marketing

• Promotion