Sale REVISION

What is the first step a sales person should take to close a sale?

• Offer an aftersales service to the customer.

• Enter into negotiations with the buyer.

• Agree to the demands of the buyer.

• Gain a financial commitment from the customer.

What is the best way for a sales team to compare their product prices against competitors? Gather information from competitor brochures. Analyze customer feedback and complaints. Observe competitor behavior and standards. Request a formal meeting with a competitor.

• Gather information from competitor brochures.

• Analyze customer feedback and complaints.

• Observe competitor behavior and standards.

• Request a formal meeting with a competitor.

What is the best way to evaluate which customers should receive an additional level of service? 

• Research the current state of the market.

• Identify customers with the highest complaint levels.

• Analyze the customers who produce the most profit.

• Measure the amount of discount given to each customer.

What is a way of rewarding buyers who generate high revenue?

• Conduct up-selling and cross-selling activities.

• Deliver a personalized service offer.

• Offer incentives for new customers.

• Reduce the profit margin for these buyers.

What is the most effective method of developing personal sales techniques?

• Act on feedback received about sales performance.

• Listen to colleagues during their sales activities.

• Request further formal training in all areas.

• Evaluate performance against company strategy.

What is the most likely result of fully establishing customer needs?

• They will request additional products.

• They will offer objections to products offered.

• They will be satisfied with products offered.

• They will request more information about products.

What is the benefit to the company of providing effective sales solutions?

• It encourages repeat business.

• It highlights competitor weakness.

• It improves forecast accuracy.

• It lowers fixed costs for the business.

What is the purpose of a CRM system?

• To review product life cycles.

• To measure product benefits.

• To ensure a safe working environment.

• To provide analysis of customer activity.

What is the main benefit of holding a face-to-face sales meeting instead of a teleconference?

• Objections can be dealt with immediately.

• Discussions will develop more naturally.

• Minutes of the meeting will not be required.

• Non-verbal signals can be easily observed.

What is the incentive for staff to match forecasted sales with actual sales? To address negative variances quickly. To encourage reward and bonus payments. To ensure procedures and guidelines are followed. To justify formal target setting processes.

• To address negative variances quickly.

• To encourage reward and bonus payments.

• To ensure procedures and guidelines are followed.

• To justify formal target setting processes.