Sales 1 Unit 4 Pre-Test

Salespeople use feature-benefit charts to help them

            a.  develop meaningful selling techniques.   c.  handle difficult customers.

            b.         understand the selling process.

• A

• B

• C

Feature-benefit selling should always occur

            a.  during the sales presentation.              c.  after the product demonstration.

            b.  before the sales dialogue.                       d.  before the sales presentation.

• A

• B

• C

• D

Your company’s product has an exclusive feature that is not offered by similar products on the market. For consumers, this product provides a(n)

            a.  unique benefit.                                         c.  absolute advantage.

            b.         comparable value.      d.         irresistible bargain

• A

• B

• C

• D

While explaining the price difference between two garden hoses, a salesperson said, “Although they look alike, this one is more durable. It is made of higher quality material which is guaranteed for 20 years.” The salesperson has identified a(n) __________ benefit.

            a.  hidden                                                      c.  obvious

            b.  unique                                                      d.  exclusive

• A

• B

• C

• D

A salesperson who tells a customer that a particular product will be easy to keep clean has presented a

            a.  customer benefit.                                     c.  service guarantee.

            b.  product demonstration.                          d.  customer characteristic.

• A

• B

• C

• D

A salesperson can suffer from “expert-itis” if s/he

            a.  uses too much industry jargon.

            b.  doesn’t acquire enough product information.

            c.  doesn’t take enough vacation days.

            d.  relies too heavily on other salespeople for product information.

• A

• B

• C

• D

Which of the following is an example of how product information is useful during a sales presentation:

            a.  To overcome customer objections

            b.  To increase the salesperson’s commission

            c.  To showcase the company’s reputation

            d.  To obtain customer contact information

• A

• B

• C

• D

A salesperson tells a customer that a certain computer case is perfect for his new laptop. This is an example of what type of product information?

            a.  Complementary products                        c.  What models are available

            b.  What materials the product contains   

• A

• B

• C

 

Customers are often interested in where products come from and

            a.  how they are manufactured.          

               b.            the names of manufacturing CEOs.

c.  the month and year they were invented.

• A

• B

• C

Acquiring product information makes sales presentations more

            a.  accurate.                                                   c.  simple.

            b.  exciting.                                                    d.  incredible.

• A

• B

• C

• D