Art of Selling Test 1 Quiz Questions

Which of the following is an example of a non financial reward a salesperson could receive?

• the knowledge that your job is important
• intrinsic rewards
• a feeling of self-worth
• a reward generated by you, not given by the company
• all of the above

A person may choose a sales career because he or she desires:

• a job that is unchaging and requires mastery of a minimal number of skills
• the rewards offered by a career in sales
• the freedom of being self employed
• the restricted opportunities for advancement
• all of the above

Locating buyers is a part of which part of the selling process:

• preapproach
• trial close
• meeting objections
• follow-up and service
• prospecting

Selling occurs:

• when you go to interview with a potential employer
• when lawyers try to convince clients to sue
• when you ask someone to accompany you on a shopping trip
• when a journalist is trying to get an interview with Mel Gibson
• in all of the above

Most of the listening people do is at what level?

• blank listening
• borderline listening
• marginal listening
• evaluative listening
• surface listening

The person behind the counter at McDonald's who enters your order, takes your money, and hands you your food would be classified as a(n):

• retail salesperson
• sales engineer
• order getter
• service salesperson

All of the following are reasons why a person may choose a career in sales EXCEPT:

• the rewards offered by a career in sales
• the challenge of selling
• the opportunities for advancement
• the limited number of jobs available
• the freedom of being on one's own

The functions of a salesperson in his or her role as manager of a territory include:

• providing solutions to customer's problems
• providing service to customers
• providing company with market info
• helping customers use products after they are purchased
• doing all of the above

Relationship selling:

• creates social responsibility
• eliminates cognitive dissonance
• is another term for reciprocal selling arrangements
• creates customer loyalty
• only occurs with transaction selling

The three categories of skills needed by the successful salesperson can be summarized as:

• order-getting, order-taking, and service-providing skill
• personal, mental, and spiritual skills
• communication, relationship-building, and empathy skills
• sales features, advantages, and benefits
• conceptual, human, and technical skills