MI32 Teacher Made Exam Review #1

Written dialogue or guide used by sales representatives during interactions with prospective customers refers to which selling strategy?

• Strategic-Partner Selling

• Needs-Satisfaction Selling

• Script-Based Selling

• Consultative Selling

All of the following are steps in creating a prospect list EXCEPT

• Contact local employers

• Qualify leads

• Construct a lead list

• Check all sources

Which prospecting method relates to asking someone you know, or someone who uses your products, to make a recommendation to others.

• Cold calls

• Observation method

• Networking

• Referral

What does probing mean?

• To evade something

• Inquiring closely into something; searching.

• To let something slide

What is the first step taken to qualify a lead?

• Evaluate financial or business status

• Develop a grading system.

• Define your target market precisely.

• Assess need, budget, and buying authority.

When approaching a discount customer, explaining the deal includes all of the following EXCEPT

• Explain the deal

• Offer added value

• Stellar customer service can be the key advantage

• Provide responses quickly.

All of the following are ways to approach a potential customer except

• Attract attention by showing off the value of your product or solution.

• Capitalize on their interest by clearly presenting what they can get from your product.

• Let potential customers know that they can ask for help or advice at any time.

• Deliver quick and concise help

Rational buying motives drive prospects to make purchases on the basis of reason, judgment, or logic.

• True

• False

Rational buying motives drive prospects to make purchases on the basis of reason, judgment, or logic.

• True

• False

Which buying motive drives prospects to make purchases based on their feelings, emotions, or impulses.

• Patronage motives

• Emotional motives

• Rational motives