Telephone Selling Techniques Quiz

A __________ is a type of assumed closed where the seller makes a statement to a buying customer to recommend a particular purchase.

• routine assumption

• action assumption

• command assumption

• dramatized assumption

The effective use of __________ will allow customers to share their problems with the seller.

• social cues

• questions

• self-confidence

• a greeting

Before you call a decision maker to set up an appointment, send a(n) __________ to build trust.

• business card

• text message

• softening letter

• personal phone call

Which of the following is not a primary communication style?

• Feature-seeker

• Results-seeker

• Excitement-seeker

• Harmony-seeker

Getting customers to examine their own objections by asking them questions that explore their objections is the __________.

• superior-point method

• boomerang method

• close-on-an-objection method

• question method

Which of the following is not a "best practice" for handling objections during a call?

• Listen

• Restate

• Ask for more information

• End the call

In order to be a successful telephone seller, your __________ are critical due to not having the advantage of eye contact with potential customers.

• sales pitch

• telephone approaches

• introductory remarks

• customer service manners

__________ or the interview phase of the closing process will help you identify your buyer's needs and wants.

• In-depth probing

• Customer questionnaires

• Verbal communication

• Introductory communication

__________ of influence are people who can influence others with a recommendation.

• People

• Spheres

• Leaders

• Directors

A sale in which the customer pays when the item is delivered is a __________ transaction.

• charge sale

• cash on delivery sale

• layaway sale

• cash sale