Select the best answer from the alternatives provided for each question. "Shall I start your order with the product you just mentioned?" This is an example of what sales technique?

• An open-ended statement

• A trial close

• A response to a customer's objection

• A means of keeping the customer engaged in the presentation

The product's price is best described as...

• Cost of product + tax

• Cost of product + margin

• Cost of product + cost of sales

• Cost of product + discount

Matt is planning next year's sales budget. He would like to hire another sales person; however, he knows that to get his manager's approval he needs to build a good case for the new hire. He needs to justify that the new person will be...

• a great help

• a return on equity

• a return on investment

• will increase work load

While Marie was waiting to meet with the sales manager of a large farm supply store chain, she read the company's mission statement. One line in the mission statement caught her attention, 'We will always stand by our products – your needs are our goals.' After reading this Marie reviewed her notes and altered her presentation. The result: a very successful and productive meeting. What did she do?

• She evaluated her goals for this meeting and altered the presentation.

• She used the mission statement to build rapport with the sales manager.

• She altered her market plan to meet the situation.

• All of the above.

Verna is a promising new sales person and her manager feels she has great potential. However, she admits she has a difficult time distinguishing between excuses and objections. Which of the following is not a correct distinction?

• Excuses are smoke screen and often beyond your control.

• Excuses are a means of hiding 'true' objections.

• Excuses and objections are really similar, but appear different.

• Excuses must be analyzed to determine the underlying objection.

Millicent has joined the accounting department. Her first assignment is to calculate the cost of goods sold for each product last year.

• cost of raw material + cost of production + cost of transportation

• Cost of raw material + cost of production + cost of sales and administration

• Cost of raw material + cost of production + cost of sale and administration + cost of returns

• Cost of raw material + cost of production

What is selling?

• a process to help people assess products and services.

• person to person interaction.

• a means of assessing customer needs.

• all of the above

Making a cold sales call requires...

• a telephone book

• a clear and pleasant voice

• a strategy or objective for calling

• only statistical process, the more calls you make the more likely you will succeed.

What is a "buying cycle"?

• a time or season when customers are most prepared to buy

• the mental steps a customer moves through to buy, use and rebuy a product

• internet sales

• difficult time for sales people to recognize

________ is the process of locating potential buyers.

• Prospecting

• Questioning

• Investigating

• Growing