Sales Course- Modules 3 & 4 Quiz

True or False: Qualification determines if the prospect is a suitable customer and what product and services you can offer them.

• True

• False

___________ is a mutual relationship of understanding and trust between the buyer and the seller.

• Kindness

• Reliance

• Rapport

• Love

___________ is the point at which you greet your prospect for the first time.

• Introduction and Rapport

• Purpose

• Greeting

• First Contact

Using Names, smiling, being sincere, shaking hands, being friendly, complimenting, etc. are all strategies to build___________.

• Confidence & Trust

• Trust & Loyalty

• Confidence & Rapport

• Rapport & Trust

True or False: When meeting with your client, you should not make eye contact.

• True

• False

Buyer ___________ are the core requirements, features, and functions that the prospect expects your product to achieve.

• Needs

• Barriers

• Criteria

• Interests

"How many Insurance policies do you have right now?" is a _______ question.

• Open-ended

• Close-ended

___________ questions give the prospect possible responses as they answer questions by choosing the most appropriate response.

• Open-ended

• Close-ended

• Permission

• Alternative

• Reward

What is "Buying Criteria"?

• The core requirements, features, and functions that the prospect expects your product to achieve.

• The obstacles that prevent the buyer from making a commitment.

• The additional features and benefits, apart from the core business need in which the prospect has an interest.

• The conditions that must and/or should be met for the prospect to make a decision to buy.

Buying __________ is the emotion, desire, physiological need, or similar impulse that act as motivation for the prospect to buy.

• Motive

• Criteria

• Interests

• Needs