What is the main goal of Consultative Selling?

• • A. Selling as many products as possible

• • B. Solving customer problems

• • C. Promoting company products

• • D. Reducing customer complaints

12. In communication, which element carries the most impact?

• • A. Words (Verbal)

• • B. Tone of Voice (Vocal)

• • C. Body Language (Visual)

• • D. Volume of Speaking

13. What does the WWHAM protocol help with?

• • A. Promoting sales

• • B. Understanding customer needs

• • C. Identifying product discounts

• • D. Improving pharmacist’s image

14. How long do first impressions usually last?

• • A. 2 minutes

• • B. 5 seconds

• • C. 20 seconds

• • D. 1 minute

15. Which of the following is an example of Engaged Listening?

• • A. Repeating customer words

• • B. Interrupting for faster service

• • C. Taking notes silently

• • D. Maintaining eye contact and nodding

16. What is the correct order of the 5-step sales process?

• • A. Opening – Probing – Understanding – Closing – Covering

• • B. Opening – Probing – Covering – Understanding – Closing

• • C. Opening – Probing – Understanding – Covering – Closing

• • D. Probing – Opening – Covering – Closing – Understanding

18. What’s the correct way to improve verbal communication?

• • A. Use technical terms frequently

• • B. Avoid eye contact

• • C. Paraphrase and find common ground

• • D. Speak quickly to save time

19. Which of the following is a buying signal?

• • A. Customer checking the time

• • B. Customer asking about price

• • C. Customer walking away

• • D. Customer silent for a long time

20. What does “Covering” mean in the sales process?

• • A. Ending the conversation politely

• • B. Explaining the side effects of medications

• • C. Presenting product benefits to match customer needs

• • D. Offering multiple products at once

17. Which statement represents Transactional Selling?

• • A. Focuses on short-term relationships

• • B. Solves client problems

• • C. Engages the customer

• • D. Builds trust and loyalty