Sales Management Quiz

Which among the following is a method of prospecting?

• Cold calling

• Handling objections

• Preparing invoices

• Delivering after-sales service

The purpose of the pre-approach step is to:

• Close the sale

• Gather information about the prospect

• Handle objections

• Make a presentation

Which of the following is NOT a typical objective of the 'approach' stage?

• Establish rapport

• Identify needs

• Deliver post-sale service

• Create a favorable impression

The ‘FAB’ approach in sales refers to:

• Features, Advantages, Benefits

• Follow-up, Approach, Benefits

• Facts, Attributes, Benefits

• Feedback, Attitude, Benefits

Which of the following is a technique to handle objections?

• Ignore the objection

• Argue with the customer

• Acknowledge and clarify

• Avoid the customer

Which of these is a closing technique in sales?

• Assumptive close

• Objection close

• Postponement close

• Reverse approach

A presentation in the selling process should be mainly focused on:

• Product specifications only

• Customer needs and solutions

• Salesperson’s achievements

• Company policies

The selling process is usually considered complete when:

• The order is taken

• The payment is made

• Follow-up is done and the customer is satisfied

• The presentation ends

Which of the following indicates a buying signal?

• “I’ll think about it.”

• “Can you deliver it by next week?”

• “I’m not interested.”

• “I need to ask someone.”

Why is follow-up important in the selling process?

• To pitch another product

• To collect pending payments

• To ensure customer satisfaction and build loyalty

• To deliver advertisements