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WorksheetsQuiz 4,5,6
Total questions: 15
Worksheet time: 8mins
Name
Class
Date
1.
Knowledge for selling is obtained in two ways
a)
Training and travelling
b)
Going and coming
c)
Training and Experience
d)
Seeing and learning
2.
More knowledge = more sales
a)
True
b)
False
c)
True in some conditions
d)
False in some conditions
3.
You need to know all you can about your customers
a)
Not all, only what is related to the family
b)
Not all, only what is related to personal issues
c)
yes, all
d)
only what is related to family, hobbies, and business
4.
You need to know your product, customers, company, competitors, and
a)
Supermarkets
b)
Resellers
c)
Factories
d)
Stores
5.
Salespeople need to have selling knowledge for all of the following EXCEPT
a)
increasing the individual salesperson's self-confidence.
b)
increasing sales.
c)
building the buyer's confidence in the individual salesperson.
d)
increasing cognitive dissonance among customers.
6.
Benefit
a)
can be performance
b)
can be social and demographic
c)
Can be practical and/or psychological
d)
can be sociology and sicographi
7.
A person’s needs are wants that are learned by a person, while wants result from a lack of something desirable.
a)
True
b)
Psychological Influences on Buying
c)
False
d)
Psychological Influences on Buying
8.
A typical salesperson's product knowledge should primarily include:
a)
the product's FAB.
b)
the product's SELL sequence.
c)
the product's AIDA sequence.
d)
how the product is made.
9.
Proctor & Gamble wants to reach all users of the firm’s products, both industrial buyers and consumers The firm would most likely use _____ advertising because it has the greatest reach.
a)
trade
b)
national
c)
relationship
d)
retail
10.
Probing questions are intended to assess the buyer’s attitude about a sales presentation.
a)
True
b)
False
c)
Probing questions are intended to let the buyer ask the salesperson questions
d)
Empathy is putting yourself into others shoes
11.
Active listening involves trying to see the other person’s viewpoint.
a)
False
b)
True
c)
Active listening improves sales success and requires concentration
d)
Attention is not only on the words spoken but also on the thoughts, feelings, and meaning conveyed.
12.
Success in selling requires a significant amount of preparation
a)
preparation before and between calls
b)
A salesperson must always search for new prospects
c)
True
d)
False
13.
A prospect is a qualified business that has the potential to buy a salesperson’s product.
a)
False
b)
True
14.
A prospect can also be referred to as a lead.
a)
False
b)
True
15.
Successful prospecting requires a strategy
a)
False
b)
True
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