WorksheetsGet Informed LAP
Total questions: 20
Worksheet time: 10mins
Successful careers require
preparation.
paperwork.
college degrees.
networking.
One of the best tools a salesperson possesses is her/his
personal style.
enthusiasm for the product.
positive performance reviews.
extensive vocabulary.
Acquiring product information makes sales presentations more
simple.
exciting.
accurate.
incredible
Customers are often interested in where products come from and
the names of manufacturing CEOs.
how many the company has in its inventory.
how they are manufactured.
the month and year they were invented.
A restaurant server lets a customer know that a certain dessert contains pecans. This is an example of information about
where a product comes from.
what’s in a product.
a product’s durability.
how a product should be used.
The most significant product information a salesperson should know is
information about the product’s reliability.
how the product can and should be used.
what styles, colors, and models are available.
any unique features the product possesses.
It is very common for a customer to ask
to take a product home and try it out.
if a product comes in another style or color.
what machinery is used in manufacturing a product.
who invented a product.
A salesperson tells a customer that a certain smartphone possesses a one-of-a-kind keyboard feature that makes it easier to text. This is an example of what type of product information?
Product history
Unique/Interesting product features
Complementary products
Distribution and delivery details
A salesperson tells a customer that a certain computer case is perfect for his new laptop. This is an example of what type of product information?
Complementary products
What models are available
What materials the product contains
Unique/Interesting product features
A salesperson lets a customer know that if she isn’t completely satisfied with the product, she will receive a refund. This is an example of what type of product information?
Complementary products
Product history
Information about durability and reliability
Warranty, guarantee, and repair information
The best source of product information for use in selling is
product manufacturers.
fellow salespeople.
personal experience.
customer feedback.
Which of the following types of product information is provided by a manufacturer:
Personal experience
Internal sales records
Industry publications
Product manuals
Which of the following is an example of marketing literature that can provide useful product information:
Wiki
Product brochure
Internal sales records
Industry publications
An intranet is a place a salesperson might look for product information included in
internal sales records.
podcasts.
marketing literature.
industry publications.
Which of the following is an example of how product information is useful during a sales presentation:
To showcase the company’s reputation
To obtain customer contact information
To increase the salesperson’s commission
To overcome customer objections
Salespeople may contribute and edit content on a product-specific website known as a
manual.
wiki.
testimonial.
podcast.
A salesperson can suffer from “expert-itis” if s/he
doesn’t acquire enough product information.
relies too heavily on other salespeople for product information.
doesn’t take enough vacation days.
uses too much industry jargon.
Which of the following is a guideline for the use of product information in selling:
Strive to obtain customer referrals.
Try to close the sale no matter what.
Focus on explaining product features.
Remember that features tell, but benefits sell.
The first step a salesperson should take in acquiring product information is to
read product literature.
sign up for product emails.
talk to customers.
use the product.
If a salesperson is asked for product information that s/he doesn’t have, s/he should
refer the customer to another business.
find out immediately.
tell the customer to try again later.
take an educated guess.
