Assessment Brief

A product benefit is whatever the sales
rep deems that is providing the customer with personal advantage or gain.
 True
 False
QUESTION 2
List 5 common types of buyers concerns.
QUESTION 3
List the benefits of  the sales demonstration
QUESTION 4
Value-added selling can be defined as a series of creative improvements
in the sales process that enhance the customer experience.
 True
 False
QUESTION 5
List and describe in detail, the five major customer follow-up
strategies.

QUESTION 6
1.  In the field of personal selling,
persuasion:

does
not belong in a consultative sell.

will
offend many customers who want to make up their own mind.

is
an acceptable strategy once a need has been identified and  a suitable
product has been selected.

QUESTION 7
Value-added selling strategy means that
the salespeople no longer emphasize just the product but are also
prepared to talk to buyers about pricing, distribution, promotion and
service after the sale.
 True
 False
QUESTION 8
Self-image can set the limits of our
selling accompolishments, defining what we can and cannot do.
 True
 False
QUESTION 9
List and discuss the four major parts of the Consultative Sales
Presentation Guide.

QUESTION 10
Patronage buying motives are
particularly important when product offerings from several companies are very
similar.
 True
 False
QUESTION 11
Kickbacks and payoffs may be acceptable
practices in one part of the world, yet may be viewed as unethical practices
elsewhere.
 True
 False
QUESTION 12
As a general rule, we can close more
sales by:

increasing
the amount of time we spend telling customers about product features.

using
confirmation questions to determine if we are on the right track.

decreasing
the amount of detail in a sales presentation.

1 points  
QUESTION 13
Business buyers are most likely
motivated by rational buting motives
 True
 False
1 points  
QUESTION 14
Team selling is NOT ideally suited to
organizations that sell complex and/or customized products and services.
 True
 False
1 points  
QUESTION 15
Two guests checking into the Hyatt Regency Hotel will likely have the
same perceptions of what a clean room looks like.
 True
 False
1 points  
QUESTION 16
In the field of selling, gender is not
a barrier to success.
 True
 False
1 points  
QUESTION 17
The
goal of prospecting is to build a prospect base made up of current and
potential customers.
 True
 False
1 points  
QUESTION 18
What are atleast 3 of the best suggestions
to give a salesperson who does not succesfully close a sale? 3 points  
QUESTION 19
The salesperson should use a standard
entertainment activity for ALL customers to avoid the appearance of favoritism.
 True
 False
1 points  
QUESTION 20
Today’s customer wants a quality
relationship as well as a quality product.
 True
 False
1 points  
QUESTION 21
The use of friends and acquaintances is
NOT an acceptable way to build a prospect base.
 True
 False
1 points  
QUESTION 22
A major reason for using summary
confirmation questions is to confirm:

the customer’s perception of your product.

a need.

the customer’s buying conditions.

1 points  
QUESTION 23
An effective sales demonstration is the
result of both:

planning and practice.

confidence and congeniality.

timeliness and talent.

1 points  
QUESTION 24
A “strategy” can be best
described as a collection of techniques, practices, or methods you use when you
are face to face with a customer.
 True
 False
1 points  
QUESTION 25
The six-step presentation plan includes
which of the following steps?

initial
contact, presentation, demonstartion, communication, closing and servicing.

custom
fitting, presentation, demonstartion, negotiating, communicatng and closing.

Approaching,
presenting, demonstration, closing & servicing.