Multiple Choice
Identify the
letter of the choice that best completes the statement or answers the question.
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1.
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What
is the sales cycle? a. | A system for route planning for
salesmen | b. | The sequence of events which lead to a
sale | c. | Preparation for
selling | | |
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2.
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What
is meant by prospecting? a. | Identifying potential buyers | b. | Making a first
sales call | c. | Opening a sales meeting | | |
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3.
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What
is a potential buyer who is willing to hear a sales presentation called? a. | A
prospect | b. | A customer | c. | A
lead | | |
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4.
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Calling on someone without a prior appointment is called: a. | Prospecting | b. | Lead generation | c. | Cold
calling | | |
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5.
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What
is the difference between a lead and a qualified lead? a. | A qualified lead
is prepared to listen | b. | A qualified lead has the ability to
pay | c. | A qualified lead
has a need for the product | | |
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6.
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Which
of the following is NOT a category of salesperson? a. | Productive
worrier | b. | Bystander | c. | Amateur | | |
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7.
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What
is a silent seller? a. | A telesales operator | b. | A folder
containing sales aids | c. | A feature of the salesperson’s
appearance | | |
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8.
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A
system in which the salesperson starts the day by driving out to a specified area and then calls on
customers within that area is called: a. | Hopscotch system | b. | Petal
system | c. | Circle system | | |
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9.
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If
the average sale is worth £3,600, the closing rate is 1 in 3, and the appointing rate is 1 in 5,
how many cold calls would a salesperson need in order to bring in £14,400?
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10.
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If
the average sale is worth £3,600, the closing rate is 1 in 3, and the appointing rate is 1 in 5,
how much is each cold call worth?
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