Multiple Choice
Identify the
letter of the choice that best completes the statement or answers the question.
|
|
|
1.
|
What
are the initial few words of a selling meeting called? a. | An
opener | b. | An icebreaker | c. | A
presentation | | |
|
|
|
2.
|
What
is message encoding? a. | Converting meaning into symbols | b. | Creating a
message which the other party cannot decipher | c. | Creating a code
which cannot be broken | | |
|
|
|
3.
|
What
is an unsought communication? a. | A communication which the recipient did not look
for | b. | A communication
which the recipient does not like | c. | A communication which the originator did not
mean | | |
|
|
|
4.
|
What
is a canned presentation: a. | One which is cut short part way
through | b. | One which is standardised for the whole sales
force | c. | One which is aimed at a new prospect | | |
|
|
|
5.
|
What
is a closed question? a. | One which can only be answered “yes” or
“no” | b. | One which can only be answered
“yes” | c. | One for which the questioner does not expect any
reply | | |
|
|
|
6.
|
What
does NASA stand for? a. | Needs, acceptance, solution,
acceptance | b. | Needs, acquiescence, sales,
acknowledgement | c. | New Attitude Shift Arrangement | | |
|
|
|
7.
|
A
state of affairs where the sale cannot be concluded is called: a. | An
objection | b. | A condition | c. | A closing
technique | | |
|
|
|
8.
|
What
is the alternative close? a. | A choice offered to a customer, both of which lead to a
sale | b. | A choice which
means that the sale cannot go ahead | c. | A choice which closes off some
alternatives | | |
|
|
|
9.
|
What
is a substantive frame? a. | The predisposition that each party has towards reaching a
specific outcome | b. | What the conflict is about | c. | How the parties
will resolve the dispute | | |
|
|
|
10.
|
What
is a stock issue? a. | A negotiation
about inventory levels | b. | The issuing of free gifts | c. | Concerns that
arise every time the parties meet | | |
|