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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Which
of the foloowing is NOT true? a. | Good problem-solving ability is more important than good
communication skills. | c. | People can be
persuaded to want things which fill a need. | b. | People can be
persuaded to buy things they don’t want. | | | | |
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2.
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Which
of the following is true? a. | Selling is about providing information, tailored to the
customer’s needs. | c. | Selling is about
persuading people to buy. | b. | Selling is about helping customers to solve problems.
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3.
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Which
of the following is NOT a category of salesperson? a. | Consumer direct.
| c. | Sales direct.
| b. | Industrial
direct. | | | | |
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4.
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A
salesperson who has the task of encouraging use of the product without actually taking orders is
called: a. | An order-book
salesperson. | c. | A prospective
salesperson. | b. | A missionary salesperson. | | | | |
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5.
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A
salesperson who has the task of calling on retailers specifically to maintain in-store displays and
point-of-sale materials is called: a. | A missionary salesperson. | c. | A display salesperson. | b. | A
merchandiser. | | | | |
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6.
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Which
of the following is NOT part of the selling cycle? a. | Prospecting. | c. | Price-setting. | b. | Preparing. | | | | |
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7.
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A
person who has a need for the product and the means to pay for it is called: a. | A prospect.
| c. | A customer.
| b. | A lead.
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8.
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Comments intended to relax the potential customer are called: a. | Icebreakers. | c. | Greetings. | b. | Tension breakers. | | | | |
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9.
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What
does NASA stand for? a. | National Association of Sales Actuaries.
| c. | Needs, Action,
Sale, Agreement. | b. | Needs, Acceptance, Solution, Acceptance.
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10.
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A
negative statement about the product, raised by the customer, is called: a. | A condition.
| c. | An objection.
| b. | A barrier.
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11.
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A
situation which makes it impossible for the sale to continue is: a. | A barrier.
| c. | A condition.
| b. | A negative.
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12.
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Offering the prospect two choices, both of which lead to a sale, is
called: a. | The alternative
close. | c. | The order-book
close. | b. | The immediate-gain close. | | | | |
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13.
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Which
of the following is NOT true? a. | A key account is always one which represents a large amount of
money. | c. | The salesperson
may not be present when the final decision is made. | b. | A key account
involves dealing with several decision-makers. | | | | |
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14.
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What
does SPIN stand for? a. | Situation, problem, implication and need
pay-off. | c. | Selling,
promoting, instructing and normalising. | b. | Sales, prices, industry and needs. | | | | |
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15.
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What
does PPF stand for? a. | Price, promotion and financing.
| c. | Planning,
preparation and fulfilment. | b. | Problem, process and facilitation. | | | | |
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