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| 1 | |
The most common type of discount offered to customers is a: |
| | A) | postpurchase discount |
| | B) | quantity discount |
| | C) | cumulative discount |
| | D) | trial discount |
| | E) | None of the above. Most salespeople are not allowed to offer discounts. |
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| 2 | |
The owner of Molly's Gift Shop ordered a aquarium from The Big Fish, a distributor, for $200. The invoice she received from The Big Fish read, "2/15, n/30," and arrived on March 6. How much will she have to pay if she pays the invoice by March 10? |
| | A) | $185 |
| | B) | $196 |
| | C) | $200 |
| | D) | $229.50 |
| | E) | $247.50 |
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| 3 | |
What is the difference between FOB origin and FOB destination? |
| | A) | There is no difference. |
| | B) | FOB origin means there is no known destination. |
| | C) | FOB origin means the buyer pays shipping. |
| | D) | FOB destination means the buyer pays shipping. |
| | E) | FOB destination is eligible for 2/10 net 30. |
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| 4 | |
Grant does not need to apologize for the price he quotes customers if he: |
| | A) | never apologize for the price he quotes |
| | B) | carefully presented price so as to not disturb his prospects. |
| | C) | knows his prices are always the lowest. |
| | D) | studied competitor's offerings and knows the value delivered by his company's products. |
| | E) | adjusted prices to avoid undercharging customers |
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| 5 | |
When the prospect leans forward, catches the salesperson's eye, and asks, "Can you deliver tomorrow?" the salesperson is correct in perceiving these actions as: |
| | A) | closing flags |
| | B) | purchase influencers |
| | C) | closing links |
| | D) | commitment gatekeepers |
| | E) | buying signals |
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| 6 | |
Salespeople use trial closes to: |
| | A) | see if the customer is ready to make a decision |
| | B) | gain agreement on minor points |
| | C) | create a dialogue that will lead to a closing as a natural conclusion. |
| | D) | all of the above |
| | E) | none of the above |
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| 7 | |
Which of the following is NOT one of the principles needed to successfully obtain commitment? |
| | A) | maintain a positive attitude |
| | B) | set a steady pace |
| | C) | sell the right amount |
| | D) | be assertive, not aggressive |
| | E) | sell the right item |
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| 8 | |
Why should salespeople not rely solely on getting trial orders? |
| | A) | Trial orders are expensive. |
| | B) | Trial orders does not gain long-term commitment |
| | C) | Trial orders are too easy to obtain. |
| | D) | Trial orders are not of the same quality as larger orders. |
| | E) | All of the above |
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| 9 | |
After completing his presentation, Ron asked the customer, "Can I put you down for ten cases of our new machine lubricant?" Ron is trying to gain commitment using a ___________ method. |
| | A) | benefit summary |
| | B) | direct request |
| | C) | balance sheet |
| | D) | assumptive close |
| | E) | probing |
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| 10 | |
With which type of personality is the balance sheet method of obtaining a commitment most likely to be successful? |
| | A) | amiable |
| | B) | driver |
| | C) | expressive |
| | D) | motivator |
| | E) | analytical |
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| 11 | |
Which of the following statements about the probing method of obtaining commitment is TRUE? |
| | A) | The salesperson should begin by asking directly for a commitment. |
| | B) | The rep asks a series of questions designed to discover the reason for hesitation. |
| | C) | After successfully dealing with the prospect's concerns, the sales rep should seek commitment. |
| | D) | This method attempts to bring all pertinent issues into the open. |
| | E) | All of the above |
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| 12 | |
No method of obtaining commitment will work if the buyer does not trust the: |
| | A) | salesperson |
| | B) | company |
| | C) | product |
| | D) | all of the above |
| | E) | none of the above |
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| 13 | |
Which of the following is NOT one of the traditional closing methods? |
| | A) | subliminal |
| | B) | minor-point |
| | C) | continuous yes |
| | D) | standing-room-only |
| | E) | benefit-in-reserve |
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| 14 | |
When closing a deal and getting the signature the salesperson needs to: |
| | A) | make the actual signing easy |
| | B) | fill out the order blank accurately |
| | C) | be careful not to exhibit any excess eagerness |
| | D) | make the process appear routine |
| | E) | all of the above |
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| 15 | |
In most sales positions, rejection is more common than making the sale. When dealing with rejection, salespeople need to: |
| | A) | maintain the proper perspective |
| | B) | maintain good manners |
| | C) | ask for other prospects |
| | D) | recommend other products to meet the customer's needs |
| | E) | any or all of the above |
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