Channels
Prospecting & Qualifying
Buying Behavior
Sales Presentations
Selling
100
All channel members should do what to maintain positive relationships? A. Limit contact B. Coordinate efforts C. Compete
B. Coordinate efforts
100
What should salespeople determine to qualify leads? A. Future at the company B. Intent to kill C. Ability to pay
C. Ability to pay
100
Fact-finder customers generally like to do what? A. Ask few questions B. Comparison shop C. Make a quick purchase decision
B. Comparison shop
100
What can sales people do to be more comfortable giving sales presentations? A. Picture the audience as raccoons B. Practice their speech C. Use the same presentation every time
B. Practice their speech
100
How can salespeople identify customer personality types? A. Asking them to fill out a personality test B. Observing their actions C. Asking personal questions
B. Observing their actions
200
What could result in channel conflict? A. A manufacturer wants prompt payment for goods but the intermediary wants to delay payment B. A producer doesn't want to sell so they hire an agent C. A consumer special orders boots straight from the wholesaler when the retailer runs out
A. A manufacturer wants prompt payment for goods but the intermediary wants to delay payment
200
Where can salespeople get the most recent information about a prospect before they meet? A. Competition records B. Prospect website C. Public library
B. Prospect website
200
The price decision is closely related to what decision? A. Product B. Place C. Need
A. Product
200
What should salespeople correct before a presentation? A. Distracting mannerisms B. Informative slides C. Animations
A. Distracting mannerisms
200
Why should salespeople avoid overselling to customers? A. It interferes with buying decisions B. It makes selling easier C. It makes more profit
A. It interferes with buying decisions
300
How can channel members reduce conflict? A. Set goals for each other B. Give the manufacturer negotiation power C. Focus on common goal of customer satisfaction
C. Focus on common goal of customer satisfaction
300
Why might a lead fail to qualify as a prospect? A. Insistence on brand loyalty B. Authority to purchase C. Low credit rating
C. Low credit rating
300
What would an impulsive customer do? A. Spend a month test driving cars to find one B. Leave a product in their online shopping cart & try to decide C. Decide to purchase a product in a POS display after waiting in line for 2 minutes
C. Decide to purchase a product in a POS display after waiting in line for 2 minutes
300
What should salespeople always do when designing presentations? A. Include distracting images B. Use LARGE TYPE C. Use animations for the content
B. Use LARGE TYPE
300
To change cost objections into selling points, what feature should you focus on? A. Value B. Price C. Place
A. Value
400
What is an example of a direct channel? A. I buy apples at Walmart to eat B. My dad gives me apples for my apple pie business C. A farmer sells his apples to customers who eat them
C. A farmer sells his apples to customers
400
What must be considered when qualifying leads? A. Potential profits B. Future conflicts C. Name recognition
A. Potential profits
400
What buying decision should customers make BEFORE they make a purchase? A. Who owns the product? B. When was the product patented? C. What brand is best?
C. What brand is best?
400
What is an important tip about using visual aids? A. Should be used as much as possible B. Should be complex C. Should support the message
C. Should support the message
400
What feature does a salesperson need to explain? A. Obvious benefit B. Unique benefit C. Hidden benefit
C. Hidden benefit
500
What is NOT a type of intermediary? A. Agent B. Wholesaler C. Manufacturer
C. Manufacturer
500
What prospecting method involves asking a powerful member of a group to endorse your product? A. Endless chain B. Center of influence C. Bird dog
B. Center of influence
500
On way to help customers with buying decisions is to do what? A. Relate product features to benefits B. Question them C. Be confident when answering questions
A. Relate product features to benefits
500
What is an example of a product demonstration? A. Handing out sales aids B. Trying on a shirt C. Toasting bread in a toaster
C. Toasting bread in a toaster
500
If a customer doesn't list a price preference, what type should you show them? A. Cheap B. Moderate C. Expensive
B. Moderate
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