1. Selling is a skill developed only through experience. It is never mastered, a) True b) False 2. Sales experience improves a salesperson's abilities by a) Revealing unrecognized or undervalued product benefits b) Improving manipulation skills c) Showing a great number of prospect moods and attitudes d) a, b,c e) a and d only 3. Self-confidence results in increased sales. a) True b) False 4. General company information a salesperson needs to know about a prospect's company includes: a) Production facilities b) Company growth and accomplishment c) Mission and vision statement d) a, b, c e) None of the above the salesperson needs to focus only on the relationship with the client 5. Knowledge of channels of distribution include a) Quantity of which product each channel members have previously purchased b) Product lines and assortment competitors carry c) When salespeople see distribution staff members 6. Knowledge of discount and credit policies are not necessary for the salesperson to know. Th provides no competitive advantage. a) True b) False 7. FAB does not emphasize benefit selling a) True b) False 8. Benefits are only psychological, not practical a) True b) False 9. Benefits must be a) Specific b) General statements 10. USP means a) Unique selling product b) Unique sales profit c) Unique selling proposition 11. Prospecting is used to a) Increase sales b) Learn about a customer's desires c) Maintain relationships with current customers d) Prevent loss 12. The concept illustrates the importance of prospecting a) Rollercoaster b) Finance wheel c) Ferris wheel d) Cartwheel 13. In the acronym MAD, the letter A stands for: a) Audacity b) Authenticity c) Authority d) Adaptability 14. Motive is the ability to buy a) True b) False 15. Means is the why the prospect buys. a) True b) False 16. Prospecting is challenging because a) It can be uncomfortable for the salesperson b) It's a skill that cannot be improved c) Different prospecting methods cannot be evaluated d) B and C 17. Webinars, demonstrations, insight on trends and on-demand videos are an prospecting a) Social media Online events di Email marketing 18. Using keywords relative to your product or industry is most useful a) Linkedin b) Facebook c) YouTube d) Twitter 19. is a continuous process without a beginning or end, but many salespersons are reluctant to use it. a) Prospecting b) Referrals c) Churning 20. During the is when you have the greatest opportunity to influence your prospect a) Pre-approach b) Cold call c) Presentation d) Close 21. Your purpose must be a) A list of goals, plans and objectives that differ from one sales call to another b) Alienating your customer from a competitor c) A consistent truth that guides your life in business 22. Individuals who write down their goals are % more successful in achieving them that those who don't a) o b) 85% c) 53% d) 33% 23. When considering the needs of the buyer a seller does not need to know the full range customer's needs - it's none of their business, a) True b) False 24. There are creative stages in problem-solving. a) 6 b) 2 c) 3