I HAVE ATTACHED A FEW MULTIPLE CHOICE QUESTIONS, PLEASE ANSWER AS SOON AS POSSIBLE:

7. One of the problems with using logical reasoning is the fact that this technique:

Multiple Choice

• may be too persuasive and prevent the salesperson from sharing the rest of his presentation with the customer.
• may be perceived as too blunt and cause the customer to become defensive.
• is too weak to be effective.
• requires the use of all six elements of the sales presentation mix.

8. Mitch sells decorative rocks, mulch, and other natural products used in landscaping and gardening. As he makes his first call on the buyer for a large home-improvement centre, he has set the following sales call objective: "To convince the prospect to buy lots of his products." What is wrong with this objective?

Multiple Choice

• It isn't broad enough?
• Mitch should not bother with an objective for this first sales call.
• This sales call objective is too specific.
• Mitch did not create a SMART sales call objective.

9. The customer relationship model brings together the main elements of _____ selling.

Multiple Choice

• benefit
• transaction
• strategic
• consultative

10. A salesperson who is a creative problem solver might not:

Multiple Choice

• find a way to make assembly equipment designed by two different manufacturers compatible.
• figure out how to lower distribution cost without sacrificing quality by replacing a stainless-steel component with one made out of aluminum.
• determine how to make assembly line maintenance more effective and reduce downtime.
• focus on how to earn more commission on the sale.

11. Which of the following features on LinkedIn allows people to track companies they are interested in, as well as their competitors?

Multiple Choice

• Follow Company
• Company Pages
• Groups
• Jobs

12. Richard works as a salesperson for an insurance company. He understands why his clients want life insurance. However, before closing a deal, he makes sure that the client can afford to pay the premiums required. In doing so, which of the following dimensions of qualifying prospects is Richard evaluating?

Multiple Choice

• Motives
• Means
• Authority
• Opportunity