True False Questions 1. Branded content is when a brand is mentioned on a social media site or within a video game. A) True B) False 2. Publicity consists of public interest programs that deal with governments. A) True B) False 3. Content analysis refers to knowing how much exposure was actually received as a result of public relations activities. A) True B) False 4. The PR arsenal includes web sites, infomercials and rich media. A) True B) False 5. Loyalty programs are not popular with customers. A) True B) False Multiple Choice Questions 1. An audio recording posted online is called A) a podcast B) internet radio C) product placement D) grid card E) digital radio 2. Late night talk shows that air between 11 p.m. and 1 a.m. fall into which daypart? A) prime time B) late fringe time C) overnight D) late night E) daytime 3. A frequency discount is usually earned when buying television time as A) a minimum number of spots over a specified period of time a B) seasonal advertising C) package plans D) continuous advertising E) volume advertising 4. Objectives are statements that outline A) specific details of implementation B) necessary resources C) a mission statement D) what is to be accomplished E) a marketing strategy 5. Who formulates the overall strategic direction for an organization? A) external planning consultants B) middle managers C) senior managers D) the media E) stock holders TRUE / FALSE QUESTIONS 1. Assertiveness is expressing our thoughts, feelings, and beliefs is a direct, honen.com appropriate way. An example of an assertiveness statement is your organization cannot grow without our product." statement is an example of an aggressive statement 2. "I would like to show you how our product will help you attain your sales targets." This best technique is the summary-of-benefits technique. 3. The textbook introduces ten different closing techniques a salesperson may use. Of these, the 4. Of the different closing techniques available, the salesperson needs to choose the technique that fits the situation best. 5. To a degree, the minor-points close is similar to the alternative-choice close. MULTIPLE CHOICE QUESTIONS 1. Which of the following best captures the essence of this statement by a salesperson prestigious automotive companies use this kind of leather in their interiors." A. suggestive proposition B. prestige suggestion C. direct suggestion D. autosuggestion E. counter suggestion 2. An appliance salesperson said the following to a client: "I suggest you buy the self-cleaning Hotpoint oven." What kind of suggestion is this salesperson using? A. suggestive proposition B. prestige suggestion C. direct suggestion D. autosuggestion E. counter suggestion 3. When the salesperson asked, "Do you really want your employees to have only minimal accident insurance?" he was mostly likely using what kind of suggestion? A. suggestive proposition B. prestige suggestion C. direct suggestion D. counter suggestion E. auto suggestion 4. Regretfully, Mathew was not successful when he asked the customer to sign up for his company's cable TV package. What should Mathew NOT do when faced with this scenario? A. Stay professional B. Stay cheerful C. Ask for referrals D. Thank the prospect for their time E. Leave without thanking the prospect 5. What is the main purpose of using trial closes during a sales presentation? A. to discuss the FABs again B. to put some pressure on the prospect C. to persuade the prospect to buy D. to obtain feedback on the salesperson's offering E. to reiterate the purpose of the sales call TRUE / FALSE QUESTIONS 1. The interactive need satisfaction sales presentation is unstructured. 2. To use the formula sales presentation, the salesperson needs to know something about the prospect. 3. The memorized selling approach is based on the AIDA procedure of developing and giving the sales presentation 4. The ultimate goal of a presentation is to sell products or services. 5. As a computer salesperson, you should know that the prospect will not want a computer unless he or she needs it. MULTIPLE CHOICE QUESTIONS 1. If a prospect is having a hard time in understanding the pros and cons or showing signs they do not see what's in it for them, then ultimately what should the salesperson do next? A. Using suggestive close B. Persuade through suggestion C. Take time to build trust D. Showcase evidence statements E. Use trial close 2. Which of the following would not justify using a trial close according to the textbook 4. Prospect is asking questions B Prospect is commenting on a feature C Prospect takes out a pen to sign the contract D. Prospect has an inquisitive look on their face E Prospect eyes are widened from the solution presented 3. Jennifer is trying to close out a deal. She uses the following statement to close the deal, "What do you think of using our product to save 20% on your energy bill starting this month?" Jennifer is using what type of closing? A. Suggestive close B Trial close C Logical reasoning D. SELL sequence E Evidence statement close 4. According to the textbook, which of the following statements about the business proposition and closing is FALSE? A. try to delay as much as possible having to handle negative customer attitude B. establish two-way communication between you and the prospect C. recognize how your product can satisfy a prospect's real need D. use a benefit statement when closing E. commitment from the customer must illicit some action plan on the part of the prospect 5. Orla inputs all the data she gathered from her client during her presentation into her comp software. After the analysis, Orla shows the charts generated by the software detailing her purchase history. Based on this information, Orla notifies her client that by making a purch this month, her client will save one-third of the expenses. After this statement, she goes on suggest a purchase order based on the software's recommendation and then she stays quiet Which one of the following tools is Orla using to close the deal? A. Needs analysis to close B. Visual aid to close C. Recommendation to close D. Add-on to close E. SELL sequence to close