Introduction to Sales Pre-Test Questions - 1529 Verified Questions

Introduction to Sales Pre-Test Questions

Course Introduction

Introduction to Sales provides students with a comprehensive overview of the fundamental principles and practices of the sales process across various industries. The course explores topics such as understanding customer needs, building rapport, effective communication techniques, prospecting, presentation strategies, handling objections, closing sales, and ethical considerations in selling. Students will also learn about the role of sales in business, the impact of technology on modern sales strategies, and methods for developing long-term customer relationships. Through case studies, role-playing, and practical exercises, participants will gain essential skills and confidence to succeed in entry-level sales positions or enhance their business acumen.

Recommended Textbook

SELL 3rd Edition by Thomas N. Ingram

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11 Chapters

1529 Verified Questions

1529 Flashcards

Source URL: https://quizplus.com/study-set/1199 Page 2

Chapter 1: Overview of Personal Selling

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127 Verified Questions

127 Flashcards

Source URL: https://quizplus.com/quiz/23728

Sample Questions

Q1) The role fulfilled by salespeople that brings in revenue or income to the firm or company is called _______________

Answer: Revenue Producers

Q2) The three roles played in consultative selling include strategic orchestrator, business consultant, and ___________________.

Answer: Long-term Ally

Q3) According to the text, when salespeople alter their sales messages and behaviors during a sales presentation, or as they encounter different sales situations, they are using:

A) Value-based selling.

B) Response selling.

C) Interactive selling.

D) Adaptive selling.

E) Situational selling.

Answer: D

Q4) In her role as ________________ Susan arranges the use of the sales organization's resources in an effort to satisfy the customer.

Answer: Strategic Orchestrator

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Chapter 2: Building Trust and Sales Ethics

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109 Verified Questions

109 Flashcards

Source URL: https://quizplus.com/quiz/23729

Sample Questions

Q1) Wayne is a salesperson who is honest and upfront with his customers. Accordingly, Wayne's customers most likely perceive him as being ____________, one of the components of trust.

Answer: Candid (Candor)

Q2) Which of the following are potential resources salespeople may use to increase their market and customer knowledge base?

A) Newspapers

B) World Wide Web

C) Trade magazines

D) Trade associations

E) All of the above are potential resources

Answer: E

Q3) ______________refers to a way a salesperson can create product liability by making a claim about a product without exercising reasonable care to see that this claim is accurate.

Answer: Negligence

Q4) A salesperson's customers may initiate unethical behavior.

A)True

B)False

Answer: True

Page 4

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Chapter 3: Understanding Buyers

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144 Verified Questions

144 Flashcards

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Sample Questions

Q1) The first step in the buying process is to search for qualified suppliers.

A)True

B)False

Answer: False

Q2) Individuals who are low on responsiveness and high on assertiveness are referred to as _________.

Answer: Drivers

Q3) An individual buying office supplies for an organization is operating in the consumer market.

A)True

B)False

Answer: False

Q4) Buying teams will always include someone characterized as the User.

A)True

B)False

Answer: False

Q5) Individuals within an organization who actually use the product being purchased are called _________.

Answer: Users

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Chapter 4: Communication Skills

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135 Verified Questions

135 Flashcards

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Sample Questions

Q1) How a person sits in a chair is a form of nonverbal communication.

A)True

B)False

Q2) Conveying interest and understanding is the objective of which active listening component?

A) Implying

B) Interpreting

C) Sensing

D) Evaluating

E) Responding

Q3) If the salesperson is successful with projection questions he/she should:

A) Ask for the order.

B) Ask transition questions.

C) Ask implication questions.

D) Begin presenting a solution.

E) All of the above are correct.

Q4) After asking problem questions, the salesperson should begin asking need-payoff questions.

A)True

B)False

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Chapter 5: Strategic Prospecting and Preparing for Sales Dialogue

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123 Verified Questions

123 Flashcards

Source URL: https://quizplus.com/quiz/23732

Sample Questions

Q1) ________________salespeople refers to a salesperson selling noncompeting products.

Q2) The prospecting method in which salespeople's customers or prospects give them leads is called what?

A) Introduction method

B) Cold canvassing method

C) Bird dog method

D) Referral method

E) None of the above

Q3) The part of the strategic processing plan necessary for effectively evaluating the relative success of the plan is referred to as the ________ system.

Q4) The focal point or objective of an effective strategic prospecting plan should be the ___________ stating the number of qualified prospect to be generated.

Q5) Salespeople should incorporate a tracking system into their prospecting plans.

A)True

B)False

Q6) _______________telemarketing is a source of locating prospects whereby the prospect calls the company to get information.

Page 7

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Chapter 6: Planning Sales Dialogues and Presentations

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139 Verified Questions

139 Flashcards

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Sample Questions

Q1) A sales dialogue planning template may be helpful to salespeople for which of the following reasons?

A) It will help salespeople to make sure they identify and address all influential members of the buying team.

B) It allows salespeople to track objections across customers.

C) It helps salespeople ensure that they address all of the buyer's objections.

D) It provides feedback to salespeople regarding the types of customers with which they are doing business.

E) All the above are correct

Q2) The first part of a written sales proposal is a/an _____________________.

Q3) Organized presentations are more flexible than canned presentations.

A)True

B)False

Q4) Customer Value Propositions are created to overcome price objections.

A)True

B)False

Q5) The last section of a written sales proposal is the _____________________.

Q6) Sales calls and sales dialogue mean the same thing.

A)True

B)False

Page 8

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Chapter 7: Sales Dialogue: Creating and Communicating Value

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133 Verified Questions

133 Flashcards

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Sample Questions

Q1) A testimonial is a form of proof provider.

A)True

B)False

Q2) A salesperson will use analogies to add interest and clarity to a presentation.

A)True

B)False

Q3) According to the SPES Sequence, the second step in presenting sales aid is to _________ the sales aid.

Q4) According to the SPES Sequence, the final step in presenting sales aid is to _________ .

Q5) A salesperson attempting to get satisfied customers to go "on the record" about their experiences, is trying to obtain ____.

A) Statistics

B) Confirmed benefits

C) Testimonials

D) Analogies

E) None of the above

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Q6) A/an _____________is a brief description of a specific instance used to illustrate features and benefits of a product. An anecdote is a specific type of this.

Chapter 8: Addressing Concerns and Earning Commitment

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139 Verified Questions

139 Flashcards

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Sample Questions

Q1) One of the reasons (provided the text) that prospects raise objections is "objecting is a matter of _____________"

Q2) Today's buyers are more likely to be less tolerant of "closing techniques."

A)True

B)False

Q3) When preparing for sales resistance, salespeople should remember ____.

A) Sales resistance should be treated like a question

B) Sales resistance is normal part of the sales process

C) Sales resistance usually reflects interest in the product

D) Sales resistance means the buyer is at least somewhat involved in the presentation

E) All of the above

Q4) _____________ objection is resistance to a product based on the price of the product being too high for the buyer.

Q5) "Close early and close often" is a good motto for salespeople involved in relational selling.

A)True

B)False

Q6) The most common form of buyer resistance is the ___________objection.

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Chapter 9: Expanding Customer Relations

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140 Verified Questions

140 Flashcards

Source URL: https://quizplus.com/quiz/23736

Sample Questions

Q1) ______________refers to the process of converting new customers into lifetime customers by continually adding value to the product.

Q2) Which of the following components of effective follow-up reflects a salesperson's ability to develop insight regarding the buyer's changing situation, needs, and expectations?

A) Interact

B) Connect

C) Know

D) Relate

E) Encourage

Q3) LaTosha is very good at getting customers to purchase her company's products. However, her customers are usually dissatisfied with the performance of the products even though they perform as well if not better than the competition's products. Which of the following is most likely the problem?

A) LaTosha is setting her customers' expectations too low.

B) LaTosha's customers are easy to satisfy.

C) LaTosha isn't doing a good job of prospecting.

D) LaTosha's company makes inferior products.

E) None of the above are correct.

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Page 11

Chapter 10: Adding Value: Self-Leadership and Teamwork

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154 Verified Questions

154 Flashcards

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Sample Questions

Q1) Ethan is a salesperson who likes to set goals and objectives. Within the context of effective self-leadership, Ethan sets goals and objectives because:

A) He is required to do so by his manager

B) Doing so helps him make better planning decisions

C) He wants to impress his manager

D) He wants to challenge himself to work harder

E) Each of the above is correct

Q2) The process of placing existing customers and prospects into categories based on their sales potential is called ____________ classification.

Q3) The first stage of self-leadership is territory analysis.

A)True

B)False

Q4) Julie, a salesperson, has just set as a personal goal to achieve an annual income of $100,000 next year. She now needs to set her ____________ goals.

Q5) ______________ are secured networks within the organization using the Internet or commercial channels to provide direct linkages between company units and individuals.

Q6) ________ goals should be set immediately prior to territory goals.

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Chapter 11: Sales Management and Sales

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186 Verified Questions

186 Flashcards

Source URL: https://quizplus.com/quiz/23738

Sample Questions

Q1) Strategies which focus on ensuring accounts receive the proper selling effort and coverage (e.g., the use of company sales force or independent representatives) are referred to as:

A) Account targeting strategies

B) Selling strategies

C) Relationship strategies

D) Sales channel strategies

E) None of the above are correct

Q2) A sales analysis is another name for a cost analysis.

A)True

B)False

Q3) Jennifer has finished establishing relationship strategies for the account groups her sales team serves. She should now focus on developing:

A) Account targeting strategies.

B) Sales call strategies for each account.

C) Selling strategies for each relationship strategy.

D) A strategic prospecting plan.

E) Her sales team.

Q4) CRM stands for __________________________________________.

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