Ultimate Quiz On Salesperson: Trivia!
(434).jpg "Ultimate Quiz On Salesperson: Trivia! - Quiz")
Are you ready to take this ultimate quiz on salesperson? A salesperson is someone whose job is to sell goods or services. For this quiz, you will want to know what the ADAPT questioning system is, the buyer and seller's relative participation in a sales call, and what a salesperson should do if they are trying to get more information during the discovery process. This quiz may be helpful to you.
- 1.
A salesperson wishing to uncover more details about the information that the buyer previously provided, should use the following types of questions?
- A.
Evaluative
- B.
Multiple-choice
- C.
Reactive
- D.
Tactical
- E.
None of the above
Correct Answer
C. ReactiveExplanation
Reactive questions are the most appropriate for a salesperson to use in order to uncover more details about the information that the buyer previously provided. Reactive questions are designed to elicit more information and encourage the buyer to expand on their previous statements. These types of questions allow the salesperson to gather more specific details and gain a deeper understanding of the buyer's needs and preferences.Rate this question:
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- 2.
The ADAPT questioning system is similar to the SPIN questioning system in that:
- A.
Both questioning systems include a sequential set of questions
- B.
Both questioning systems seek to uncover needs
- C.
Both questioning systems seek to stimulate the buyer's interest in solving an uncovered problem
- D.
Both questioning systems may utilize open-ended and closed-ended questions
- E.
All of the above are correct
Correct Answer
E. All of the above are correctExplanation
The ADAPT questioning system is similar to the SPIN questioning system because both systems include a sequential set of questions, seek to uncover needs, stimulate the buyer's interest in solving a problem, and may utilize open-ended and closed-ended questions.Rate this question:
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- 3.
Which of the following best reflects the relationship between sales calls and sales dialogue?
- A.
Sales calls and sales dialogue are the same thing
- B.
Many sales dialogues occur during a sales call
- C.
Sales dialogue refers to business conversations which could include one or more sales calls
- D.
Sales dialogue occurs prior to a sales call
- E.
None of the above are accurate
Correct Answer
C. Sales dialogue refers to business conversations which could include one or more sales callsExplanation
The correct answer is "Sales dialogue refers to business conversations which could include one or more sales calls." This option accurately describes the relationship between sales calls and sales dialogue by stating that sales dialogue encompasses business conversations that may involve one or more sales calls. This means that sales dialogue is a broader term that includes sales calls as a subset. The other options either incorrectly equate sales calls and sales dialogue or do not accurately capture their relationship.Rate this question:
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- 4.
Which the following best describes the relative participation of the buyer and seller in a sales call?
- A.
The salesperson does most of the talking throughout the entire call
- B.
The buyer does most of the talking when the salesperson is uncovering needs
- C.
The buyer does most of the talking throughout the entire call
- D.
The salesperson does most of the talking when presenting the solution
- E.
Both b and d are correct
Correct Answer
E. Both b and d are correctExplanation
Both options b and d are correct because in a sales call, the buyer should be doing most of the talking when the salesperson is uncovering needs, as they are the ones who can provide valuable information about their needs and preferences. Additionally, the salesperson should also do most of the talking when presenting the solution, as they need to explain how their product or service can meet the buyer's needs effectively. Therefore, both options accurately describe the relative participation of the buyer and seller in a sales call.Rate this question:
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- 5.
Requesting an appointment (i.e., sales call) with a prospect relative to making a cold call helps accomplish which of the following desirable outcomes?
- A.
Communicate recognition that the prospect’s time is important
- B.
Improved time and territory management
- C.
Gaining the prospect’s undivided attention
- D.
Demonstrates a respect for proper business etiquette
- E.
All of the above
Correct Answer
E. All of the aboveExplanation
Requesting an appointment with a prospect relative to making a cold call helps accomplish all of the desirable outcomes mentioned. By requesting an appointment, it communicates recognition that the prospect's time is important, as it shows that the salesperson values their schedule and is willing to work around it. It also leads to improved time and territory management, as the salesperson can plan their schedule more efficiently by setting up appointments in advance. Additionally, requesting an appointment helps gain the prospect's undivided attention, as they are more likely to be prepared and focused during a scheduled meeting. Finally, it demonstrates a respect for proper business etiquette, as it is considered more professional and courteous to request an appointment rather than making an unsolicited cold call.Rate this question:
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- 6.
A salesperson wishing to elicit more details during the discovery process should use which type of questions?
- A.
Probing
- B.
Reactive
- C.
Personal
- D.
Tactical
- E.
None of the above
Correct Answer
A. ProbingExplanation
A salesperson wishing to elicit more details during the discovery process should use probing questions. Probing questions are open-ended questions that encourage the customer to provide more information and expand on their thoughts. These questions help the salesperson understand the customer's needs, challenges, and preferences in more detail, allowing them to tailor their sales approach and offer a more personalized solution. Reactive, personal, and tactical questions do not specifically focus on gathering more information and may not be as effective in uncovering the customer's needs.Rate this question:
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- 7.
A major purpose of SPIN and ADAPT is to help the salesperson identify the ____________ for the buyer.
- A.
Objections
- B.
Features
- C.
Situation
- D.
Confirmed benefits
- E.
None of the above is correct
Correct Answer
D. Confirmed benefitsExplanation
SPIN and ADAPT are sales techniques that aim to help salespeople identify the confirmed benefits for the buyer. These techniques involve asking strategic questions to understand the buyer's needs, challenges, and goals. By doing so, the salesperson can tailor their pitch and highlight the specific benefits that are most relevant and valuable to the buyer. This approach increases the chances of a successful sale by addressing the buyer's specific needs and demonstrating the value that the product or service can provide.Rate this question:
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- 8.
In a presentation, the salesperson's ability to develop a customized solution is heavily dependent upon:
- A.
The salesperson's ability to listen during needs discovery.
- B.
The salesperson's ability to speak convincingly.
- C.
The buyer's ability to articulate his/her needs.
- D.
The salesperson's ability to use visual aids
- E.
Both a and d
Correct Answer
A. The salesperson's ability to listen during needs discovery.Explanation
The correct answer is the salesperson's ability to listen during needs discovery. This is because during the needs discovery phase, the salesperson gathers information about the buyer's requirements, pain points, and preferences. By actively listening and understanding the buyer's needs, the salesperson can tailor a customized solution that addresses those specific needs effectively. The ability to listen attentively helps the salesperson to ask relevant questions, identify key issues, and offer appropriate solutions, ultimately increasing the chances of a successful sale.Rate this question:
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- 9.
A sales presentation planning template contains sections for each of the following, except ____.
- A.
Customer value proposition
- B.
Sales call objective
- C.
Potential objections
- D.
Current Suppliers
- E.
Each of the above are important parts of the sales presentation checklist
Correct Answer
E. Each of the above are important parts of the sales presentation checklistExplanation
The given answer is correct because the question asks for an option that is not included in the sales presentation planning template. However, all of the options listed (customer value proposition, sales call objective, potential objections, and current suppliers) are important parts of the sales presentation checklist.Rate this question:
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- 10.
A salesperson asking a buyer "How would your productivity be affected if your copier never stopped functioning properly?" is asking a ________ type of SPIN question.
- A.
Implication
- B.
Problem
- C.
Situation
- D.
Need-Payoff
- E.
None of the above
Correct Answer
D. Need-PayoffExplanation
The salesperson is asking a Need-Payoff type of SPIN question because they are trying to understand the potential benefits or value that the buyer would gain if their copier never stopped functioning properly. This type of question is aimed at uncovering the buyer's specific needs and desires, and how the product or service being sold can fulfill those needs and provide a payoff or benefit.Rate this question:
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- 11.
What are the three key actions to negotiate buyer resistance?
- A.
Empathize, Listen, Acknowledge
- B.
Listen, Empathize, Respond
- C.
Respond, Confirm, Continue
- D.
Listen, Respond, Confirm
- E.
None of the above
Correct Answer
D. Listen, Respond, ConfirmExplanation
In order to negotiate buyer resistance effectively, it is important to first listen to the concerns and objections of the buyer. This allows the salesperson to understand the buyer's perspective and empathize with their needs. After listening, the salesperson should respond to the buyer's concerns by addressing them and providing relevant information or solutions. Finally, it is essential to confirm with the buyer that their concerns have been addressed and that they are satisfied with the proposed solution. This approach helps build trust and rapport with the buyer, increasing the chances of a successful negotiation.Rate this question:
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- 12.
Response-checks and check-backs are most commonly used:
- A.
After presenting a selling point
- B.
After handling an objection
- C.
To uncover needs
- D.
When setting appointments
- E.
A and B are most common
Correct Answer
E. A and B are most commonExplanation
The correct answer is A and B are most common. Response-checks and check-backs are commonly used after presenting a selling point and after handling an objection. These techniques help to ensure that the customer understands and agrees with the information presented, and they also provide an opportunity to address any concerns or objections the customer may have. By using response-checks and check-backs, the salesperson can gauge the customer's level of interest and engagement, and make any necessary adjustments to their approach.Rate this question:
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- 13.
When preparing to conduct a product demonstration, a salesperson should remember ____.
- A.
To ensure the appearance of the product is neat and clean
- B.
To check for problem-free operation
- C.
To anticipate problems and have back-up or replacement parts on hand
- D.
None of the above are correct
- E.
A, b, and c are correct
Correct Answer
E. A, b, and c are correctExplanation
When preparing to conduct a product demonstration, a salesperson should remember to ensure the appearance of the product is neat and clean, as this will create a positive impression on potential customers. Additionally, they should check for problem-free operation to ensure that the product functions properly during the demonstration. Lastly, it is important for the salesperson to anticipate problems and have back-up or replacement parts on hand, in case any issues arise during the demonstration. By remembering all of these factors, the salesperson can effectively showcase the product and address any potential concerns or challenges that may arise.Rate this question:
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- 14.
Which of the following is not a common reason why prospects raise objections?
- A.
The prospect wants to avoid the sales interview
- B.
Objecting is a matter of custom
- C.
The prospect fails to recognize the need
- D.
The prospect lacks information
- E.
All of the above are common reasons why prospects raise objections
Correct Answer
E. All of the above are common reasons why prospects raise objectionsExplanation
Prospects may raise objections for various reasons, including wanting to avoid the sales interview, objecting as a matter of custom, failing to recognize the need, or lacking information. These are all common reasons why prospects may raise objections during the sales process.Rate this question:
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- 15.
When a salesperson confronts an objection, the first thing they need to do is:
- A.
Forestall
- B.
Ask for the order
- C.
Respond to the objection
- D.
Listen carefully
- E.
Assess the objection
Correct Answer
D. Listen carefullyExplanation
When a salesperson confronts an objection, listening carefully is the first thing they need to do. This is because listening allows the salesperson to fully understand the objection being raised by the customer. By listening carefully, the salesperson can gather important information and insights about the customer's concerns and needs. This information can then be used to effectively respond to the objection and address the customer's concerns, increasing the chances of successfully closing the sale.Rate this question:
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- 16.
When preparing printed materials and visuals, a salesperson should remember ____.
- A.
Printed materials and visuals should be relatively complex
- B.
To read the presentation directly from the visual
- C.
To make sure each visual presents only one idea
- D.
To avoid bullet points
- E.
Use a lot of color, especially to decorate the visual aid
Correct Answer
C. To make sure each visual presents only one ideaExplanation
When preparing printed materials and visuals, a salesperson should remember to make sure each visual presents only one idea. This is important because having multiple ideas or concepts in one visual can confuse the audience and dilute the message being conveyed. By focusing on one idea per visual, the salesperson can effectively communicate their message and ensure that the audience understands the key point being presented.Rate this question:
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- 17.
When attempting to link solutions to needs, the salesperson should do all of the following except?
- A.
Convey to the buyer how his/her product will meet the identified buyer's needs.
- B.
Explain how the product's features will produce the confirmed benefits.
- C.
Describe all of the products features and benefits.
- D.
Ensure the buyer understands the link between the relevant features and the confirmed benefits.
- E.
He/she should do all of the above
Correct Answer
C. Describe all of the products features and benefits.Explanation
The salesperson should do all of the above except describe all of the product's features and benefits. This is because overwhelming the buyer with too much information about every single feature and benefit may lead to confusion and information overload. Instead, the salesperson should focus on conveying how the product will meet the buyer's needs, explaining how the product's features will produce the confirmed benefits, and ensuring that the buyer understands the link between the relevant features and the confirmed benefits.Rate this question:
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- 18.
When presenting solutions a salesperson often has to handle buyer resistance. Another way to look at buyer resistance is to think of it as __________________.
- A.
Negative
- B.
Unimportant
- C.
Positive
- D.
A challenge initiated by the buyer
- E.
Show stopper
Correct Answer
D. A challenge initiated by the buyerExplanation
Buyer resistance can be seen as a challenge initiated by the buyer. This means that the buyer may have concerns, objections, or hesitations about the solution being presented. Instead of viewing it as a negative or a show stopper, the salesperson can approach it as an opportunity to address the buyer's concerns and find a mutually beneficial solution. By understanding buyer resistance as a challenge, the salesperson can adapt their approach and effectively overcome objections to close the sale.Rate this question:
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- 19.
Which of the following is an example of a proof provider?
- A.
Testimonials
- B.
Case histories
- C.
Statistics
- D.
Only a and b
- E.
A, b, and c are examples of proof providers
Correct Answer
E. A, b, and c are examples of proof providersExplanation
The correct answer is a, b, and c are examples of proof providers. Testimonials, case histories, and statistics are all examples of proof providers because they provide evidence or support for a claim or argument. Testimonials are personal statements or experiences from individuals who have used a product or service. Case histories are specific examples or stories that demonstrate the effectiveness of a product or service. Statistics are numerical data or facts that can be used to support a claim or argument.Rate this question:
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- 20.
When attempting to understand the objection the buyer is trying to express, the salesperson should:
- A.
Avoid making assumptions about what the buyer is going to say
- B.
Engage in active listening
- C.
Confirm his/her understanding of the objection with the buyer
- D.
All of the above
- E.
None of the above
Correct Answer
D. All of the aboveExplanation
The salesperson should avoid making assumptions about what the buyer is going to say because this can lead to miscommunication and misunderstandings. Engaging in active listening is important because it allows the salesperson to fully understand the objection and respond appropriately. Confirming their understanding of the objection with the buyer is crucial to ensure that both parties are on the same page and to avoid any confusion. Therefore, all of the above options are correct actions for the salesperson to take when attempting to understand the objection the buyer is trying to express.Rate this question:
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- 21.
Buying organizations expect writing to be professional and free from typographical and grammatical errors, so it makes sense to:
- A.
Rely exclusively on spell check software programs
- B.
Depend on secretaries to do all of your writing
- C.
Edit and proofread your written documents carefully and more than once
- D.
Have documents sent out to a professional printer to have copies made
Correct Answer
C. Edit and proofread your written documents carefully and more than onceExplanation
Buying organizations expect writing to be professional and free from typographical and grammatical errors. Relying exclusively on spell check software programs may not catch all errors and may not address grammar issues. Depending on secretaries to do all of your writing may not ensure the desired level of professionalism and may not be feasible in all situations. Having documents sent out to a professional printer to have copies made is not directly related to ensuring professional and error-free writing. Therefore, the best approach is to edit and proofread written documents carefully and more than once to ensure they meet the expectations of buying organizations.Rate this question:
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- 22.
A written message is preferable to an oral one when you want to:
- A.
Modify plans
- B.
Present extensive and complex data
- C.
Resolve conflicts and build consensus
- D.
Get immediate action or response
Correct Answer
B. Present extensive and complex dataExplanation
A written message is preferable to an oral one when you want to present extensive and complex data because it allows the recipient to review and analyze the information at their own pace. Written messages provide a clear and organized format for presenting large amounts of data, making it easier for the recipient to understand and process the information. Additionally, written messages can be referenced and referred back to later, ensuring that the data is accurately retained.Rate this question:
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- 23.
Effective business communication and presentations:
- A.
Decreases the number of positive responses to requests on the first try
- B.
Increases reading time
- C.
Increases the time that it takes disagreements to surface
- D.
Builds a positive image of any organization
Correct Answer
D. Builds a positive image of any organizationExplanation
Effective business communication and presentations play a crucial role in building a positive image of any organization. When communication is clear, concise, and professional, it enhances the perception of the organization's competence and credibility. It helps to establish trust and fosters positive relationships with clients, stakeholders, and employees. Effective communication also ensures that messages are delivered accurately, which minimizes misunderstandings and promotes a positive reputation for the organization.Rate this question:
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- 24.
You are preparing a one-page handout for a business presentation that will include a small photo of a new product you hope to sell. So that the photo gets maximum emphasis on a page otherwise filled with text, place it.
- A.
In the top left quadrant of the page
- B.
In the bottom left quadrant of the page
- C.
In the bottom center of the page
- D.
On the back of the page
Correct Answer
A. In the top left quadrant of the pageExplanation
Placing the small photo of a new product in the top left quadrant of the page ensures maximum emphasis. This is because the top left quadrant is the first area that readers' eyes are naturally drawn to when viewing a page. By placing the photo in this location, it will immediately capture the attention of the audience and stand out from the surrounding text. This positioning strategy helps to highlight the importance of the new product and make it the focal point of the handout.Rate this question:
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- 25.
The ability to feel compassion and understanding for another person's situation and is very useful during presentations is:
- A.
Empathy
- B.
Common sense
- C.
Professionalism
- D.
Sympathy
Correct Answer
A. EmpathyExplanation
Empathy is the ability to understand and share the feelings of another person. It allows individuals to connect with others on an emotional level, which can be particularly valuable during presentations. By empathizing with the audience, a presenter can better understand their needs, concerns, and perspectives, and tailor their message accordingly. This helps to create a more engaging and impactful presentation, as it demonstrates genuine care and consideration for the audience. Empathy also fosters a sense of trust and rapport, making it easier for the presenter to connect with and persuade their listeners.Rate this question:
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- 26.
Which the following best describes the relative participation of the buyer and seller in a sales presentation?
- A.
The salesperson does most of the talking throughout the entire call
- B.
The buyer does most of the talking when the salesperson is uncovering needs
- C.
The buyer does most of the talking throughout the entire call
- D.
The salesperson does most of the talking when presenting the solution
- E.
Both b and d are
Correct Answer
E. Both b and d areExplanation
Both b and d are the correct answer because in a sales presentation, the buyer should be doing most of the talking when the salesperson is uncovering needs and when the salesperson is presenting the solution. This is because the salesperson needs to understand the buyer's needs and preferences in order to tailor their solution effectively. Additionally, the salesperson should also be actively engaging the buyer and asking questions to gather more information and ensure that their solution aligns with the buyer's needs.Rate this question:
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- 27.
Which of the following is a guideline a salesperson should use when incorporating a demonstration into his or her sales presentation?
- A.
Remember to encourage prospect participation
- B.
Customize the demonstration so it supports the sales call objective
- C.
Use a trial close after the demonstration
- D.
All of these answers are correct
Correct Answer
D. All of these answers are correctExplanation
A salesperson should remember to encourage prospect participation during a demonstration to keep them engaged and involved in the sales process. Customizing the demonstration to support the sales call objective ensures that the prospect sees the value and relevance of the product or service being presented. Using a trial close after the demonstration allows the salesperson to gauge the prospect's interest and address any concerns or objections before moving forward. Therefore, all of these answers are correct as they provide essential guidelines for incorporating a demonstration into a sales presentation.Rate this question:
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- 28.
Assume that you have just started a sales call with a prospect. The prospect wants to discuss something different than what you had on the agenda, then you should:
- A.
Ask for more time
- B.
Immediately change the topic of the conversation back to what you have planned
- C.
Ask to speak with someone else
- D.
Remind the customer of his agenda and ask permission to “get back on task”
- E.
End the sales call early
Correct Answer
D. Remind the customer of his agenda and ask permission to “get back on task”Explanation
If the prospect wants to discuss something different than what was planned, it is best to remind the customer of their agenda and ask for permission to "get back on task." This approach shows respect for the customer's needs while also redirecting the conversation towards the original purpose of the call. It allows for flexibility and open communication, ensuring that both parties are on the same page and can address the prospect's concerns while still addressing the planned topics. This approach demonstrates professionalism and adaptability in handling unexpected situations during a sales call.Rate this question:
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- 29.
Selling benefits that meet the customers buying motive is what a good salesperson does. If you are selling a printer to a small business, the machine’s ability to function on a wireless network is one of its ________________.
- A.
Features
- B.
Benefits
- C.
Rational buying motives
- D.
Emotional buying motives
- E.
Both a and c are correct
Correct Answer
A. FeaturesExplanation
A good salesperson focuses on selling the benefits of a product that meet the customer's buying motive. In the context of selling a printer to a small business, the ability of the machine to function on a wireless network is a feature of the printer. Features are the specific characteristics or capabilities of a product. By highlighting this feature, the salesperson can emphasize the convenience and flexibility it provides to the small business, ultimately addressing the customer's buying motive.Rate this question:
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- 30.
The best visual to demonstrate a comparison of multiple among three competitive products in the market is:
- A.
Table
- B.
Bar chart
- C.
Line graph
- D.
Pie chart
Correct Answer
A. TableExplanation
A table would be the best visual to demonstrate a comparison of multiple among three competitive products in the market because it allows for a clear and organized presentation of data. A table can easily display various attributes or features of each product side by side, making it easier for viewers to compare and analyze the information. It provides a structured format that allows for easy identification of similarities and differences between the products, making it an effective visual for this purpose.Rate this question:
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Current Version
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Mar 22, 2023Quiz Edited by
ProProfs Editorial Team -
Oct 01, 2017Quiz Created by
TWIIIST3Rx
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