Ultimate Quiz On Salesperson: Trivia!

30 Questions | Total Attempts: 1502

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Ultimate Quiz On Salesperson: Trivia!

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.


Questions and Answers
  • 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

  • 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

  • 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

  • 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

  • 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

  • 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

  • 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

  • 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

  • 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

  • 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

  • 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

  • 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

  • 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

  • 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

  • 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

  • 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

  • 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

  • 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

  • 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

  • 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

  • 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

  • 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

  • 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

  • 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

  • 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

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