Trivia Quiz On Marketing Sales Questions!

1. To discover customer needs/wants, the salesperson should be skilled at?

Watching and waiting

Questioning and listening

Talking and arguing

Coaxing and persuading

2. Using a step -by -step selling process is likely to increase company?

Salaries

Profits

Morale

Standards

3. One of the purposes of establishing a relationship with a customer in the beginning of the selling process is to?

Make a single sale

Gain the customers confidence

Put the customer on guard

Prevent customer objections

4. Determine whether the following statement is true or false: Both retail and industrial salespeople must discover their customers needs/wants.

True, this is a step in the selling process that is common to both

False, retail salespeople already know their customers needs/wants

False, industrial salespeople already know their customers needs/wants

True, retail and industrial salespeople spend equal time discovering needs/wants

5. Some salespeople include a product demonstration in the selling process to?

Identify the customers buying motives

Create interest and involve the customer

Give the customer a chance to ask questions

Save time and effort learning about products

6. Sizing up a customers needs/wants helps to reducing selling time and customer dissatisfaction, as well as enabling salespeople to?

Hold down their commissions

Call on/serve more customers

Prevent problems from arising

Concentrate on a few customers

7. Using a step -by -step selling process helps salespeople to remain organized, gaining customer?

Confidence

Praise

Referrals

Admiration

8. The most important reason for salespeople to follow up a sale is to?

Reassure the customer

Obtain more information

Gain extra commissions

Satisfy the sales manager

9. An important purpose of the sales talk as a step in the selling process is to?

Close the sale as quickly as possible

Demonstrate the salesperson's selling skills

Convince the customer of the products benefits

Provide a minimum amount of product information

10. Closing the sale usually includes handling customers' concerns about the product, which are known as customer?

Excuses

Reactions

Objections

Resistance

11. The first step a salesperson must take in the selling process is to?

Recommend products

Close

Prepare

Greet customers

12. Adam is a finanical manager, and he's looking for potential customers who might be interested in investing in a certain hedge fund. He is in the process of?

Generating sales leads

Qualifying sales leads

Identifying features and benefits

Prescribing solutions to customer needs

13. Some salespeople include a product demonstration in the selling process to?

Identify the customers buying motives

Create interest and involve the customer

Give the customer a chance to answer questions

Save time and effort learning about products

14. Before a salesperson can sell a product s/he must?

Purchase it for their own use

Learn about the competition

Find potential customers

Acquire knowledge about it

15. A true statement about the steps of the selling process is that they?

Have specific time limits

Can be rearranged in any way

Should be performed consecutively

Do not follow a particular order

16. Adam is determining if potential customers have the money and interest to invest in a certain hedge fund. He is in the process of?

Generating sales leads

Qualifying sales leads

Identifying features and benefits

Prescribing solutions to customer needs

17. The emphasis put on each phase of the selling process varies according to?

Geography and economy

Season and market conditions

State and local laws

Product and customer

18. Follow up calls or letters are a part of the step in the selling process known as?

Reaching closure

Establishing a positive tone

Discovering needs

Reaffirming the buyer-seller relationship

19. Retail and Industrial salespeople use the steps of the selling process in?

Reverse order

Very different ways

Basically the same way

Ways to suit themselves

20. How might selling an expensive item make the selling process different from selling an inexpensive item?

It will be easier to find potential customers

It will be harder to discover customer needs

It may be more difficult to close the sale

Preparation for selling will be shorter

21. Sizing up a customers personality helps a salesperson to?

Influence the customer's needs

Adjust the customer's attitude

Bypass part of the selling process

Adjust the approach to fit the customer

22. Individuals who are planning a career in selling should understand that?

The selling process never varies

There is one correct selling process

The selling process is quite simple

There is no single, correct selling process

23. After determining customers' needs/wants, salespeople should be ready to?

Offer solutions

Reach closure

Question the customer

Reassure the customer

24. Determine whether the following statement is true or false: All salespeople should use the step of the selling process in which a relationship is established with the customer.

False, retail salespeople do not need this step

True, all salespeople make every contact permanent

False, industrial salespeople so not need this step

True, this is an important step for all salespeople

25. Which of the following is part of closing a sale?

Writing a follow-up letter

Establishing a buyer-seller relationship

Completing the necessary paperwork

Discovering the customers needs and wants

26. Which of the following is a true statement regarding selling to industrial and retail customers?

Selling to retail customer generally requires more preparation than selling to industrial ones

It is more important for salespeople to establish relationships with retail customers than with industrial ones

It is easier for salespeople to prescribe solutions for industrial customers than for retail ones

Salespeople must realize that retail customers have different buying motives than industrial ones do