Sales Vignette #1

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1.

After you introduce yourself; your next question should be:
- A.
  
  What kind of automobile are you looking for?
- B.
  
  Do you plan on financing or paying cash for your next car?
- C.
  
  Will you be trading in a car, truck or SUV?
- D.
  
  Ask prospect if they are at the dealership looking for a specific salesperson or are they currently being helped by anyone at your dealership
Correct Answer
D. Ask prospect if they are at the dealership looking for a specific salesperson or are they currently being helped by anyone at your dealership
2.

What personality type do you believe you are working with?
- A.
  
  The Comedian
- B.
  
  The Director
- C.
  
  The Baggage Carrier
- D.
  
  The Free Spirit
Correct Answer
B. The Director

Explanation
See: Selling to Personality Types

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3.

During test drive what will you emphasize as selling points to the prospect?
- A.
  
  Cost. Low price. etc.
- B.
  
  Safety. Side air bags, vehicle safety frame. etc.
- C.
  
  Performance. Speed, handling, vehicle acceleration. Electronic gadgets. etc.
- D.
  
  Economy. Fuel efficiency. etc.
Correct Answer
C. Performance. Speed, handling, vehicle acceleration. Electronic gadgets. etc.
4.

While in your office, what do you offer the prospect?
- A.
  
  Cold beverage or coffee
- B.
  
  Snacks
- C.
  
  Complimentary lunch or dinner
- D.
  
  Nothing
Correct Answer
A. Cold beverage or coffee
5.

When do you attempt your first trial close?
- A.
  
  On the car lot
- B.
  
  During the test drive
- C.
  
  In my office
- D.
  
  Only if prospect threatens to leave
Correct Answer
B. During the test drive
6.

During negotiations, the prospect's initial demand is $500 below invoice for the Mustang, what do you do?
- A.
  
  Let prospect have the deal he wants right away because he is only giving you 30 minutes
- B.
  
  Bring in your manager
- C.
  
  Send the prospect home
- D.
  
  Hold firm on your price, and reassert the value and performance features of the Mustang.
Correct Answer
D. Hold firm on your price, and reassert the value and performance features of the Mustang.
7.

How do you build rapport with this prospect?
- A.
  
  You don't. He's not interested in building rapport. He only wants a deal on his terms.
- B.
  
  Emphasize common values in the community.
- C.
  
  Help prospect feel understood. Listen to him with empathy, positive regard, and genuineness.
- D.
  
  Match his enthusiasm for the car’s performance
Correct Answer
D. Match his enthusiasm for the car’s performance
8.

As a last resort, which of the following closing techniques do you perform to save the deal?
- A.
  
  The Ben Franklin Close
- B.
  
  The Puppy Dog Close
- C.
  
  The Side Bar Close
- D.
  
  The Prop Close
Correct Answer
B. The Puppy Dog Close

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Current Version
Aug 10, 2017

Quiz Edited by
ProProfs Editorial Team
Feb 10, 2015

Quiz Created by

Sales Vignette #1

After you introduce yourself; your next question should be:

What personality type do you believe you are working with?

During test drive what will you emphasize as selling points to the prospect?

While in your office, what do you offer the prospect?

When do you attempt your first trial close?

During negotiations, the prospect's initial demand is $500 below invoice for the Mustang, what do you do?

How do you build rapport with this prospect?

As a last resort, which of the following closing techniques do you perform to save the deal?