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Unit 7 quiz

QuestionAnswer
When a salesperson first approaches a customer, the goal is to establish rapport
What can help a salesperson distinguish between a buyer’s wants and needs? a needs assessment
Determining which leads are most likely to make a purchase is a process referred to as lead qualification
a tool salespeople use to qualify leads? BANT
The first call a salesperson makes to a customer is typically a discovery call
Often, an objection is simply a request for more information
When does a salesperson generally move in to close a deal? after answering objections
What is the primary goal of relationship selling? to encourage repeat purchases
Role playing is effective in teaching a sales staff selling techniques because it is interactive
Good relationship selling increases customer retention
How many jobs do retail sales support in the United States? 42 million
What must take place before the sales process can begin? lead generation
The sales pitch may include competitor’s point of difference
A proper greeting is essential to which part of the sales process? establishing rapport
A sales approach in which the buyer and seller work together to find a suitable purchase is called collaborative selling
What is the most important thing a salesperson can do when confronted with an objection? listen
Customer loyalty is measured by which of the following? customer retention
The “authority” element of the BANT acronym refers to the customer’s ability to make purchasing decisions
What aspect of the sales process is most likely to make or break a sale? establishing rapport
Competent salespeople view objections as opportunities
True/False: Many consumers feel skepticism towards salespeople. True
True/False: A needs assessment may alter the content of a sales pitch. True
True/False: Modern sales presentations are one-way interactions. False
True/False: Personal selling used to be more common. True
True/False: Prospecting and lead generation are synonymous. True
True/False: A sale should always satisfy both a customer’s wants and his or her needs. False
True/False: A collaborative selling environment makes the sales pitch more challenging for salespeople. True
True/False: Salespeople are often promoted to sales managers. True
True/False: Modeling alone is enough to produce a quality sales staff. False
True/False: Salespeople will inevitably encounter objections from time to time. True
Created by: sarahkueny
 

 



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