BSHS 4200 Exam Questions And Answers For A+ Score 2026!!
1. Selling up (Upselling) :
As a bartender of a local restaurant, you ask if a customer
would like top shelf liquor, like Grey Goose, in his martini,
instead of the standard brand. This is a form of:
2. Relationship selling The idea that meeting a customer's expectations will lead to
trust, which will lead to long term satisfaction and loyalty, can
be identified as the concept of:
3. True The most common objection heard during the sales process is
price.
4. Connect buyers and sellers Manufacturer's Sales Representatives:
and represent the seller in the
sales process in exchange for a
commission
5. Flexibility and control Personal selling is the most expensive form of communication
in marketing, costing more to reach each individual customer
than other forms of advertising and promotions. However, the
unique advantage personal selling provides is:
6. Responding to objections When a potential customer expresses concerns during a sales
presentation, or reasons why they do not wish to buy, the
salesperson needs to move to the step in the sales process
known as:
7. True Rejection is an inevitable part of making initial contacts with
potential customers.
8. Needs analysis Before launching into his sales presentation, John conducted
a(n) , fill in the blank, so that he could cus-
tomize his presentation to this specific prospect.
1/3
1. Selling up (Upselling) :
As a bartender of a local restaurant, you ask if a customer
would like top shelf liquor, like Grey Goose, in his martini,
instead of the standard brand. This is a form of:
2. Relationship selling The idea that meeting a customer's expectations will lead to
trust, which will lead to long term satisfaction and loyalty, can
be identified as the concept of:
3. True The most common objection heard during the sales process is
price.
4. Connect buyers and sellers Manufacturer's Sales Representatives:
and represent the seller in the
sales process in exchange for a
commission
5. Flexibility and control Personal selling is the most expensive form of communication
in marketing, costing more to reach each individual customer
than other forms of advertising and promotions. However, the
unique advantage personal selling provides is:
6. Responding to objections When a potential customer expresses concerns during a sales
presentation, or reasons why they do not wish to buy, the
salesperson needs to move to the step in the sales process
known as:
7. True Rejection is an inevitable part of making initial contacts with
potential customers.
8. Needs analysis Before launching into his sales presentation, John conducted
a(n) , fill in the blank, so that he could cus-
tomize his presentation to this specific prospect.
1/3
