1. Which of the following is not one of the four dimensions of sales call anxiety?
a. A desire to perform safety-seeking behaviors
b. Imagined negative evaluations from customers
c. A negative self-evaluation
d. Recognition of the economic value of prospecting activities
e. Physiological symptoms
2. Which of the following statements about the use of humor in sales presentations is true?
a. Humor should never be used in sales presentations
b. Only use humor that is relevant to the group to which you are selling-such as tax
human accountants
c. Do not practice telling jokes because rehearsed jokes are boring
d. Don’t apologize before telling a joke
e. All of the above statements are true
3. Which of the following statements about lead qualification and management is true
a. Firms often engage in prequalification of leads for their field sales force
b. A lead management system can be used to grade leads and establish a priority call
c. The use of info technology makes lead qualification more efficient and effective
d. Telemarketers are used by some companies as prequalify leads
e. All of the above are true
4. Which of the following methods of obtaining commitment involves the use of a “T”
chart to help the buyer weigh the pros and cons of making a commitment\
a. The George Washington
b. The Ben Frankiln
c. The assumption close
d. The minor points close
e. The features vs. benefits close
5. Purchasers that issue Request for Proposals like to see written sales proposals that include
a. A positioning map that compares products at the end
b. A glossary of terms or jargon used in the beginning
c. An index of key decision points at the end
d. A brief executive summary in the beginning
e. All the above
6. Pete is a salesperson for a company that installs video recording equipment in various
academic units at universities across the nation. He offers to waive the following year’s
annual maintenance fee for referrals that result in the purchase and installation of new
video systems in other academic units or schools. Pete is attempting to get his customers
to act as:
a. Reconnaissance staff
b. Spotters
c. Bounce-backs
, d. Spiffs
e. Prospectors
7. Salespeople can strengthen their presentations by showing prospects the value of making
a purchase. A method of applying this technique, also known as quantifying the solution,
is:
a. A cost benefit comparison
b. Return on investment
c. Net present value
d. Payback period
e. All of the above
8. Anna showed the office manager at wholesale nursery how she could pay for the new
copier she suggested by bringing more printing jobs in-house and saving money that had
previously been spent with outside vendors. Anna used _______ to quantify the solution
a. Cost benefit analysis
b. Return on investment
c. Net present value
d. Payback period
e. Opportunity cost
9. When a sales rep divides the net profits for savings produced for a client by the amount
of money the client is investing, the resulting figure is called the
a. Net revenue
b. Return on investment
c. Net present value
d. Payback percentage
e. Opportunity cost
10. Michael sells heavy duty construction equipment. About twice a month he visits Chris
Martin the former president of South Carolina commercial construction industry trade
association. Chris retired from working more than five years ago, but he always seems to
know all of the companies in the state that need new equipment because of large
construction contacts. Chris shares info freely with mike because the two are good
friends. Chris martin is a good example of a
a. Endless chain
b. Spiff
c. Center of influence
d. Prospector
e. Spotter
11. ______________ is the return a buyer might earn from a different use of the same
investment capital
a. Sunk cost
b. Net present value
c. Opportunity cost
d. Gross revenue
a. A desire to perform safety-seeking behaviors
b. Imagined negative evaluations from customers
c. A negative self-evaluation
d. Recognition of the economic value of prospecting activities
e. Physiological symptoms
2. Which of the following statements about the use of humor in sales presentations is true?
a. Humor should never be used in sales presentations
b. Only use humor that is relevant to the group to which you are selling-such as tax
human accountants
c. Do not practice telling jokes because rehearsed jokes are boring
d. Don’t apologize before telling a joke
e. All of the above statements are true
3. Which of the following statements about lead qualification and management is true
a. Firms often engage in prequalification of leads for their field sales force
b. A lead management system can be used to grade leads and establish a priority call
c. The use of info technology makes lead qualification more efficient and effective
d. Telemarketers are used by some companies as prequalify leads
e. All of the above are true
4. Which of the following methods of obtaining commitment involves the use of a “T”
chart to help the buyer weigh the pros and cons of making a commitment\
a. The George Washington
b. The Ben Frankiln
c. The assumption close
d. The minor points close
e. The features vs. benefits close
5. Purchasers that issue Request for Proposals like to see written sales proposals that include
a. A positioning map that compares products at the end
b. A glossary of terms or jargon used in the beginning
c. An index of key decision points at the end
d. A brief executive summary in the beginning
e. All the above
6. Pete is a salesperson for a company that installs video recording equipment in various
academic units at universities across the nation. He offers to waive the following year’s
annual maintenance fee for referrals that result in the purchase and installation of new
video systems in other academic units or schools. Pete is attempting to get his customers
to act as:
a. Reconnaissance staff
b. Spotters
c. Bounce-backs
, d. Spiffs
e. Prospectors
7. Salespeople can strengthen their presentations by showing prospects the value of making
a purchase. A method of applying this technique, also known as quantifying the solution,
is:
a. A cost benefit comparison
b. Return on investment
c. Net present value
d. Payback period
e. All of the above
8. Anna showed the office manager at wholesale nursery how she could pay for the new
copier she suggested by bringing more printing jobs in-house and saving money that had
previously been spent with outside vendors. Anna used _______ to quantify the solution
a. Cost benefit analysis
b. Return on investment
c. Net present value
d. Payback period
e. Opportunity cost
9. When a sales rep divides the net profits for savings produced for a client by the amount
of money the client is investing, the resulting figure is called the
a. Net revenue
b. Return on investment
c. Net present value
d. Payback percentage
e. Opportunity cost
10. Michael sells heavy duty construction equipment. About twice a month he visits Chris
Martin the former president of South Carolina commercial construction industry trade
association. Chris retired from working more than five years ago, but he always seems to
know all of the companies in the state that need new equipment because of large
construction contacts. Chris shares info freely with mike because the two are good
friends. Chris martin is a good example of a
a. Endless chain
b. Spiff
c. Center of influence
d. Prospector
e. Spotter
11. ______________ is the return a buyer might earn from a different use of the same
investment capital
a. Sunk cost
b. Net present value
c. Opportunity cost
d. Gross revenue
