Principles of Salesmanship Final Exam
Study Guide
Discovering a client's needs is simple and typically only takes a few moments. - ANS False
Asking questions to uncover buyer needs is critical because... - ANS It allows you to
understand the situation so you can tailor your message
What is the number one problem with a customer's site when asked about the sales reps that
call on them? - ANS Know all about their product/service but do not take any time to learn
about the client's issues/needs
Speaking to the owner at a large shopping mall store, the security system salesperson said, "Do
you know how many shoplifters you actually catch each year?" This question is an example of
a(n) _____ question. - ANS General Condition
A salesperson who asks a summary question might ask: - ANS "If I can show you can do the
same job for less money, would you be interested?"
Questions that are used to get the customer to see the problem or challenge in a new way are
called _______ questions? - ANS Leverage
A salesperson who asked, "What impact does inventory shrinkage have on your ability to make
a reasonable profit?" is asking a(n) _____ question as he works his way through the GOALS
technique. - ANS Outlay
The purpose of obstacle/opportunity/outlay questions is to: - ANS Determine the gap between
the current and desired situation
When is it most appropriate to use leverage questions? - ANS All of the above
What is a common mistake reps make when using supporting materials during a sales meeting
with a prospect? - ANS They hand the materials to the prospect during the meeting
What are the three types of supporting materials discussed in the "Presenting Product with
Credibility" video? - ANS Whitepapers, Testimonials, and Case Studies
When conducting a sales presentation, you shouldn't focus on the features of the product or
service, but the...? - ANS Benefits
Study Guide
Discovering a client's needs is simple and typically only takes a few moments. - ANS False
Asking questions to uncover buyer needs is critical because... - ANS It allows you to
understand the situation so you can tailor your message
What is the number one problem with a customer's site when asked about the sales reps that
call on them? - ANS Know all about their product/service but do not take any time to learn
about the client's issues/needs
Speaking to the owner at a large shopping mall store, the security system salesperson said, "Do
you know how many shoplifters you actually catch each year?" This question is an example of
a(n) _____ question. - ANS General Condition
A salesperson who asks a summary question might ask: - ANS "If I can show you can do the
same job for less money, would you be interested?"
Questions that are used to get the customer to see the problem or challenge in a new way are
called _______ questions? - ANS Leverage
A salesperson who asked, "What impact does inventory shrinkage have on your ability to make
a reasonable profit?" is asking a(n) _____ question as he works his way through the GOALS
technique. - ANS Outlay
The purpose of obstacle/opportunity/outlay questions is to: - ANS Determine the gap between
the current and desired situation
When is it most appropriate to use leverage questions? - ANS All of the above
What is a common mistake reps make when using supporting materials during a sales meeting
with a prospect? - ANS They hand the materials to the prospect during the meeting
What are the three types of supporting materials discussed in the "Presenting Product with
Credibility" video? - ANS Whitepapers, Testimonials, and Case Studies
When conducting a sales presentation, you shouldn't focus on the features of the product or
service, but the...? - ANS Benefits
