Pre-Assessment: Sales Management (NB01) - Practice Questions & Answers

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PRE-ASSESSMENT: SALES MANAGEMENT (NBO1) (PNBO) v v v v




Attempt#1
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1. A salesperson wants to get to know a prospective customer by establishing ongoing
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communication to ensure current as well as future sales.
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Which sales approach is the salesperson using?
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YOUR CORRECT
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Transactional


Relationship


Adaptive


Direct
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2. A salesperson prepares for a customer meeting by reviewing the number of products the
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customer has purchased since the company started. The salesperson decides to open the
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conversation by reviewing how the company has consistently provided a trusted product since
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the start of the customer relationship.
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How does this salesperson's approach help achieve sales goals?
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It emphasizes company value to the customer
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It analyzes return on customer investment It
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evaluates the cost of customer investment It
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calculates net customer profit
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,3. A retailer is advertising its new product line and has designed a campaign that includes social
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media advertising, print promotional pieces, online promotions, and a special product launch
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event.
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Which concept is the retailer using to promote its new product line?
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YOUR CORRECT
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Relationship selling v




Integrated marketing communications
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Buyerjourney v




Marketingresearch
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4. How does empathy contribute to building a good relationship with a customer?
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YOUR CORRECT
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By sharing beliefs with clients to build interactions based on
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mutualinterests
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By displaying vulnerability to clients to make them feel like they
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have the upper hand
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By creating distance from the company to show high customer
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awareness
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By creating an emotional connection with clients to show
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understanding that is built on trust
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, 5. Why is responsive listening important when participating in verbal communication?
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It allows a salesperson to be prepared to counter any arguments
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made by a potential client.
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It ensures that a salesperson is responding quickly to the
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customer'sneeds.
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It encourages the salesperson to repeat back to the customer what
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they believe the customer needs.
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It promotes rotating salespeople when dealing with clients who
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have specific requirements.
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6. What is a result of a salesperson conducting follow-up on a sale?
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YOUR CORRECT
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Ensures customer satisfaction v v




Establishes contract terms v v




Determinescustomerneeds
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Handles customer objections
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