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Help Articles
PRE-ASSESSMENT: SALES MANAGEMENT (NBO1) (PNBO)
Attempt #1
Status: Not Passed
1. A salesperson wants to get to know a prospective customer by establishing ongoing
communication to ensure current as well as future sales.
Which sales approach is the salesperson using?
YOUR CORRECT
ANSWER ANSWER
Transactional
Relationship
Adaptive
Direct
2. A salesperson prepares for a customer meeting by reviewing the number of products the
customer has purchased since the company started. The salesperson decides to open the
conversation by reviewing how the company has consistently provided a trusted product since
the start of the customer relationship.
How does this salesperson's approach help achieve sales goals?
YOUR CORRECT
ANSWER ANSWER
It emphasizes company value to the customer
It analyzes return on customer investment
It evaluates the cost of customer investment
It 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
media advertising, print promotional pieces, online promotions, and a special product launch
event.
Which concept is the retailer using to promote its new product line?
YOUR CORRECT
ANSWER ANSWER
Relationship selling
Integrated marketing communications
Buyer journey
Marketing research
4. How does empathy contribute to building a good relationship with a customer?
YOUR CORRECT
ANSWER ANSWER
By sharing beliefs with clients to build interactions based on
mutual interests
By displaying vulnerability to clients to make them feel like they
have the upper hand
By creating distance from the company to show high customer
awareness
By creating an emotional connection with clients to show
understanding that is built on trust
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5. Why is responsive listening important when participating in verbal communication?
YOUR CORRECT
ANSWER ANSWER
It allows a salesperson to be prepared to counter any arguments
made by a potential client.
It ensures that a salesperson is responding quickly to the
customer's needs.
It encourages the salesperson to repeat back to the customer
what they believe the customer needs.
It promotes rotating salespeople when dealing with clients who
have specific requirements.
6. What is a result of a salesperson conducting follow-up on a sale?
YOUR CORRECT
ANSWER ANSWER
Ensures customer satisfaction
Establishes contract terms
Determines customer needs
Handles customer objections
Downloaded by madiba South Africa stuvia ()
Help Articles
PRE-ASSESSMENT: SALES MANAGEMENT (NBO1) (PNBO)
Attempt #1
Status: Not Passed
1. A salesperson wants to get to know a prospective customer by establishing ongoing
communication to ensure current as well as future sales.
Which sales approach is the salesperson using?
YOUR CORRECT
ANSWER ANSWER
Transactional
Relationship
Adaptive
Direct
2. A salesperson prepares for a customer meeting by reviewing the number of products the
customer has purchased since the company started. The salesperson decides to open the
conversation by reviewing how the company has consistently provided a trusted product since
the start of the customer relationship.
How does this salesperson's approach help achieve sales goals?
YOUR CORRECT
ANSWER ANSWER
It emphasizes company value to the customer
It analyzes return on customer investment
It evaluates the cost of customer investment
It calculates net customer profit
Downloaded by madiba South Africa stuvia ()
, lOMoARcPSD|44532475
3. A retailer is advertising its new product line and has designed a campaign that includes social
media advertising, print promotional pieces, online promotions, and a special product launch
event.
Which concept is the retailer using to promote its new product line?
YOUR CORRECT
ANSWER ANSWER
Relationship selling
Integrated marketing communications
Buyer journey
Marketing research
4. How does empathy contribute to building a good relationship with a customer?
YOUR CORRECT
ANSWER ANSWER
By sharing beliefs with clients to build interactions based on
mutual interests
By displaying vulnerability to clients to make them feel like they
have the upper hand
By creating distance from the company to show high customer
awareness
By creating an emotional connection with clients to show
understanding that is built on trust
Downloaded by madiba South Africa stuvia ()
, lOMoARcPSD|44532475
5. Why is responsive listening important when participating in verbal communication?
YOUR CORRECT
ANSWER ANSWER
It allows a salesperson to be prepared to counter any arguments
made by a potential client.
It ensures that a salesperson is responding quickly to the
customer's needs.
It encourages the salesperson to repeat back to the customer
what they believe the customer needs.
It promotes rotating salespeople when dealing with clients who
have specific requirements.
6. What is a result of a salesperson conducting follow-up on a sale?
YOUR CORRECT
ANSWER ANSWER
Ensures customer satisfaction
Establishes contract terms
Determines customer needs
Handles customer objections
Downloaded by madiba South Africa stuvia ()
