Sales Management Final Exam Questions
and Answers Graded A+
1. According to the Golden Rule of Selling, which of the following is essential for
building a true relationship between the buyer and seller?
A. Organized presentations
B. Value pricing
C. Qualified salespeople
D. Continuous interaction
E. Ethical service - Correct answer-E
2. A salesperson should ask a prospect to buy a product only when the prospect
reaches the _____ stage of the mental buying process.
A. knowledge
B. attitude
C. conviction
D. belief
©COPYRIGHT 2025, ALL RIGHTS RESERVED 1
,E. desire - Correct answer-C
4. According to the text, what are the three essential steps within the sales
presentation, in their correct order?
A. FAB, marketing plan, business proposition
B. Pricing strategy, marketing plan, FAB
C. Business proposition, FAB, marketing plan
D. FAB, business proposition, marketing plan
E. Marketing plan, FAB, business proposition - Correct answer-A
6. "There could be a price hike in these items next month. Why don't you buy some
extra stock now?" This is an example of:
A. suggestive proposition.
B. prestige suggestion.
C. direct suggestion.
D. autosuggestion.
E. counter suggestion. - Correct answer-A
7. The statement, "The finest hospitals in the country are using this neonatal
incubator," is an example of a(n):
©COPYRIGHT 2025, ALL RIGHTS RESERVED 2
,A. suggestive proposition.
B. prestige suggestion.
C. direct suggestion.
D. autosuggestion.
E. counter suggestion. - Correct answer-B
8. The statement, "Can't you just picture how excited your wife will be when you
buy her this new diamond bracelet?" is an example of a(n):
A. suggestive proposition.
B. prestige suggestion.
C. direct suggestion.
D. autosuggestion.
E. counter suggestion. - Correct answer-D
10. Which technique is most effective when a salesperson has determined that a
prospect wants a high-quality product?
A. Counter suggestion
B. Autosuggestion
©COPYRIGHT 2025, ALL RIGHTS RESERVED 3
, C. Empathy suggestion
D. Manipulative suggestion
E. Indirect suggestion - Correct answer-A
11. According to the text, a salesperson can make sales presentations more
persuasive through all of the following methods EXCEPT:
A. personalizing customer relationships.
B. making the sales presentation fun.
C. building trust through honesty.
D. controlling the sales presentation.
E. referring often to the competition. - Correct answer-E
12. All of the following are useful for encouraging a prospect's participation in the
presentation EXCEPT:
A. product use.
B. visuals.
C. questions.
D. demonstrations.
©COPYRIGHT 2025, ALL RIGHTS RESERVED 4
and Answers Graded A+
1. According to the Golden Rule of Selling, which of the following is essential for
building a true relationship between the buyer and seller?
A. Organized presentations
B. Value pricing
C. Qualified salespeople
D. Continuous interaction
E. Ethical service - Correct answer-E
2. A salesperson should ask a prospect to buy a product only when the prospect
reaches the _____ stage of the mental buying process.
A. knowledge
B. attitude
C. conviction
D. belief
©COPYRIGHT 2025, ALL RIGHTS RESERVED 1
,E. desire - Correct answer-C
4. According to the text, what are the three essential steps within the sales
presentation, in their correct order?
A. FAB, marketing plan, business proposition
B. Pricing strategy, marketing plan, FAB
C. Business proposition, FAB, marketing plan
D. FAB, business proposition, marketing plan
E. Marketing plan, FAB, business proposition - Correct answer-A
6. "There could be a price hike in these items next month. Why don't you buy some
extra stock now?" This is an example of:
A. suggestive proposition.
B. prestige suggestion.
C. direct suggestion.
D. autosuggestion.
E. counter suggestion. - Correct answer-A
7. The statement, "The finest hospitals in the country are using this neonatal
incubator," is an example of a(n):
©COPYRIGHT 2025, ALL RIGHTS RESERVED 2
,A. suggestive proposition.
B. prestige suggestion.
C. direct suggestion.
D. autosuggestion.
E. counter suggestion. - Correct answer-B
8. The statement, "Can't you just picture how excited your wife will be when you
buy her this new diamond bracelet?" is an example of a(n):
A. suggestive proposition.
B. prestige suggestion.
C. direct suggestion.
D. autosuggestion.
E. counter suggestion. - Correct answer-D
10. Which technique is most effective when a salesperson has determined that a
prospect wants a high-quality product?
A. Counter suggestion
B. Autosuggestion
©COPYRIGHT 2025, ALL RIGHTS RESERVED 3
, C. Empathy suggestion
D. Manipulative suggestion
E. Indirect suggestion - Correct answer-A
11. According to the text, a salesperson can make sales presentations more
persuasive through all of the following methods EXCEPT:
A. personalizing customer relationships.
B. making the sales presentation fun.
C. building trust through honesty.
D. controlling the sales presentation.
E. referring often to the competition. - Correct answer-E
12. All of the following are useful for encouraging a prospect's participation in the
presentation EXCEPT:
A. product use.
B. visuals.
C. questions.
D. demonstrations.
©COPYRIGHT 2025, ALL RIGHTS RESERVED 4
