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Integrated marketing communications involves coordinating only paid

personal communications.

Select one: False

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The purpose of presentation is to sell your product to your customer – to help him.

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True

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The establishment of long-term customer relationships is realized using the same basic

approach in all culture.

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True
False

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Because opposites attract, salespeople should avoid matching their

prospects communication style.

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False

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The principles of selling are useful to all people who work in business or
nonprofit organizations.

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True

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Presentation provide knowledge via features, advantages, and benefits of your product,

marketing plan, and business proposition.

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True
False

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Normally, missionary salespeople and local distributor salespeople are

intensively competitive with each other as each strives to take business away from the other.

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 false

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An ineffective approach allows a smooth transition into discussing your product’s features,
advantages, and benefits.

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True
False

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Ethical service builds true relationships.

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True

False

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Verbal communication must take place face-to-face.

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False

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A firm’s products move from the manufacturer to the final user through a series
of institutions called a production network.

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True
False

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Salespeople play a key on relationship marketing.

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True

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Salespeople typically spend less than half their time face-to-face selling and servicing
accounts.

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True

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The following are components of Sales Presentation Mix except:

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a. Proof
b. Dramatization
c. Suggesting
d. Visual aids

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Auto suggestion is one that suggest prospect to buy your product.

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True

False

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Simile is an implied comparison that uses a contrasting word or phrase to evoke a vivid
image.

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True
False

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The following are examples of visual aids except:

Select one:
a. Charts
b. Photographs
c. Sales manuals

d. none of the above

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Analogy compares two different situations which have something in common.

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True
False

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As a missionary salesperson, Joshua would represent a large ethical drug manufacturer and

call on physicians to explain the benefits to them of prescribing his firm’s product for their
patients.

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True

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Which of the following is one of the advantages of having visual aids?

Select one:
a. Increase retention
b. Reinforce the message
c. Reduce misunderstanding

d. all of the above

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Type of objections wherein the prospect may not need the product in the time of visit of the
salesman.

Select one:
a. Objection against price
b. Objection against service
c. Objection against the salesman
d. Objection against the product
Clear my choice

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Good customer discovery always focuses on asking to clarify.

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True

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Sell quality and uniqueness if the buyer argues price.

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True

False

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Good customer discovery always focuses on asking open-ended questions.

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True

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In this method, The salesman does not need to answer immediately an excuse or an alibi of
the prospect.

Select one:
a. Pass over
b. Yet-but technique
c. Boomerang method
d. Compensation method
Clear my choice

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Empathy is a way to connect with your customer on a personal level. 

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True 2nd attempt 3rd attempt

False 1st attempt

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To keep your customer around for the long haul, they must see  logic in your product or
service. 

Select one:

False

Lack of money is one of the common reasons customers object.

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False 3rd attempt

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Concern usually involved quality, size, brand appearance, name, style, construction, weight,
and/or durability.

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True

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Customer references are another great tool because those stories often represent a
challenge, that was overcome with success. 

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False

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Successful sales presentations have twice as many objections as those presentations that are
unsuccessful.
Select one:
True

False

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An objection is anything the prospect says or does that presents an obstacle to the smooth
completion of the sale.

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True
False

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This method works because of your relationship-driven approach to professional selling.

Select one:
a. The Boomerang method
b. Deflection method
c. Curiosity method

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A salesperson resolved concerns and provides additional information needed by a customer

when answering questions.

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True 1
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Often prospects just want less data. They have mentally decided they want to buy.

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True

False
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Price and cost is not a buyer's concern.

Select one:
True
False

Question 38
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Which of the following is not a salesperson's role:

Select one:
a. clarify information
b. correct misconceptions
c. explain nuances
d. none of the above

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Buyers want product solutions that add value which means a salesperson needs to:

Select one:
a. Sell benefits
b. Be product experts
c. be able to develop product packages
d. all of the above

The establishment of long-term customer relationships is realized using the same basic

approach in all culture.

Select one:

False

Anticipating objections is one of the ways on how salesman can handle it.

Select one:
True

False

Customer needs more time to think about our product, wants to look around more.

Select one:
True

False

A professional salesman deals with objections by trusting his/ her instinct. 

Select one:

False
Objection is not a normal part of selling.

Select one:
True

False

The following are examples of physiological needs except:

Select one:
a. health
b. comfort
c. pleasure

d. none of the above

When a customer puts an objection in front of you, you should redirect them.

Select one:
True 1st attempt

False 2nd attempt 3rd attempt

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When prospects are mentally comparing their present product with your product, do not
make any comparison.

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 True

False

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fWhen a customer puts an objection in front of you, you should redirect them.

Select one:
True 1st attempt 3rd attempt

False 2nd attempt

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Best approach is to acknowledge that the prospect is incorrect.

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True
False
Question 19
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Objections are a normal part of almost every conversation—not just in sales.

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True

False

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Managing objections takes time.

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False