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SEM I - Sales 4.0 Part B
Test Description: SEM I - sales 4.0
Instructions: Answer all questions to get your test result.
1) What is a step in the sales presentation process that salespeople should prepare for in advance?
A
feedback
B
approach
C
referral
D
follow-up
2) When preparing for a sales presentation, a salesperson decides to greet a prospective customer by asking if she would like to save money on office supplies. This is often called the _______________ approach.
A
question-and-answer
B
customer benefit
C
meet-and greet
D
introductory
3) Why should salespeople create favorable impressions during the initial contact with sport/event customers?
A
Customers want to ask for assistance.
B
Customer rapport is unimportant.
C
First impressions are difficult to change.
D
First impressions seldom last very long.
4) When writing a script for a sales presentation, a salesperson should use language that is
A
conceptual, intellectual, and difficult.
B
childish, humorous, and spontaneous..
C
positive, precise, and pertinent.
D
complex, intricate, and intense.
5) When planning for a presentation, salespeople should develop scripts to
A
impress upper management.
B
hand out to audience members.
C
jog their memory during a presentation.
D
read verbatim so they don't miss main points.
6) Which of the following selling options is one that sport/event marketers are most likely to use to reach individual season ticket holders:
A
Direct mail
B
distribution outlets
C
Product demonstration
D
Personal selling
7) When preparing handout for a sales presentation, it is important for a salesperson to know the __________ of the audience.
A
size
B
personality
C
gender
D
income
8) In precall planning, the salesperson focuses on learning more about the
A
customer
B
product
C
territory
D
business
9) When customizing a presentation, the salesperson determines a prospect's needs by developing a
A
customer profile
B
business proposition
C
sales quota
D
professional outline
10) A sports marketer has developed a sales packet that contains a team brochure, schedule, and a season ticket application. Why should all of the materials have the same basic appearance?
A
To customize the materials to specific groups
B
To provide information that is relevant to the upcoming season
C
To indicate that the materials are all from one organization
D
To motivate the recipients to open the sales packet
11) What is a benefit of establishing good relationships with sport/event customers and fans?
A
flexible marketing
B
high-level pricing
C
consistent quality
D
long-term loyalty
12) To develop long-term relationships with fans, professional sport teams should
A
have inflexible ticket sales policies.
B
increase licensing fees to ensure profitability.
C
redesign branding elements.
D
build emotional connections with them.
13) A lottery system is an equitable way of selling tickets to school alumni when the demand for college football tickets
A
fluctuates every season.
B
remains consistent over time.
C
is higher than the available supply.
D
is lower than originally anticipated.
14) How can sport/event marketers establish positive relationships with their customers/clients?
A
Communicate specific benefits
B
Use generic sales presentations
C
Ask close-ended questions
D
Prepare a product demonstration
*select an answer for all questions
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