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Unit 5 Sales Process
Test Description: Review Questions
Instructions: Answer all questions to get your test result.
1) Which specialized method of objection would you use to recommend a different product?
A
Substitution
B
Third Party
C
Boomerang
D
Question
2) In which type of free on board delivery do the goods become the property of the buyer at the factory?
A
FOB destination
B
FOB destination charges reversed
C
FOB factory feight prepaid
D
FOB shipping point
3) What is recommending a larger quantity of a product called?
A
Down-selling
B
Cross-selling
C
Up-selling
D
Special sales opportunity
4) Which close would you use for someone deciding between two items?
A
Which close
B
Service close
C
Standing-room only close
D
Direct close
5) What is the first step in handling objections?
A
Restate the objections
B
Listen carefully
C
Acknowledge the objections
D
Answer the objections
6) How many products should you show the customer at a time?
A
2
B
5
C
3
D
4
7) What is the least effective approach?
A
Theme Approach
B
Service approach
C
Merchandise Approach
D
Greeting approach
8) Which customer buying motives are reasons for remaining a loyal customer of a company?
A
Multiple Motives
B
Patronage Motives
C
Emotional Motives
D
Rational Motives
9) What is the third step in the sales process?
A
Present the product
B
Overcome objections
C
Determine needs
D
Suggestion selling
10) Which objection reveals a hesitation to buy immediately?
A
Need
B
Product
C
Time
D
Price
*select an answer for all questions
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