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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
approach
B
follow-up
C
feedback
D
referral
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
introductory
C
customer benefit
D
meet-and greet
3) Why should salespeople create favorable impressions during the initial contact with sport/event customers?
A
Customer rapport is unimportant.
B
First impressions are difficult to change.
C
Customers want to ask for assistance.
D
First impressions seldom last very long.
4) When writing a script for a sales presentation, a salesperson should use language that is
A
childish, humorous, and spontaneous..
B
conceptual, intellectual, and difficult.
C
positive, precise, and pertinent.
D
complex, intricate, and intense.
5) When planning for a presentation, salespeople should develop scripts to
A
read verbatim so they don't miss main points.
B
impress upper management.
C
jog their memory during a presentation.
D
hand out to audience members.
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
Personal selling
B
Direct mail
C
Product demonstration
D
distribution outlets
7) When preparing handout for a sales presentation, it is important for a salesperson to know the __________ of the audience.
A
personality
B
gender
C
income
D
size
8) In precall planning, the salesperson focuses on learning more about the
A
territory
B
customer
C
business
D
product
9) When customizing a presentation, the salesperson determines a prospect's needs by developing a
A
business proposition
B
professional outline
C
customer profile
D
sales quota
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 indicate that the materials are all from one organization
B
To motivate the recipients to open the sales packet
C
To customize the materials to specific groups
D
To provide information that is relevant to the upcoming season
11) What is a benefit of establishing good relationships with sport/event customers and fans?
A
flexible marketing
B
long-term loyalty
C
high-level pricing
D
consistent quality
12) To develop long-term relationships with fans, professional sport teams should
A
increase licensing fees to ensure profitability.
B
have inflexible ticket sales policies.
C
build emotional connections with them.
D
redesign branding elements.
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 lower than originally anticipated.
D
is higher than the available supply.
14) How can sport/event marketers establish positive relationships with their customers/clients?
A
Prepare a product demonstration
B
Use generic sales presentations
C
Communicate specific benefits
D
Ask close-ended questions
*select an answer for all questions
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