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4.02_SE109 Sales I Review
Test Description: 4.02_SE109 Part A
Instructions: Answer all questions to get your test result.
1) Feature-benefit selling should always occur
A
after the product demonstration.
B
during the sales presentation.
C
before the sales dialogue.
D
before the sales presentation.
2) A salesperson points out that a delivery van has a driver’s side air bag. The salesperson has identified a product
A
option.
B
objection.
C
feature.
D
benefit.
3) A new sports car has bright red paint. The bright paint is a feature rather than a benefit of the car because
A
most people prefer red sports cars.
B
cars can be painted any color.
C
it provides satisfaction to the customer.
D
it is a physical characteristic of the car.
4) A salesperson who tells a customer that a particular product will be easy to keep clean has presented a
A
customer benefit.
B
customer characteristic.
C
service guarantee.
D
product demonstration.
5) A salesperson said, “As you can see, the larger capacity of these washing machines will enable you to wash more clothes at one time.” The salesperson has identified what type of benefit for the product?
A
Obvious
B
Hidden
C
Unique
D
Exclusive
6) Your company’s product has an exclusive feature that is not offered by similar products on the market. For consumers, this product provides a(n)
A
unique benefit.
B
absolute advantage.
C
irresistible bargain.
D
comparable value.
7) While explaining the price difference between two garden hoses, a salesperson said, “Although they look alike, this one is more durable. It is made of higher quality material which is guaran-teed for 20 years.” The salesperson has identified a(n) ___
A
unique
B
exclusive
C
hidden
D
obvious
8) A customer interested in buying a set of wireless speakers was told by the salesperson the speakers’ size, transmission range, and the number of audio inputs, but the customer left with-out buying. What did the salesperson do wrong?
A
Provided too little product information
B
Sold product features instead of customer benefits
C
Provided inaccurate product information
D
Spent too much time with the customer
9) If a customer tells a salesperson that s/he can buy a similar product from another company for a much better price, that salesperson should respond by
A
pointing out the benefits of his/her company’s product.
B
assuming that his/her company can’t compete with the other company.
C
pointing out the weaknesses of the other company’s product.
D
comparing the features of the two products.
10) Your next day off of school is
A
April 5th
B
March 1st
C
February 21st
D
April 22nd
*select an answer for all questions
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