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