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Influence in Sales Chapter Exam

Exam Instructions:

Choose your answers to the questions and click 'Next' to see the next set of questions. You can skip questions if you would like and come back to them later with the yellow "Go To First Skipped Question" button. When you have completed the practice exam, a green submit button will appear. Click it to see your results. Good luck!

Page 1

Question 1 1. When trying to influence someone in sales or negotiations, always start by _____.

Question 2 2.

Which of the following is a critical component to influence in sales and negotiations nowadays?


I. Pushiness

II. Hardball tactics

III. Empathy

Question 3 3. Why is influence important in sales?

Question 4 4. The context of sales changes the way you should influence someone. How so?

Question 5 5. 'Is there any reason we can't move forward with the order?' is an example of what type of question?

Page 2

Question 6 6. To be successful, you must tie your product's benefits to the customer's _____.

Question 7 7. A limited-time offer can be used to create what?

Question 8 8. Staying in touch with a client after the sale is important because:

Question 9 9. A product's _____ are more important to discuss than the _____.

Question 10 10. If you use a PowerPoint presentation, don't just _____ the slides.

Page 3

Question 11 11. A good potential source for information on the person you're calling on is:

Question 12 12. What type of questions help you determine a client's needs?

Question 13 13. Which of the following statements about inoculation theory is TRUE?

Question 14 14. In sales application, inoculation theory involves _____.

Question 15 15. Sales professionals will apply inoculation theory mainly to _____.

Page 4

Question 16 16. What is inoculation theory in sales application?

Question 17 17. What's a key component of a sales presentation?

Question 18 18. What's the best explanation of selling?

Question 19 19. At which stage of the sales process do you deal with customer concerns and hesitation?

Question 20 20. What step involves identifying and qualifying potential customers?

Page 5

Question 21 21. An employee who exhibits buy-in:

Question 22 22. Managers can promote employee buy-in by:

Question 23 23. Employees who DO NOT exhibit buy-in are:

Question 24 24. Why are employees who exhibit buy-in at work more likely to perform work beyond their job description and contribute to the goals of the company than employees who don't?

Question 25 25. How can you pique a person's curiosity during sales and negotiations?

Page 6

Question 26 26. Sales is a process in which you have to _____ the right to ask for the order.

Question 27 27. On a sales call, the one who ideally should talk the most is the _____.

Question 28 28. In sales application, the inoculation theory 'inoculates' the _____.

Question 29 29. How many steps are there to the sales process?

Question 30 30. What does the employee who exhibits buy-in agree with?

Influence in Sales Chapter Exam Instructions

Choose your answers to the questions and click 'Next' to see the next set of questions. You can skip questions if you would like and come back to them later with the yellow "Go To First Skipped Question" button. When you have completed the practice exam, a green submit button will appear. Click it to see your results. Good luck!

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