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Sales Techniques & Strategies 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!

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Question 1 1. What is important to the success of a product in retail sales?

Question 2 2. What is bundling pricing in retail sales?

Question 3 3. If you use a PowerPoint presentation, don't just _____ the slides.

Question 4 4. What type of questions help you determine a client's needs?

Question 5 5. What does the FABS selling technique acronym stand for?

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Question 6 6. Advantages in the FABS selling technique are:

Question 7 7. _____ is defined as having a friendly or pleasant manner.

Question 8 8. What are the four accepted customer types?

Question 9 9. Of the following options, which is a bad sales associate likely to do?

Question 10 10. Which statement is FALSE?

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Question 11 11. _____ is one of the top two reasons that couples fight, so be careful here.

Question 12 12. If money seems to be an issue, you'll want to address your comments about cost and value to the most _____ person of the two.

Question 13 13. What is retail?

Question 14 14. What is the point of the Questioning/Probing step of retail selling?

Question 15 15. Mickey is going on his first sales call. He is so excited, he goes empty handed to the the sales call. He knows everything by heart, so he feels that his enthusiasm is enough to close the deal. He arrives at his sales call and immediately proceeds with his presentation. He loses track of time while he is talking about the value-added points of his product. At the end of his presentation, his clients are so eager to see him go that they quickly tell him thank you for coming and they'll call him later. Mickey didn't get the deal. It looks like he messed up during the sales call. What did he do right, though?

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Question 16 16. What do you have to pay attention to while you are making your sales call so you know if what you are saying is truly answering your potential client's concerns?

Question 17 17. What does the value-added selling technique involve?

Question 18 18. Your dog walking service includes perks, such as watering plants, bringing in the mail, and video snippets of the walk. Which group of potential customers should you market these perks to?

Question 19 19. After asking questions to find out the needs of your customer, what do you need to do?

Question 20 20. One customer wants to have all the latest gadgets to show off to his friends. Which of the following motivators is he using to make his purchasing decisions?

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Question 21 21. Which is NOT true about online retail sales?

Question 22 22. A good potential source for information on the person you're calling on is:

Question 23 23. The feature part of the FABS selling method focuses on what?

Question 24 24. Why is the analytical customer type easy to identify?

Question 25 25. What are the 3 As?

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Question 26 26. What are two basic questions you can ask the couple that may reveal areas of disagreement?

Question 27 27. Which option is the best way to get a customer to talk to you?

Question 28 28. In your initial planning stage, what should you find out about your key decision makers?

Question 29 29. With dynamic product positioning, what do you do to your marketing message depending on who you are speaking with?

Question 30 30. The customer you are speaking with tells you that it's important for him to have a lot of fun during the cruise he is planning on taking later this summer. What is his motivator?

Sales Techniques & Strategies 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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