Verbal Skills for 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!

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Question 1 1. A good potential source for information on the person you're calling on is:

Question 2 2. If you use a PowerPoint presentation, don't just _____ the slides.

Question 3 3. What type of questions help you determine a client's needs?

Question 4 4. On a sales call, the one who ideally should talk the most is the _____.

Question 5 5. A product's _____ are more important to discuss than the _____.

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Question 6 6. What is one of the most important parts of a sales person's job?

Question 7 7. What is a common communication problem among sales people?

Question 8 8. When might you need to ask for clarification in sales communication?

Question 9 9. What does it mean to choose the right medium in sales communication?

Question 10 10. What is an example of planning ahead in sales communication?

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Question 11 11. In your initial planning stage, what should you find out about your key decision makers?

Question 12 12. Which of the following should you do during the close?

Question 13 13. 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 14 14. 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?

Question 15 15. Jenny is in the middle of a sales call. She is going through her presentation and she notices that one of the key decision makers there flinches a bit when she mentions the current sales of the company. What should she do?

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Question 16 16. When a buyer is motivated by security, which of the following aspects of a smart doorbell will you highlight to the customer?

Question 17 17. A potential buyer comes into your cell phone store and says he is looking for a new phone that does not require a contract. Which of the following questions would you ask to determine whether money is a motivator?

Question 18 18. 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?

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

Question 20 20. 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?

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Question 21 21. Which of these tones of voice will most likely make the most sales?

Question 22 22. If you are selling a point and shoot camera to someone who wants to take quick photos at sports games, which of the following features should you highlight by increasing your pitch?

Question 23 23. In which of the following situations should you speak with a louder voice?

Question 24 24. Which of the following words should you use when selling a gluten free dog food to dog food owners that don't know much about ingredients but want to feed their dogs foods they won't be allergic to?

Question 25 25. Why is using the right tone of voice important in sales?

Verbal Skills for 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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