SS1 Second Term Salesmanship Past Questions And Answers

 

Here they are;

Question: What is the purpose of a sales forecast?

 

A) To track the salesperson’s performance

B) To predict future sales and plan accordingly

C) To criticize competitors

D) To ignore customer feedback

Answer: B) To predict future sales and plan accordingly

Question: What does the term “cold calling” mean in sales?

 

A) Calling a customer without any prior contact

B) Selling refrigerators

C) Calling only during winter months

D) Ignoring customer calls

Answer: A) Calling a customer without any prior contact

Question: Which step in the sales process involves understanding the customer’s needs and preferences?

 

A) Closing

B) Presentation

C) Pre-approach

D) Needs analysis

Answer: D) Needs analysis

Question: What is the importance of product knowledge in sales?

 

A) To confuse the customer

B) To impress the customer with technical details

C) To build trust and effectively communicate product features

D) To avoid any knowledge about the product

Answer: C) To build trust and effectively communicate product features

Question: What is the role of a sales proposal?

 

A) To criticize competitors

B) To negotiate the salesperson’s salary

C) To present a solution and convince the customer to make a purchase

D) To ignore customer objections

Answer: C) To present a solution and convince the customer to make a purchase

Question: What is the term for the process of identifying and evaluating potential customers?

 

A) Closing

B) Prospecting

C) Presentation

D) Negotiation

Answer: B) Prospecting

Question: In the sales context, what does the acronym CRM stand for?

 

A) Customer Refund Management

B) Customer Relationship Management

C) Continuous Revenue Model

D) Cash Register Management

Answer: B) Customer Relationship Management

Question: What is the purpose of a sales quota?

 

A) To limit the number of products a salesperson can sell

B) To set performance expectations and motivate salespeople

C) To discourage sales efforts

D) To avoid meeting customer needs

Answer: B) To set performance expectations and motivate salespeople

Question: Which type of closing technique involves offering the customer a choice between two options?

 

A) Assumptive close

B) Alternative close

C) Boomerang close

D) Hard close

Answer: B) Alternative close

Question: What is the purpose of objection prevention in sales?

 

A) To ignore customer concerns

B) To eliminate any objections before they arise

C) To encourage objections

D) To criticize competitors

Answer: B) To eliminate any objections before they arise

Question: What is the role of trust in the sales process?

 

A) To confuse the customer

B) To manipulate customer feelings

C) To build confidence and credibility with the customer

D) To ignore customer feedback

Answer: C) To build confidence and credibility with the customer

Question: What does the term “follow-through” mean in sales?

 

A) Ignoring customer follow-ups

B) Not completing the sales process

C) Fulfilling promises and commitments made during the sales process

D) Avoiding customer communication after the sale

Answer: C) Fulfilling promises and commitments made during the sales process

Question: What is the purpose of a sales call plan?

 

A) To criticize competitors

B) To avoid planning for customer interactions

C) To outline objectives and strategies for sales calls

D) To increase the duration of sales calls

Answer: C) To outline objectives and strategies for sales calls

Question: What is the term for a sales technique where the salesperson asks a series of questions to understand the customer’s needs?

 

A) Closed-ended questioning

B) Open-ended questioning

C) Silent questioning

D) Rapid questioning

Answer: B) Open-ended questioning

Question: In the sales process, what does the term “objection handling” refer to?

 

A) Ignoring customer concerns

B) Avoiding customer questions

C) Addressing and overcoming customer concerns

D) Agreeing with all customer opinions

Answer: C) Addressing and overcoming customer concerns

Question: What is the purpose of a sales script?

 

A) To restrict the salesperson’s communication

B) To guide the salesperson in presenting key information

C) To confuse the customer

D) To eliminate the need for product knowledge

Answer: B) To guide the salesperson in presenting key information

Question: In sales, what does the term “referral” mean?

 

A) Rejecting a potential customer

B) Seeking recommendations from customers for new prospects

C) Refunding a customer’s purchase

D) Refusing to negotiate with a customer

Answer: B) Seeking recommendations from customers for new prospects

Question: Which of the following is a benefit of effective time management for salespeople?

 

A) Ignoring deadlines

B) Increased productivity and sales performance

C) Procrastination

D) Avoiding customer appointments

Answer: B) Increased productivity and sales performance

Question: What is the significance of building rapport in sales?

 

A) To criticize competitors

B) To avoid a friendly relationship with the customer

C) To establish a positive connection and trust with the customer

D) To disregard customer opinions

Answer: C) To establish a positive connection and trust with the customer

Question: Which type of selling involves face-to-face interaction with the customer?

 

A) Direct selling

B) Telemarketing

C) E-commerce selling

D) Indirect selling

Answer: A) Direct selling.