-
web.groovymark@gmail.com
- December 8, 2024
Question 41
What is a “Prospect” in the sales process?
a) A loyal customer who frequently purchases products
b) A potential customer identified as a lead for future sales
c) A customer who has already made a purchase
d) A product available for sale
Answer: b) A potential customer identified as a lead for future sales
Explanation: Prospecting is the process of identifying individuals or companies that may be interested in buying a product or service.
Question 42
Which of the following best describes “Relationship Selling”?
a) A focus on making quick, transactional sales
b) A strategy that emphasizes long-term customer relationships and repeat business
c) Offering discounts to encourage sales
d) Closing as many sales as possible in a short period
Answer: b) A strategy that emphasizes long-term customer relationships and repeat business
Explanation: Relationship selling focuses on creating trust and ensuring customer satisfaction to encourage repeat purchases and loyalty.
Question 43
What is a “Value Chain”?
a) A chain of businesses or intermediaries through which a good passes
b) The process by which a company adds value to its product through production and services
c) The steps taken to discount a product
d) The method of reducing the cost of goods
Answer: b) The process by which a company adds value to its product through production and services
Explanation: The value chain includes activities such as production, marketing, and after-sales service that add value to a product.
Question 44
What is the role of “Technical Salespeople”?
a) Focus solely on building personal relationships with customers
b) Provide detailed product demonstrations and expertise
c) Handle customer complaints and after-sales support
d) Manage the company’s marketing strategies
Answer: b) Provide detailed product demonstrations and expertise
Explanation: Technical salespeople specialize in the technical aspects of products, helping customers understand their benefits and how they work.
Question 45
What is “Key Account Management” (KAM)?
a) Handling only the smallest accounts in a company
b) Developing and maintaining relationships with the most important clients
c) Managing social media accounts
d) Creating product discounts for high-value clients
Answer: b) Developing and maintaining relationships with the most important clients
Explanation: KAM focuses on nurturing relationships with key clients that are critical to the company’s success, ensuring long-term satisfaction and growth.
Question 46
What is a “Missionary Salesperson”?
a) A person who sells products directly to consumers
b) A salesperson who provides information to an influencer who will help make the purchase decision
c) A technical expert in sales
d) A sales representative who works exclusively online
Answer: b) A salesperson who provides information to an influencer who will help make the purchase decision
Explanation: Missionary salespeople do not sell directly to the end consumer but provide valuable information to people who influence purchasing decisions.
Question 47
What is a key characteristic of “Inside Salespeople”?
a) They always meet customers face-to-face
b) They work primarily in the office, handling transactions and orders
c) They focus on traveling to clients
d) They only sell to repeat customers
Answer: b) They work primarily in the office, handling transactions and orders
Explanation: Inside salespeople are based in an office and typically handle orders, customer inquiries, and transactions remotely, without meeting clients in person.
Question 48
Which of the following best describes “Outside Salespeople”?
a) They work exclusively online
b) They travel to meet clients and build relationships
c) They only handle internal customer support
d) They focus on inbound marketing strategies
Answer: b) They travel to meet clients and build relationships
Explanation: Outside salespeople spend most of their time meeting clients in person, focusing on relationship-building and face-to-face interactions.
Question 49
What does “80/20 Rule” suggest in sales?
a) 80% of customers buy the same 20% of products
b) 80% of a company’s revenue comes from 20% of its customers
c) 80% of sales are made within 20% of the first contact
d) 80% of customers make purchases online
Answer: b) 80% of a company’s revenue comes from 20% of its customers
Explanation: The 80/20 rule, or Pareto Principle, suggests that a small percentage of customers (20%) often contribute the majority of revenue (80%).
Question 50
What is “Cross Selling”?
a) Selling products in a different market
b) Offering complementary products to customers who have already made a purchase
c) Persuading customers to buy higher-end products
d) Selling the same product to multiple industries
Answer: b) Offering complementary products to customers who have already made a purchase
Explanation: Cross-selling involves offering additional, related products to customers, often at the point of sale, to increase overall revenue.
