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Comprehensive Sales Final Exam With 100%Correct
Answers 2025.
t/f: Sales Value Proposition, or SVP, is a powerful tool to show the strengths, weaknesses, opportunities, and threats of your competitor. - Correct Answer-false: Sales Value Proposition, or SVP, is a powerful messaging tool for communicating the unique value of the solution you are selling. What are the four descriptive factors of the Success Wheel as described in Chapter 2 of A Mind for Sales. - Correct Answer-Motivation, Momentum, Confidence, Success t/f: Sales is not classified as a 'profession' for several reasons, two of which are because it does not have a unique set of professional skills nor does it make a significant contribution to society. - Correct Answer-False Select the attributes of a successful salesperson. (For full points you must select all correct answers.) - Correct Answer-- Active Listening
- Service-Oriented
- Motivation, persistence in the face of obstacles
- Filled with integrity, honest and ethical The Return on Investment (ROI) is: - Correct Answer-the benefit (or return) of an investment, divided by the cost of the investment. The ___________ is the graphical area where your products are nearly the same as the products of your competitors. - Correct Answer-- Value Parity A productive sales approach first __________________, then illustrates how the sales organization can _________________ to the customer. - Correct Answer-defines customer needs.....deliver the value According to a Mind for Sales, today's successful salesperson needs to be focused on and measure Customer Facing Time. Select the ways a sales representative can increase their Customer Facing Time. (For full points, must select all correct options.) - Correct Answer-- Direct email communication with a prospect list.
- Client meetings via video or phone.
- In-person visits with the prospect.
- Direct text messages with a prospect to coordinate a meeting. Which of the following statements is true about relationship selling? - Correct Answer-It involves a high level of problem-solving activity. _____ is a form of personal selling that requires that salespeople earn the confidence of their customers and that their selling strategy meets customer needs and contributes to the creation, communication, and delivery of customer value. - Correct Answer-Trust- based relationship selling T/F: Salespeople are concerned with profitability in bottom-line terms, whereas accountants and financial staff are responsible for achieving a healthy "top line" on the profit and loss statement. - Correct Answer-False T/F: As a salesperson at Logitech International S.A., Ali is expected to generate revenue but is not expected to identify or qualify leads (prospective customers). - Correct Answer- False T/F: Problem solving goes beyond identifying the needs of the prospect, to developing alternative solutions for satisfying those needs. It involves educating the prospect or customer. - Correct Answer-True T/F: The sales dialogue is a series of conversations between buyers and sellers that take place over time in an attempt to build relationships. - Correct Answer-True In A Mind for Sales Chapter 3, Mark Hunter talks about overcoming negative sales calls. Select all correct actions he offers as a positive solution to these kinds of experiences. (Must select all correct answers for full points.) - Correct Answer-- Relax! Remind yourself it is only one sales call.
- Follow up with an existing customer.
- Avoid overthinking a negative call. Ask yourself, "In 30 days from now, will I remember this call?" The answer is probably 'NO'
- Only fertilize positive seeds in your mind!
- Create a list of positive outcomes where you have helped a customer. T/F: The salesperson uses a questioning, probing tactic to uncover important buyer needs. The salesperson must uncover the needs, present the offering to satisfy the
Examples of unethical sales behaviors are: - Correct Answer-Falsifying product testimonials Selling unneeded products or services Concern for your own interests, instead of the customer Exaggerating benefits of the product Accepting favors T/F: A customer-oriented salesperson covers both the pros and cons of a recommended product when making a sale to a customer. - Correct Answer-True T/F: It is not necessary for a salesperson to have knowledge about the product, services, or customer in the process of earning the trust of a buyer. Trust is built by the infectious personality of the salesperson. - Correct Answer-False According to Mark Hunter in A Mind for Sales, these data points are important to measure for a sales representative. - Correct Answer-How much time it takes to turn the average lead into a customer. The percentage of time spent customer-facing. The number of calls made to find a qualified prospect. T/F: According to Mark Hunter in A Mind for Sales, sales is about delivering incremental outcomes to people who do not expect it. It is your opportunity to share the value of your product or service with your prospect. - Correct Answer-True T/F: If your prospective client does not see your product's value immediately, it means you cannot help them now or in the future. - Correct Answer-False T/F: A salesperson is often responsible for quoting prices. As a representative of the selling firm, these quotes legally bind a company. - Correct Answer-True Mark Hunter in Chapter 6 of A Mind for Sales talks about measuring the percentage of leads that turn into customers. In the long-term this number should ___________ in order to show the effectiveness of your sales process. - Correct Answer-increase Confidentiality is..... - Correct Answer-entrusting someone with sensitive information.
T/F: Immediate, short-term sales success in any industry is built on referrals, in which trust plays an important role. - Correct Answer-False According to Mark Hunter in a Mind for Sales, "Sales is about helping others ________________ what they did not think was possible." - Correct Answer-see and achieve Eli is a sales representative for Yardbird, an outdoor furniture manufacturer. Two years ago, he had been surprised by the influence of the global pandemic and the greater demand for sales opportunities in his sales funnel. Two years later, he found that most of his prospects had already bought products from him. He told his boss, Kristina, that the amount of time for prospects to move from one stage to the next in his sales funnel was starting to ___________ (shorten or lengthen) and that his conversion rate would likely _______________ (decrease or increase). - Correct Answer-1: lengthen
- decrease When working with buying teams, there are multiple people who have influence on the buying decision throughout your prospect's organization. The role of the 'Coach' guides the decision process and makes recommendations. - Correct Answer-True According to Mark Hunter in A Mind for Sales, if negotiation is inevitable remember to: - Correct Answer-maintain your integrity, ask better questions, and quantify the value of your offering. When working with buying teams there are multiple people who have influence on the buying decision throughout your prospect's organization. The ___________role controls the flow of information. - Correct Answer-Gatekeeper T/F: Mikhail is a sales representative for SmartFox Software and his prospect is The First National Bank of Hawaii. The buying committee for this bank generally has the principal characteristics of Low Assertiveness and Low Responsiveness. Mikhail should not be concerned about this because it will take the same amount of time for this deal to progress through his sales funnel as a prospect with High Assertiveness and High Responsiveness. - Correct Answer-False Types of buyers include the _______________ who purchase goods and services for their individual use or consumption. They are highly influenced by peer group behavior, aesthetics, and personal taste. - Correct Answer-Consumer Market
Word of mouth CRM - Customer Relationship Management Software T/F: Avery is a sales representative for LexisNexis, a global leader in data analytics supporting compliance and fraud detection. Avery is paid a commission for every prospect who signs a new contract. She talked to her manager about wanting to increase her take home pay. Her sales manager told her that he could coach her to help increase her customer conversion ratio at each stage in the sales funnel and this would help increase her take home pay. Was this the correct advice from Avery's manager? - Correct Answer- True T/F: The psychological attribute of a product is known as the 'delighter', but the functional attribute is still far more important because it has a 63% level of influence on the buyer's satisfaction. - Correct Answer-False According to Mark Hunter in A Mind for Sales Chapter 8, the level of _________ between both parties will determine the level of negotiation needed to make the sale. - Correct Answer-Trust T/F: In a buying team, examples of roles are 'User', 'Influencer', 'Coach', and 'Gatekeeper'. It is NOT possible for one member of the buying team to play two roles at the same time. - Correct Answer-False T/F: According to Mark Hunter in A Mind for Sales Chapter 7, Sales is about delivering incremental value to the customer when they were not expecting it and most likely did not know they needed it. - Correct Answer-True T/F: All buyers have the same need and decision process. For example a corporate buyer for Foot Locker, an athletic equipment buyer for GSU, and a student in this class buying a pair of vintage sneakers, all have the same need and buying decision making process. - Correct Answer-False According to Chapter 4 in the SELL textbook, there are THREE communication subcomponents. (For full points, select all correct answers.) - Correct Answer-Developing effective questions for uncovering and diagnosing buyers' needs and expectations. Explaining and bringing to life the benefits of a proposed solution. Using active listening skills to facilitate the interchange of ideas and information.
According to Mark Hunter, as described in Chapter 11 in A Mind for Sales, a sales representative's greatest assets are your: - Correct Answer-network time mind T/F: A sales dialogue helps salespeople determine their prospective customer's strategic priorities? - Correct Answer-True T/F: According to Mark Hunter in A Mind for Sales Chapter 7, Sales is about delivering incremental value to the customer when they were not expecting it and most likely did not know they needed it. - Correct Answer-True T/F: All buyers have the same need and decision process. For example a corporate buyer for Foot Locker, an athletic equipment buyer for GSU, and a student in this class buying a pair of vintage sneakers, all have the same need and buying decision making process. - Correct Answer-False According to Chapter 4 in the SELL textbook, there are THREE communication subcomponents. (For full points, select all correct answers.) - Correct Answer-Developing effective questions for uncovering and diagnosing buyers' needs and expectations. Explaining and bringing to life the benefits of a proposed solution. Using active listening skills to facilitate the interchange of ideas and information. When working with buying teams there are multiple people who have influence on the buying decision throughout your prospect's organization. The ___________role controls the flow of information. - Correct Answer-Gatekeeper When working with buying teams, there are multiple people who have influence on the buying decision throughout your prospect's organization. The role of the 'Coach' guides the decision process and makes recommendations. - Correct Answer-True According to Mark Hunter, as described in Chapter 11 in A Mind for Sales, a sales representative's greatest assets are your: - Correct Answer-network time mind T/F: A sales dialogue helps salespeople determine their prospective customer's strategic priorities? - Correct Answer-True
A probing question: - - Correct Answer-elicits more articulate and precise responses from the customer for use in needs discovery and solution identification. For example: Tell me about situations when... The recent pandemic greatly impacted our understanding of___________________, the amount of space that people feel is necessary to set between themselves and others. Sales representatives must be sensitive to this when dealing face-to-face with their prospects. - Correct Answer-proxemics T/F: Transactional sales is about talking WITH rather than AT the customer. A collaborative and two-way form of communication that allows buyers and sellers to develop a better understanding of the need situation and work together to co-create the best response for resolving the customer's needs. - Correct Answer-False An open-ended question: - Correct Answer-is designed to allow the customer respond freely. Key to effective listening, a check list when meeting a person for the first time: - Correct Answer-Be flexible Find areas of interest Listen for ideas Hold judgements until full consideration Judge content, not delivery T/F: A tactical question is used in open-ended and closed-ended question formats to: Gain confirmation, uncover attitudes, opinions, and preferences that the prospect - Correct Answer-False T/F: Unfortunately, a small minority of buyers believe a salesperson actually understands their situation and needs. - Correct Answer-True In the context of sales presentations and conversations, effective communication skills are needed in order to: - Correct Answer-Identify buying needs and to demonstrate to buyers how a salesperson's proposed solution can satisfy those needs.
T/F: In Chapter 12 of A Mind for Sales, Mark Hunter encourages sales representatives to focus on that which makes a difference with a customer or helps achieve important goals.
- Correct Answer-True According to Mark Hunter in A Mind for Sales, your network is your best investment. In the 14th Chapter he talks about the importance of your Network Triangle. The Network Triangle is made up of three categories of people. What are those categories? (For full points, select all correct answers.) - Correct Answer-People of influence Mastermind group Subject matter experts When a successful business-to-business sales representative prospects for new clients over a long period of time, they are aiming to: - Correct Answer-Become a trusted advisor and build a strong referral network. Creating solid plans are the foundation for effective prospecting, of which 'setting goals' and 'allocating time' are the first two pieces of the plan. What are the three other pieces to complete the puzzle for effective prospecting? - Correct Answer-Staying positive, keeping records, and evaluating what is working for you. T/F:According to A Mind for Sales, it is important to build relationships to capitalize on opportunities to create more value and sales. Although, it is unnecessary for successful sales representatives to build relationships with more than one business leader at each prospective company. - Correct Answer-False What is the main reason sales representatives should "always be prospecting"? - Correct Answer-Make up for client losses. Develop the funnel of potential customers. Position the sales representative as a trusted advisor. Generate new revenue No sales representative ever wants to lose a client, but sometimes it is inevitable. Select all the reasons a company could lose clients. (For full points, select all correct answers.) - Correct Answer-Dissatisfaction with the salesperson Competition Changes in buying behavior Dissatisfaction with the product
SELL Chapter 5 discusses the reality of rejection during a sales process. What are the specific ways the SELL textbook offers for dealing with rejection in a positive manner. (For full points, select all correct responses.) - Correct Answer-Stick to your routine. Continue to prospect. Remain polite and professional. "Keep the door open." Expect it and don't take it personally. Ask why and learn from the response. When a sales representative has an initial dialogue with the prospect, is it important to gather as much information as possible about the selling situation. This type of information will help the rep qualify the prospect and forecast the timing of their movement through the sales funnel. Such information to gather about the selling situation is - Correct Answer-motivation for buying current supplier available budget competitors involved buying process T/F: According to Chapters 14 and 15 in A Mind for Sales, one reason people choose a sales career is because it is an autonomous, solo activity. - Correct Answer-False Examples of important data for a sales professional to add into a CRM system are: (For full points mark all correct answers.) - Correct Answer-the stage the account is in the sales funnel. financial details for the sales deal (such as annual run rate and total contract value) forecast date of when contract would be signed a prospect's contact details Written Sales Proposals... - Correct Answer-are often accompanied by sales calls before and after the proposal is submitted. should be completed and sent only after a thorough customer assessment takes place. are a complete self-contained sales presentation.
__________________is a legal contract between at least two parties that outlines confidential material, knowledge, or information that the parties wish to share with one another for certain purposes but wish to restrict access. - Correct Answer-NDA - Non- disclosure Agreement It is essential that salespeople do not overpromise to buyers on written sales proposals but still maintain a positive and supportive tone because written sales proposals: - Correct Answer-provide a permanent record of claims and intentions. An executive summary should: - Correct Answer-spell out a customer's problems, the nature of the proposed solution, and the resulting benefits to the customer. Which of the following is a way to protect proprietary information required in a written sales proposal? - Correct Answer-Placing a confidential notice on the cover and potentially having the prospect sign a nondisclosure agreement. In a sales dialogue template, the _____ section lists all key people involved in the buying process, and provides their names, job titles, departments, and roles in the purchase decision. - Correct Answer-prospect information T/F: Professionals who specialize in the creation of sales proposals believe that a proposal is likely to fail if it includes testimonials and endorsements about the selling company. - Correct Answer-False T/F: The more specific a sales representative can be about an appointment request, such as a reason for the meeting and specific time required, the more likely the sales rep will be successful in obtaining the appointment. - Correct Answer-True Organized Sales Dialogues and Presentations... - Correct Answer-address different selling situations and allow flexibility to adapt to buyer feedback. When a sales professional considers writing a proposal, they must keep five important dimensions in mind for evaluating proposal, such as: (For full points select all correct answers.) - Correct Answer-responsiveness - willingness to work closely with the buyer reliability - solid solution that meets the buyer's expectations empathy - thorough understanding of the buyer's unique environment
prepare ahead of time for potential questions. T/F: When selling to groups, it is essential to make all members of the group feel that their opinions are valuable. - Correct Answer-True T/F: It is unadvisable to presell your product to key stakeholders in the buying decision in order to determine the individual and group interests before presenting to the whole group. - Correct Answer-False Tactics for selling to a group: - Correct Answer-prepare for tough questions from the buyers. solicit opinions and feedback from each member of the buying group and avoiding taking sides. arrive and set up before the arrival of the buying group. make periodic eye contact with each member of the buying group. The Total Contract Value is calculated by... - Correct Answer-including annual revenues multiplied by the length of the contract term (usually in years) plus any one-time fees. According to Mark Hunter in Chapter 21 of A Mind for Sales, when reviewing if a prospect is qualified or not, ask yourself: - Correct Answer-Is the opportunity sizeable enough to warrant my time? Do I have a plan to maximize this opportunity without negatively impacting other opportunities that offer greater potential? What firm evidence do I have that this opportunity is moving forward in a timely manner? Do I know the barriers I need to remove in order to close this opportunity? T/F: Sales aids such as photographs and illustrations are outdated and should not be considered for use during a sales presentation because they no longer enhance the messaging. - Correct Answer-False Feedback from the buyer provides the salesperson with important information measuring:
- Correct Answer-how well the presentation is progressing toward the buyer's purchase decision. the buyer's level of interest in the product's features and benefits.
T/F: According to Mark Hunter in A Mind for Sales Chapter 19, successful ways for a sales representative to relate to the marketing department is to ask for a meeting with them to learn more about their goals and day-to-day responsibilities. - Correct Answer-True A Sales Pricing Proforma: - Correct Answer-models the anticipated results of the sales transaction, with particular emphasis on the projected cash flows and net revenues. A Sales Pricing Proforma: - Correct Answer-models the anticipated results of the sales transaction, with particular emphasis on the projected cash flows and net revenues. Tactics for selling to a group: - Correct Answer-prepare for tough questions from the buyers. solicit opinions and feedback from each member of the buying group and avoiding taking sides. arrive and set up before the arrival of the buying group. make periodic eye contact with each member of the buying group. The Total Contract Value is calculated by... - Correct Answer-including annual revenues multiplied by the length of the contract term (usually in years) plus any one-time fees. According to Mark Hunter in Chapter 17 of A Mind for Sales, there is a correlation between the number of 'likes' or views on your business social media site and generating new customers or meeting your sales quota. - Correct Answer-False Which of the following is true of sales resistance? - Correct Answer-It must be viewed as an opportunity to sell. Chun was giving a sales presentation and was met with rejection from some of the members of the buying team. When preparing to handle the rejections she remembered that... - Correct Answer-they should be treated as questions. A benefit of sales resistance is that... - Correct Answer-it indicates that a prospect is involved in the selling process. Brian is a salesperson for a payroll processing company. He has found that some of his prospects raise objections even when it is clear that the solution he is presenting will work and is worth the price. He has realized that the prospects feel comfortable with their
According to Mark Hunter in Chapter 22 of A Mind for Sales, when a prospect asks for more information, how should you respond? - Correct Answer-"I want to give you information that matches your need. First, I would like to ask you a few questions." According to Chapter 23 in A Mind for Sales, it is beneficial for the sales representative to ask key questions of the prospect early in the fiscal year. Samples of these important questions are: - Correct Answer-"What challenges do you expect for the coming year?" "What new initiatives are you planning for this year?" T/F: The prospect that does not question price, service, warranty, and delivery concerns is probably not interested. - Correct Answer-True Jennifer is a sales representative for Dellwood, an assisted living facility. The local newspaper recently published some misrepresented negative press about the institution. While meeting with perspective clients, Jennifer decided to bring up the article and possible objection before the prospect could mention it. This technique of handling sales resistance is called... - Correct Answer-forestalling Resistance from a prospective client comes in three basic forms. Resistance to: (For full points, select all correct answers.) - Correct Answer-the salesperson or pitch change (inertia-based resistance) product or service T/F: According to A Mind for Sales, there should be zero tolerance for any type of negative talk in any form about customers. Because blaming the customer is going to block the sales representative from examining the real issue. - Correct Answer-True CUSTOMER SATISFACTION: - Correct Answer-Is an indicator of repurchase intentions and loyalty. Reduces negative word of mouth. Increases the CLV. Improves customer referrals. T/F: After the close of the sale, it is not important for the account manager to anticipate and adapt to changes in the customer's situation, because the customer is under contract.
T/F: Building goodwill, adding value, and collaborative involvement are three key qualities of a good Relationship Manager? - Correct Answer-True According to Chapter 9 in the SELL textbook, there are several actions a Relationship Manager can do to enhance the client relationship. Check all correct answers below. - Correct Answer-remember the customer after the sale train customer personnel correct billing errors resolve complaints In Chapter 25 of A Mind for Sales, Mark Hunter lists five aspects a sales rep must use to evaluate the prospects in their sales funnel. These aspects are: - Correct Answer-Size of the opportunity. Value of your time. Probability of closing. Key procedures for handling client complaints are: - Correct Answer-Listen carefully and gain agreement. Build relationship and ask the customer how they would like the complaint resolved. Take action and follow through. According to A Mind for Sales, when a sales rep received a 'NO' response from a prospect, it is often helpful to follow with saying or doing: - Correct Answer-"Thank you very much and I appreciate your time. We will keep the door open if your situation should change in the future." "I really appreciate you telling me 'No'. Would you mind giving me the reason, so I can understand how we might be able to serve you in the future?" Entering the prospect's details in the CRM so that you can follow up in the future. In A Mind for Sales, what is Mark Hunter's view about sales representatives as educators to their customers? Hunter believes that... - Correct Answer-sales reps must view themselves as teachers who need to teach the customers by engaging. T/F: According to the SELL textbook, it is not recommended for the salesperson's organization to have collaborative involvement with the buyer's organization, because the
