Follow the principles of selling, follow sales process and explain sales requirements in one step; are guidelines for which of the following stage of buying process:

• A) Search
• B) Obtain
• C) Visit
• D) Purchase

‘Availability for the customer’, ‘periodic maintenance of sold item’, ‘maintenance of periodic communication’ and ‘ongoing updates about the company’s products’; are all characteristics of which pillar of sales support

• A) Dealing with dissatisfaction
• B) Manage the implementation
• C) Relationship enhancement
• D) Support the buying decision

In LSCPA technique to satisfy customer’s concern, L stands for:

• A) Leverage
• B) Lucrative
• C) Listen
• D) Long term relationship

SVPOO stands for

• A) Search, Visit, Purchase, Obtain, Own
• B) Solution, Vision, Problem Solution, Ownership, Obedience
• C) Solution, Visit, Post Purchase Behavior, Obtain, Own
• D) Search, Vision, Purchase, Obtain, Own

‘Customer’s profitability’, ‘call planning as top priority’ and ‘contact time is spent to make problem solving environment setup’ are the characteristics of which type of sales technique:

• A) Transactional selling
• B) Enterprise selling
• C) Both Transactional and enterprise selling
• D) None of the given options

When a sales person tries to justify the solution and to satisfy the customer; this relates to which step of the interaction stage:

• A) Presentation
• B) Relating or Introduction
• C) Need discovery
• D) Advocating

We straightforwardly ask the customer about the order in _____________ type of closing the sales:

• A) Alternate choice close
• B) Direct method
• C) Summary close
• D) Single objection close

Manage customer expectations, follow up with customer, under promise and over deliver and ensure quality checks at the time of delivery; are guidelines for which of the following stage of buying process:

• A) Obtain
• B) Purchase
• C) Search
• D) Visit

In sales funnel technique, the sales closure probability of the hot customers is

• A) 90%
• B) 100%
• C) 50%
• D) 75%

Which are the 5 correct stages of relationship between seller and buyer:

• A) Awareness, Exploration, Expansion, Commitment, Dissolution
• B) All the provided options are incorrect
• C) Awareness, Exploitation, Expansion, Communication, Dissolution
• D) Awareness, Exploration, Extension, Commitment, Dissatisfaction

All are types of territory management techniques except

• A) Sales funnel
• B) ABC account classification
• C) Profitability analysis
• D) Sales response function

We arrange customers on the basis of sales volume which of the following territory management technique

• A) Portfolio analysis
• B) ABC account classification
• C) Sales response function
• D) Sales funnel

Having access to money, power to release money and having the veto power are the characteristics of which type of members in the buying center of the organization:

• A) Advocates
• B) User buyers
• C) Technical buyers
• D) Economic buyers

All the people involved in purchase decision, formally or informally, they combine to make __________________ of the organization

• A) None of the given options
• B) Buying center
• C) Business center
• D) Shopping Center

In ABC classification, which is true for A category classification of the customers?

• A) None of the given options
• B) 65% customers 15% Sales
• C) 15% customers 65% sales
• D) 20% customers 20% Sales

All are the relationship binders except:

• A) Building trust
• B) Relationship dissolution
• C) Managing expectations
• D) Value creation

In sales funnel technique, the sales closure probability of the hot customers is in between

• A) 95-100%
• B) 10-20%
• C) 75-50%
• D) 95-85%

On the basis of research, what percentage of time is wasted by a sales person on travelling and waiting?

• A) 17%
• B) 5%
• C) 13%
• D) 29%

In ABC classification, which is true for C category classification of the customers?

• A) 65% customers 15% Sales
• B) 15% customers 65% sales
• C) 20% customers 20% Sales
• D) None of the given options

Introduction of new products to the existing market refers to

• A) Diversification
• B) Market development
• C) Market penetration
• D) Product development