What do you do with a tough gatekeeper?
1. Don't know. 2. Cooperate completely and leave a message. 3. Demand on the importance of your message to be put through. 4. Develop a relationship with the gatekeeper but tell as little as possible. 5. Attempt to go around this person.

What is the most critical skill necessary for a salesperson?
1. Don't know. 2. Closing skills. 3. Questioning techniques. 4. Ability to explain your product or service. 5. Communication skills.

What is the purpose of asking situation questions?
1. Don't know. 2. Gain control of the call. 3. Find out what the prospect's looking for. 4. Understand the prospect's business. 5. To discover explicit needs.

What is the key (primary) situation in which you would go back to situation questioning?
1. Don't know. 2. If the prospect's business was interesting to you. 3. If you failed to find a PROBLEM to solve. 4. If you needed a stronger relationship with the prospect. 5. If a particular problem was very serious.

If the prospect described a serious need (early in the sales call) and asked you how would you address it, what would you do next?
1. Don't know. 2. Give the prospect the best answer to the situation you have. 3. Discuss and discover the real impact of the problem. 4. Start asking situation questions. 5. Tell the prospect how well you will be able to solve the problem.

Why shouldn't you ever trash the competition?
1. Don't know. 2. The prospect might like them. 3. The prospect won't believe you. 4. It makes you look bad. 5. If you're wrong, you will look bad.

What is the basis for presenting a benefit?
1. Don't know. 2. Benefits help you close the sale. 3. Your competition can't provide your benefit. 4. It represents an explicit need. 5. It tells the prospect you're the best solution.

What is the difference between an IMPLIED and EXPLICIT need?
1. Don't know. 2. Explicit needs are real needs. 3. Implied needs provide real benefits. 4. An explicit need is an advantage or feature specifically requested by the customer. 5. Implied needs are those obvious to the customer, explicit are not necessarily obvious.

What factor is most likely to increase your sales?
1. Don't know. 2. Your knowledge of the product. 3. Your presentation. 4. Controlling the sales cycle. 5. Lots of prospecting.

Why is understanding your decision-maker so important?
1. Don't know. 2. Depending on the decision-maker, your presentation might change. 3. You could be wasting your time. 4. Only the person on the top can make the final decision. 5. You must find the real needs.