*Situation 1: An inbound call.You sell widgets. An incoming call comes to your desk and when you answer the phone the person on the other end says; --Hi, I need to get two widgets, can you tell me the cost?-- What's most important about prospect's statement?
1. Don't know. 2. The buyer is probably a price shopper. 3. It's a buying statement which indicates at least a potential readiness or ability to buy. 4. The buyer has qualified them self as a good prospect.

What should your immediate response to this buying statement be?
1. Don't know. 2. Ask the prospect for critical information and about their needs. 3. Tell the prospect you have good pricing. 4. Tell the prospect you have best widgets in the world. 5. Trial close by asking the prospect for the shipping address for the order.

If you decided not to respond to the buying statement, what would be your immediate goal in this call?
1. Don't know. 2. Gain control of the call using questions. 3. Find out what price the prospect's looking for. 4. Tell the prospect the requested pricing. 5. Develop a relationship with the prospect.

In this or any sales call, what is the most important factor in getting the sale?
1. Don't know. 2. Knowing the prospect's needs. 3. Quickly developing a good relationship. 4. Negotiating a good price with the prospect. 5. Making sure you destroy any competition.

*Situation 2: Handling an objection. You have given your entire presentation (it may have been with multiple calls) and after asking for the order, the prospect says; --I am concerned as to how your widget will survive in my environment.-- After you answer the objection, what key thing must you do before going forward with the prospect?
1. Don't know. 2. Tell the prospect to call some other companies to verify you're right. 3. Ask the prospect if they have any other questions. 4. Restate the answer and tell the prospect how well it will work for them. 5. Ask the prospect if this answer is an acceptable one for them.

After answering the objection successfully (to the prospect's satisfaction) what would you do next?
1. Don't know. 2. Ask the prospect if they have any other questions. 3. Tell the prospect how good your company is compared to the competition. 4. Restate the answer and tell the prospect how well it will work for them. 5. Close again until you get an answer.

Assuming you can't succeed in closing the (a) sale at this time, what should you try to close?
1. Don't know. 2. Close the prospect on the next action. 3. Close the prospect something else. 4. Close the prospect on a referral. 5. Tell the customer to call you back when ready.

What is the difference between an ADVANTAGE and a BENEFIT?
1. Don't know. 2. There is no real difference. 3. Advantages are things the competition doesn't have and benefits are prospect gains. 4. Benefits are specific advantages requested by, and provided to the customer. 5. Advantages are what the prospect gains and benefits are the value.

What is the single most important part of presenting on the telephone?
1. Don't know. 2. Your knowledge of the product. 3. Your vocal presentation. 4. Getting to the customer's needs. 5. Developing a relationship.

In face-to-face selling, why is your visual appearance (dress and mannerisms) so important?
1. Don't know. 2. People like to deal with people who look good. 3. If you have strange mannerisms, people won't like you. 4. In person, you can demo the product. 5. Because most of communication face-to-face is visual.