54) Jed Gillon is shopping in Target for a gift for his girlfriend. Gillon wants to buy something
useful for his girlfriend because she just bought a new home. At what level of need awareness is
Gillon?
A) Conscious
B) Preconscious
C) Postconscious
D) Unconscious
E) Intermediate
55) Benefit selling is often referred to as:
A) stimulus-response selling.
B) FAB selling.
C) perception-based selling.
D) need/want identification.
E) cognitive learning.
56) A product feature is defined as:
A) a performance characteristic of a product.
B) a characteristic of the product that is not special enough to be called a benefit.
C) a favorable result the buyer receives from use of the product.
D) a way in which the product will help the buyer.
E) any physical characteristic of a product.
57) A product advantage is defined as:
A) a way in which the product will help the buyer.
B) a performance characteristic of a product.
C) the satisfaction a buyer feels about a purchase.
D) a favorable result the buyer receives from use of the product.
E) any physical characteristic of a product.
58) A product benefit is defined as a:
A) favorable result the buyer receives from use of the product.
B) performance characteristic of a product.
C) physical characteristic of a product.
D) way the product will work when used.
E) way in which the product will help the buyer.
59) When the salesperson discusses a product’s ________, he is answering the question, “What is
it?”
A) features
B) service records
C) advantages
D) achievements
E) benefits
60) Which of the following is an example of a product feature?
A) “This bureau comes in cherry, walnut, and mahogany finishes.”
B) “If you stock our line of bakery products, more customers will be drawn into your store.”
C) “Consumers prefer our line of toothbrushes 2 to l over competing brands.”
D) “This automatic lawn sprinkling system will save you three hours a week.”
E) “This car model will save you $25 a week for gas.”
61) The statement “This chicken is quick-frozen at 30 degrees below zero,” is an example of
a(n):
A) benefit.
B) market need.
C) advantage.
D) segmentation variable.
E) feature.
62) The Wi-series mobile phone with touch display has an ambient light sensor that
automatically adjusts brightness to suit the ambient light in your surroundings. This is a battery-
saving efficiency of the Wi-series touch phone. Which of the following does this describe?
A) Product benefit
B) Product advantage
C) Segmentation variable
D) Product feature
E) Market need
63) The statement, “With its 25 percent market share, this is the best-selling laser printer on the
market today,” is an example of a(n):
A) product advantage.
B) segmentation variable.
C) product feature.
D) market property.
E) product benefit.
64) The statement, “The black, rectangular Intech ThinkPad has a red tracking ball and a
multicolored Intech logo set at 35 degrees in the lower right corner,” is an example of a(n):
A) product benefit.
B) market need.
C) product advantage.
D) segmentation variable.
E) product feature.
65) “With this tennis racquet, you’ll hit harder and with less effort than other brands,” is an
example of a(n):
A) product feature.
B) economic need.
C) market identifier.
D) product advantage.
E) product benefit.
66) The Z-200 series notebook PCs come in five metallic shades and weigh only 4.5 kg. This
describes the product’s:
A) benefits.
B) components.
C) advantages.
D) variables.
E) features.
67) The statement “Instant rice cooks in half the time of regular rice,” is an example of a:
A) product feature.
B) segmentation basis.
C) product benefit.
D) market achievement.
E) product advantage.
68) “The Musica player gives you up to 50 hours of audio playback, which is 10 hours more than
any other player available in the current market.” This statement describes a product:
A) benefit.
B) market need.
C) advantage.
D) segmentation variable.
E) feature.
69) The statement “The new Maytag washer saves you time, work, and money,” is an example of
a(n):
A) feature.
B) segmentation variable.
C) advantage.
D) benefit.
E) market trait.
70) The statement “You won’t have to stop at the gas station as frequently with our full-size
truck,” is an example of a(n):
A) product benefit.
B) segmentation variable.
C) product advantage.
D) product feature.
E) market trait.
71) In what order are the feature, advantage, and benefit presented in the following statement?
“This fishing trawler has a 10 percent greater capacity than boats of a similar size. It will save
you at least $100 per fishing trip because it can carry more fish than other boats on the market.”
A) Advantage, feature, and benefit
B) Feature, advantage, and benefit
C) Advantage, benefit, and feature
D) Feature, benefit, and advantage
E) Benefit, advantage, and feature
72) In what order are the feature, advantage, and benefit presented in the following statement?
“This television’s solid-state design produces a more vivid picture that will make your television
viewing more enjoyable.”
A) Feature, benefit, and advantage
B) Advantage, feature, and benefit
C) Feature, advantage, and benefit
D) Advantage, benefit, and feature
E) Benefit, advantage, and feature
73) “The Ultra Black Label series is a premium mobile phone made out of real stainless steel and
complemented by multi-angle vision technology. This advanced technology allows you to view
the screen contents from different angles. With the Ultra phone, you’ll always be able to view the
display and will never be out of touch.” In what order are the features, benefits, and advantages
presented in the statement?
A) Feature, benefit, and advantage
B) Advantage, feature, and benefit
C) Feature, advantage, and benefit
D) Advantage, benefit, and feature
E) Benefit, advantage, and feature
74) It is important to emphasize benefits in a sales presentation to a prospective buyer because
benefits:
A) focus on the psychological reasons of a purchase.
B) fulfill the buyer’s needs and motives.
C) fulfill the buyer’s economic wants.
D) focus on rational reasons of a purchase.
E) focus on emotional reasons for a purchase.
75) Which of the following is NOT an example of a psychological need for buying a product?
A) Fear
B) Comfort or luxury
C) Desire for gain
D) Need to save money
E) Self-preservation
76) The ________ checks the attitude of your prospect toward the sales presentation.
A) FAB demonstration
B) response to the stimulus
C) trial close
D) postapproach
E) black box
77) The trial close allows the salesperson to determine whether the:
A) prospect likes the features and benefits of the product.
B) salesperson will meet his/her sales quota.
C) salesperson should use one-way communication.
D) salesperson should use a memorized sales presentation.
E) salesperson should answer any objections.
78) All of the following are the appropriate times for a salesperson to use a trial close EXCEPT:
A) after making a strong selling point in the presentation.
B) after the presentation.
C) after answering an objection.
D) immediately after closing the sale.
E) immediately before moving to close the sale.
79) Christine has just answered a prospect’s question about some negative publicity her product
received. To find out if her prospect has any more objections with which she should deal,
Christine should:
A) use a trial close.
B) hand her catalog to the prospect.
C) begin her demonstration.
D) use the questions approach.
E) lead into a benefit.
80) Which of the following statements about the trial close is incorrect?
A) The trial close asks for the prospect’s opinion, not a decision to buy.
B) A trial close should be used after making a strong selling point in the sales presentation.
C) The trial close allows the salesperson to determine if the prospect has any objections.
D) The trial close is a powerful technique to induce two-way communication.
E) A trial close should be used during customer follow-up meetings after a sale.
81) Salespeople use the SELL Sequence to:
A) adapt a sales presentation to the prospect’s personality type.
B) remember what to emphasize during sales presentations.
C) handle consumer objections gracefully and quickly.
D) respond to distractions during sales presentations.
E) measure the success rate of sales personnel.
82) The “E” in the SELL Sequence reminds the salesperson to:
A) enlist the help of visual aids.
B) explain the product’s advantage.
C) exploit your opportunity to sell.
D) encounter a prospect anywhere you can.
E) elevate your company’s brand image.
83) The ________ is a reminder to emphasize the features, advantages and benefits of a product
during a sales presentation.
A) Prospecting method
B) SWOT analysis
C) sales presentation
D) SELL Sequence
E) trial close
84) According to the two Ls in the SELL Sequence, a salesperson should:
A) lead into the benefits, and let the customer talk.
B) limit the length of a sales presentation, and let visual aids do the talking.
C) learn the prospect’s personality type, and let the personality type guide the closing.
D) limit the number of benefits, and list features at the end of the presentation.
E) locate the prospect’s needs, and leave closing until the end of the sales presentation.
85) The SELL Sequence should be used:
A) only at the end of the sales presentation.
B) prior to each trial close.
C) in the preapproach only.
D) to modify buying needs.
E) throughout the sales presentation.
86) What is the primary purpose of the stimulus-response model?
A) Recognizing product benefits
B) Changing sales methodology
C) Analyzing consumer trends
D) Measuring sales success rates
E) Understanding buyer behavior
87) What is a true statement about the stimulus-response model?
A) The black box is the prospect’s response.
B) The stimulus is the internalization process.
C) The stimulus is the sales presentation.
D) Features and advantages are stressed.
E) Benefits outweigh characteristics.
88) Which of the following factors about a prospective customer is LEAST relevant to a
salesperson?
A) Education
B) Physicality
C) Attitude
D) Motivation
E) Personality
89) Which of the following is a false assumption made by many salespeople?
A) Benefits are very important to buyers.
B) Price is the only factor in a buying decision.
C) Psychological factors influence buying decisions.
D) Wants and needs motivate buying decisions.
E) Unimportant benefits should be deemphasized.
90) Conscious, preconscious, and unconscious are the three levels of:
A) need awareness.
B) product satisfaction.
C) selective exposure
D) moral development.
E) cognitive dissonance.
91) At the preconscious need level, buyers are most likely to:
A) experience post-purchase dissonance.
B) share precise reasons for buying a product.
C) be hesitant about discussing their needs.
D) be fully aware of their product needs.
E) object to sales presentations.
92) What is most needed when working with a prospect at the unconscious need level?
A) Perceptive observations of the customer’s social class
B) Skillful questioning to determine the customer’ needs
C) Self-awareness modification to gain customer trust
D) Highly detailed feature descriptions
E) Multiple attempts at a trial closing
93) The FAB selling technique is a tool for:
A) customer needs assessment.
B) behavior modification.
C) customer retention.
D) benefit selling.
E) trial closing.