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1 Winning relationships with customers is a long process.
(A) True
(B) False
2 A general rule is to ask as many data collection questions as possible.
(A) True
(B) False
3 Never arrive too early for a sales meeting. It may make you seem over-anxious. Better to
arrive just in time.
(A) True
(B) False
4 “Active listening” requires the salesperson to actively plan responses while the customer
talks, rather than listen.
(A) True
(B) False
5 The most important factor differentiating successful salespeople is their ability to discover
the needs of customers.
(A) True
(B) False
6 First impressions are important for setting the tone of a sales presentation.
(A) True
(B) False
7 The salesperson gives up a degree of presentation control for a greater understanding of
the customer’s concerns.
(A) True
(B) False
8 Unlike the memorized and formula presentations, the need satisfaction presentation shifts
the focus to the customer.
(A) True
(B) False
9 If a salesperson knows the value proposition, it is easy to make customers understand it.
(A) True
(B) False
10 The stereotype of a sales presentation is a salesperson standing in front of an audience
demonstrating his or her product.
(A) True
(B) False
