Sales Etiquette Questions: MCQ Quiz!
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- 1.
What is the best way to respond if the prospective client you have been chasing for a while says ‘It’s too expensive?’
- A.
Give them an introductory promotion.
- B.
Stop the sales process as they clearly don’t have the appropriate budget
- C.
Counter the objection with a series of questions that seek to understand and re-educate on the value of the product eg ‘What if we could help you create an enduring competitive edge in the marketplace?’, ‘What if we showed you how our solution actually saves you money’ and ‘What has been your experience to date with companies and solutions like ours?’
Correct Answer
C. Counter the objection with a series of questions that seek to understand and re-educate on the value of the product eg ‘What if we could help you create an enduring competitive edge in the marketplace?’, ‘What if we showed you how our solution actually saves you money’ and ‘What has been your experience to date with companies and solutions like ours?’Explanation
Please Take Your Time In answering the QuestionsRate this question:
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- 2.
How do you keep a prospective client engaged during an initial meeting when the pauses are long and awkward?
- A.
Talk a lot about yourself, your company and your product to break the silences and the ice
- B.
Talk a lot about what you have learned about the client through your diligent homework and research.
- C.
Show curiosity and ask intelligent questions that show you have done your homework/research to move the conversation along a positive tangent.
Correct Answer
C. Show curiosity and ask intelligent questions that show you have done your homework/research to move the conversation along a positive tangent.Explanation
The correct answer suggests that the best way to keep a prospective client engaged during an initial meeting with long and awkward pauses is to show curiosity and ask intelligent questions. This demonstrates that you have done your homework and research on the client, which not only helps to break the silence but also moves the conversation in a positive direction. By showing genuine interest in the client and their needs, you can keep them engaged and actively involved in the conversation.Rate this question:
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- 3.
Which of the following is a common sales mistake?
- A.
Continuing to aggressively ‘sell’ the product and the company after you have closed the deal.
- B.
Asking many open-ended questions in an initial meeting.
- C.
Asking for a referral.
- D.
Calling only on contacts that have a budget.
Correct Answer
A. Continuing to aggressively ‘sell’ the product and the company after you have closed the deal.Explanation
Continuing to aggressively 'sell' the product and the company after closing the deal is a common sales mistake because it can create a negative impression on the customer. Once the deal is closed, the focus should shift towards building a long-term relationship with the customer, providing support, and ensuring their satisfaction. Aggressively pushing for additional sales or bombarding the customer with unnecessary information can lead to buyer's remorse and damage the relationship. It is important to understand the difference between closing a deal and nurturing a customer relationship.Rate this question:
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- 4.
People don’t buy products, people buy _____________ first.
- A.
Commodities
- B.
People
- C.
Product
- D.
Services
Correct Answer
B. PeopleExplanation
When people make a purchase, they are not just buying a physical product or service. They are buying a solution to a problem or a fulfillment of a need. Therefore, the most important thing people buy first is themselves. They consider how the product or service will benefit them, meet their desires, or improve their lives. Ultimately, people's buying decisions are driven by their own personal motivations and desires.Rate this question:
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- 5.
1st impression can be summed up as the ____________ impression.
- A.
Last
- B.
Unimportant
- C.
Lasting
- D.
Superficial
Correct Answer
C. LastingExplanation
The correct answer is "Lasting" because the phrase "1st impression" refers to the initial perception or opinion formed about someone or something. A lasting impression means that this initial impression has a long-lasting impact or influence. It suggests that the first impression is significant and has the ability to endure over time.Rate this question:
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- 6.
Even if the product does not compare too well with the competition on some functionality, the sales person can still succeed & close the sale based on his
- A.
Confidence & Conviction
- B.
Confidence & Coercion
- C.
Sympathetic & Jocular nature
- D.
Cooperative & Empathetic nature
Correct Answer
A. Confidence & ConvictionExplanation
Even if the product does not compare too well with the competition on some functionality, the sales person can still succeed and close the sale based on his confidence and conviction. This means that even if the product has some drawbacks, if the sales person is confident in its overall value and believes in its effectiveness, they can persuade customers to make a purchase. Conviction in the product's capabilities can help overcome any doubts or objections that the customer may have, ultimately leading to a successful sale.Rate this question:
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- 7.
The technique of questioning to discover a person’s need, wants & opinion about a certain issue is called
- A.
Enquiring
- B.
Sitting quiet
- C.
Questioning
- D.
Probing
Correct Answer
D. ProbingExplanation
Probing is the technique of questioning to discover a person's needs, wants, and opinions about a certain issue. This technique involves asking deeper and more specific questions to gather more information and insights from the individual. By probing, one can explore the person's thoughts and feelings, uncover hidden motivations, and gain a better understanding of their perspective on the issue at hand.Rate this question:
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- 8.
Greater the no. of suspects, greater is the probability of
- A.
Incentive
- B.
Sale
- C.
Disappointment
- D.
Failure
Correct Answer
B. SaleExplanation
The greater the number of suspects, the higher the probability of a sale. This is because having more suspects increases the chances of finding potential customers who are interested in purchasing the product or service being offered. With a larger pool of suspects, there is a higher likelihood of converting them into actual sales, leading to increased revenue and success for the business.Rate this question:
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- 9.
A client who discusses everything except business can be clubbed as a ____________ client.
- A.
Dominating
- B.
Social
- C.
Non-Serious
- D.
Analytical
Correct Answer
D. AnalyticalExplanation
A client who discusses everything except business can be categorized as an analytical client. This is because analytical clients tend to focus on data, facts, and logical reasoning rather than engaging in casual or non-business related conversations. They are more concerned with gathering and analyzing information to make informed decisions and may not be interested in discussing unrelated topics.Rate this question:
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- 10.
A lot of times, when we tele-call clients for a meeting & they sound busy, we should
- A.
First clear our throat & then converse with him
- B.
First make him speak with our senior
- C.
First take permission to talk
- D.
Hang up the phone immediately
Correct Answer
C. First take permission to talkExplanation
When tele-calling clients for a meeting and they sound busy, it is important to first take permission to talk. This shows respect for the client's time and allows them to either give permission to proceed with the conversation or suggest a more convenient time to talk. By taking permission, we ensure that we are not interrupting or inconveniencing the client, and we can maintain a professional and courteous approach in our communication.Rate this question:
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- 11.
At the end of a Tele-call with the client for appointment, client mentioned that Mr. ‘Amitabh would also like to join in the meeting. Mr. ‘Amitabh in this case is a/an __________.
- A.
Close Friend
- B.
Influencer
- C.
Decision-maker
- D.
Authoritarian
Correct Answer
D. AuthoritarianExplanation
Based on the information provided, the client mentioned that Mr. Amitabh would also like to join the meeting. This suggests that Mr. Amitabh has the authority or power to make decisions or influence the decision-making process. Therefore, the correct answer in this case is "Authoritarian."Rate this question:
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- 12.
Client XYZ depends on data & figures to believe everything. He likes to see graphs on market share, growth pattern, site statistics. XYZ can be clubbed as a
- A.
Jocular
- B.
Dominating
- C.
Reserved
- D.
Analytical
Correct Answer
D. AnalyticalExplanation
Based on the given information, Client XYZ relies on data and figures to form beliefs, and prefers visual representations such as graphs to understand market share, growth patterns, and site statistics. This suggests that XYZ has a preference for logical and systematic thinking, which aligns with the characteristics of an analytical individual.Rate this question:
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- 13.
Anubhav, a sales person today met 3 clients. To the first, he referred as Mr Sharma, to the second as Mr Amitabh Gupta & to the third as Mr Avinash. Which name reference was wrong?
- A.
Mr Sharma
- B.
Mr Amitabh Gupta
- C.
Mr Avinash
- D.
None of the Above
Correct Answer
C. Mr AvinashExplanation
Based on the given information, Anubhav referred to the first client as Mr Sharma and the second client as Mr Amitabh Gupta. Since the question asks which name reference was wrong, it implies that one of these two names was incorrect. Therefore, the correct answer is Mr Avinash, as there is no indication that Anubhav referred to the third client as Mr Avinash.Rate this question:
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- 14.
You went to the Doctor. Looking at you, he prescribed MNO medicine. After sometime & an indepth questioning, he prescribed PQR medicine. Which medicine do you think will cure you?
- A.
MNO medicine
- B.
PQR medicine
- C.
Any of these medicines
- D.
None of these medicines
Correct Answer
B. PQR medicineExplanation
Based on the information provided, the doctor initially prescribed MNO medicine after a superficial examination. However, after conducting a more thorough questioning, the doctor changed the prescription to PQR medicine. Therefore, it can be inferred that the PQR medicine is more likely to cure the individual's condition compared to the MNO medicine.Rate this question:
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- 15.
Advertising builds _____________ overnight.
- A.
Products
- B.
Brands
- C.
Services
- D.
Companies
Correct Answer
B. BrandsExplanation
Advertising builds brands overnight.Rate this question:
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- 16.
No sale is really complete until the customer is truly
- A.
Disheartened
- B.
Disappointed
- C.
Convinced
- D.
Irritated
Correct Answer
C. ConvincedExplanation
The statement suggests that a sale is not considered complete unless the customer is convinced. This means that the customer needs to be fully persuaded and satisfied with the product or service being offered in order for the sale to be considered successful. Disheartened, disappointed, and irritated do not imply that the customer has been convinced, whereas convinced indicates a positive outcome of the sale.Rate this question:
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- 17.
In sales, we need to aim _____________ the mark to hit the mark.
- A.
At
- B.
Above
- C.
Below
- D.
Outside
Correct Answer
B. AboveExplanation
In sales, aiming "above" the mark means setting higher goals and targets to achieve success. By aiming above the mark, salespeople push themselves to work harder and go beyond what is expected, resulting in better performance and greater achievements. This approach helps to ensure that sales targets are not just met, but exceeded, leading to increased sales and overall success in the field.Rate this question:
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- 18.
For a good sales performance, the effort needs to begin right from the _________.
- A.
Beginning of every month
- B.
Mid of every month
- C.
End of every month
- D.
All the above
Correct Answer
A. Beginning of every monthExplanation
To achieve a good sales performance, it is crucial to start putting in effort right from the beginning of every month. This indicates that sales professionals should not wait until the middle or end of the month to start working towards their targets. By starting early, they can set clear goals, plan strategies, and take proactive measures to ensure a successful sales performance throughout the entire month.Rate this question:
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- 19.
All the below statements are …………………………….signals
- The customer says, “I was looking for a card."
- Makes strong positive remarks like, "sounds good."
- The customer talks about the benefits he would get by using the card.
- The customer says, "Your card indeed looks very good. “
- A.
Rejection Signals
- B.
Buying Signals
- C.
Signals of Disinterest
- D.
None of the Above
Correct Answer
B. Buying SignalsExplanation
The given correct answer is "Buying Signals." The customer's statement of "I was looking for a card" indicates an intent to make a purchase. Additionally, the customer's positive remarks and mention of the benefits they would get from using the card further demonstrate their interest in buying. The statement "Your card indeed looks very good" also indicates a favorable impression of the product. These statements collectively suggest that the customer is showing buying signals.Rate this question:
- 20.
You have learned that eye contact is an important aspect of communication. How much eye contact should you have when you are conversing with someone in a professional environment?
- A.
About half of the time
- B.
About 60-70% of the time
- C.
At all times. You want to make sure the person knows that you are paying attention.
- D.
Every now and then. You don’t want to make the other person uncomfortable
Correct Answer
C. At all times. You want to make sure the person knows that you are paying attention.Explanation
Maintaining eye contact at all times in a professional environment is important because it conveys active listening and engagement. It shows the person that you are fully present and interested in the conversation. By maintaining eye contact, you are signaling that you value their words and opinions. This level of eye contact helps to establish trust, build rapport, and enhance effective communication in a professional setting.Rate this question:
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- 21.
The best way to earn referrals from your customers is to ask ___________.
- A.
As soon as they close
- B.
As soon as you are sure they are satisfied
- C.
As often as you can without being forceful
- D.
Only once or twice throughout your relationship
Correct Answer
B. As soon as you are sure they are satisfiedExplanation
The best way to earn referrals from your customers is to ask them as soon as you are sure they are satisfied. This timing is crucial because if you ask for referrals too early, before the customer has had a chance to fully experience your product or service, they may not feel comfortable recommending you. On the other hand, if you wait too long, the positive experience may fade from their memory. By asking for referrals when you are confident that the customer is satisfied, you increase the likelihood of receiving positive recommendations.Rate this question:
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- 22.
When you are fielding objections, you will have the most trouble when ______.
- A.
You are talking with the head of the company
- B.
When the objection is about price
- C.
When the objection of your prospect is similar to your own private feelings about the product
- D.
When the objection is about the product
Correct Answer
C. When the objection of your prospect is similar to your own private feelings about the productExplanation
When the objection of your prospect is similar to your own private feelings about the product, it becomes difficult to handle the objection effectively. This is because your personal bias may prevent you from objectively addressing the objection and providing a convincing response. It can be challenging to separate your own emotions and opinions from the objective facts and benefits of the product, making it harder to overcome the objection and persuade the prospect.Rate this question:
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- 23.
A successful salesperson almost always engages in small talk during their pitch.
- A.
True
- B.
False
Correct Answer
A. TrueExplanation
Engaging in small talk during a sales pitch is beneficial for a salesperson because it helps build rapport and establish a personal connection with the potential customer. Small talk allows the salesperson to create a comfortable and friendly atmosphere, making the customer more receptive to the pitch. It also provides an opportunity to gather information about the customer's needs and preferences, enabling the salesperson to tailor their pitch accordingly. Overall, incorporating small talk into a sales pitch increases the chances of a successful outcome.Rate this question:
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- 24.
It is better to ask your prospects closed-ended questions (yes/no) rather than open-ended questions.
- A.
True
- B.
False
Correct Answer
B. FalseExplanation
Closed-ended questions, which can be answered with a simple "yes" or "no," may limit the amount of information obtained from prospects. Open-ended questions, on the other hand, encourage prospects to provide more detailed responses, allowing for a deeper understanding of their needs and preferences. Therefore, it is generally more effective to ask open-ended questions when engaging with prospects.Rate this question:
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- 25.
Your sales pitch will usually be better when it is ________
- A.
Planned and Rehearsed
- B.
Done on the Fly, Unplanned and Unrehearsed
Correct Answer
A. Planned and RehearsedExplanation
A planned and rehearsed sales pitch is more effective because it allows the salesperson to be well-prepared and organized. By planning the pitch in advance, the salesperson can carefully structure their message, highlight key points, and anticipate potential objections. Rehearsing the pitch helps the salesperson deliver it confidently and smoothly, ensuring that they convey their message effectively. On the other hand, doing a sales pitch on the fly, unplanned and unrehearsed, may lead to a disorganized and unconvincing presentation, causing the salesperson to miss important information or stumble over their words.Rate this question:
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- 26.
The best thing to do when your prospect objects to your proposal is:
- A.
Listen to what they are saying; they are telling you what assurance they need in order to buy
- B.
Don't get discouraged; give testimonials of other grateful customers that had the same initial concerns
- C.
Back off; Throw in the towel if the conversation isn't going anywhere
- D.
Keep your focus on the product; a good product with great customer benefits will be the persuasive factor
Correct Answer
A. Listen to what they are saying; they are telling you what assurance they need in order to buyExplanation
When a prospect objects to your proposal, it is important to listen to what they are saying. Their objections provide valuable information about the assurance they need in order to make a purchase. By actively listening and understanding their concerns, you can address their specific needs and provide the necessary reassurance. This approach demonstrates empathy and allows you to tailor your response to their objections, increasing the chances of closing the sale.Rate this question:
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- 27.
The focus in a good sales presentation should be on:
- A.
The reputation of the sales firm
- B.
The monetary savings the product will introduce
- C.
Discounts and special offers
- D.
The customer's needs
- E.
The quality of the product offered for sale
Correct Answer
D. The customer's needsExplanation
In a good sales presentation, the focus should be on the customer's needs. This means understanding the customer's pain points, desires, and goals, and tailoring the presentation to address those specific needs. By focusing on the customer, the salesperson can demonstrate how their product or service can solve the customer's problems or fulfill their desires, leading to a higher chance of making a sale. This customer-centric approach shows that the salesperson values the customer's interests and is committed to providing a solution that meets their needs.Rate this question:
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- 28.
The greatest promise of success in sales is offered by which personal quality:
- A.
Empathy
- B.
Resilience
- C.
Friendliness
- D.
Aggressiveness
- E.
Persistence
Correct Answer
A. EmpathyExplanation
Empathy is the personal quality that offers the greatest promise of success in sales. This is because empathy allows salespeople to understand and connect with their customers on a deeper level. By putting themselves in the customer's shoes and understanding their needs and emotions, salespeople can tailor their approach and offer solutions that truly resonate with the customer. This leads to stronger relationships, increased trust, and ultimately, higher sales success. Empathy helps salespeople build rapport, establish long-term relationships, and provide personalized solutions, making it a crucial quality for success in sales.Rate this question:
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- 29.
The most important communication skill for salespeople to develop is:
- A.
Speaking
- B.
Reading
- C.
Listening
- D.
Promoting
- E.
Promoting
Correct Answer
C. ListeningExplanation
Listening is the most important communication skill for salespeople to develop because it allows them to understand the needs and preferences of their customers. By actively listening, salespeople can gather valuable information, identify pain points, and tailor their sales pitch accordingly. Effective listening also helps build trust and rapport with customers, as they feel heard and understood. Additionally, listening enables salespeople to ask relevant questions and provide appropriate solutions, leading to successful sales outcomes.Rate this question:
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- 30.
To become more successful in the field of sales, one must begin to view the customer as:
- A.
Friend
- B.
Student
- C.
Partner
- D.
Benefactor
- E.
Adversary
Correct Answer
C. PartnerExplanation
In order to be successful in sales, it is important to view the customer as a partner. This means recognizing that both parties have shared goals and working together to achieve them. By seeing the customer as a partner, salespeople can build trust, establish strong relationships, and collaborate to find solutions that benefit both parties. This approach fosters a positive and mutually beneficial dynamic, leading to increased success in sales.Rate this question:
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Current Version
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Mar 20, 2023Quiz Edited by
ProProfs Editorial Team -
Aug 03, 2015Quiz Created by
Amit Kapoor
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