Technical Test for

Government Sales Account Manager

Full Name: Duration: 1 Hour

ID:

MCQ (14 PTs)

1. Penetrate new account on the basis of past records is a method of

a) Value analysis

b) Sales forecasting

c) Standard appraisal

d) MBO

2. Which of the following is NOT part of the sales process?

a) The pre-approach

b) Planning the sales presentation

c) Prospecting

d) Evaluating sales effectiveness

3. You are in the process of trying to obtain new order from your customer. Which of the following
direct questions is the best one to ask?

a) What is your budget?

b) What is it you don’t like about our competitor?

c) Are you strong player in your market?

d) How many employees do you have?

4. During a sales discussion with your customer, his or her questions are important because?

a) They prevent you from having to do a full sales pitch

b) You don’t have to talk too much yourself

c) They help you to understand your customer’s needs

d) It makes your customer feel in control.

5. If you were visiting a customer, which of the following arguments would most likely convince
your customer to buy your product?

a) We are the best.

b) Our technology is innovative.

c) This solution meets your requirements.

d) I’m sure we are the cheapest.

6. What should you do when a customer wants a discount?

a) Ask him how much discount he wants to close the deal.

b) Ask him what he will give you in return

c) Refuse politely-Your offering is already good value for money.

d) Start by giving him 5 percent.

7. In a sales call, there are many types of closing techniques. Which one of the following
techniques do you think is the most appropriate?

a) Place the order form in front of customer and ask him to sign.

b) Tell the customer you will give him a couple of days to decide.

c) Ask customer to compare your prices with your competitors before deciding.

d) Let the customer say when he wants to the product or solution delivered.
8. What is the main purpose of summarizing the conversation with the client at the end of a
meeting?

a) It buys you extra time to decide how to close the sale.

b) It gives the client an opportunity to change their mind about buying from you, so it should only
be done if absolutely necessary.

c) It makes the client feel that they are important and guarantees that they will buy what you are
selling.

d) It makes the client feel that they are being listened to and the solution provided is customized
for them.

9. Company can create successful new products by?

a) Understanding consumers, markets & products

b) Developing products that deliver superior value to consumers

c) Developing a grat advertising campaign

d) Both a & b

10. ………. Reflects the sum of the perceived tangible & intangible benefits & costs to customers.

a) Customer satisfaction

b) Customer value

c) Customer delight

d) None of the above

11. ……….. Emphasizes on the product & ………… emphasizes on the customers need & wants.

a) Selling, marketing

b) Marketing, selling

c) Consumer customer

d) Marketing, customer

12. Which of the following are the people who purchase new products almost as soon as the
products reach the market?

a) Early majority

b) Innovators

c) Late adopters

d) Late majority

13. Which of following is best strategy for effectively planning out your time?

a) Prioritize all your tasks

b) Ignore all the unexpected work

c) Delay any unnecessary work

d) All of the above

14. You are in a meeting when a colleague takes credit for work that you have done.What do you
do?

a) Immediately and publicly confront the colleague over the ownership of your work.

b) After the meeting, take the colleague aside and tell her that you would appreciate in the future that
she credits you when speaking about your work.

c) Nothing, it’s not a good idea to embarrass colleagues in public.

d) After the colleague speaks, publicly thank her for referencing your work and give the group more
specific detail about what you were trying to accomplish

Insert “T” for true or “F” for false (6 PTs)

1. the most productive salespeople are great presenters and usually do the majority of the talking.

2. In sales presentations, it is usually better to ask more open-ended questions.

3. Top salespeople usually uncover the prospect’s needs before mentioning a specific product or
service.

4. In the majority of all sales calls made by salespeople, a planned methodical approach is used.

5. In most sales calls, the salesperson will ask for the order.

6. It is generally about three times easier to sell to a present customer than it is to create a new
customer.

Technical Questions: (15 PTs)

1- Difference between ADSL & SDSL

a)

b)

c)

d)

e)
2- Why should customer prefer to get his service over hosted privet cloud service rather than
colocation?

…………………………………………………………………………………………………………………………………………………………………

3- Explain in brief the following

a) Dedicated hosted call center and why it is preferable

b) VPN service and its advantage and when the customer should request this service.
‫)‪Essay Question :(5PTs‬‬

‫فيما ال يزيد عن سطرين وجه خطاب الي وزارة التربية و التعليم لتاجيل استالم العروض مضيفا السبب‬

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