PRE-FINAL EXAM

PROFESSIONAL SALESMANSHIP

IDENTIFICATION: Identify the answer in the following statement, write your answer
before the number. 1 erasure only.
1. Most generic and is the one you'd use if you haven't been able to fit the prospect
to a more customized close. Assumptive Close
2. This is also known as, “Standing Room Only” close. Time-Limit Close
3. Sometimes known as closing on an objection. Trap Close
4. This method, the salesperson verbally sketches a need which is of specific
interest to the potential client. Need-satisfaction method
5. In this method, the salesperson converts the objection into a reason for buying.
Boomerang Method
6. This type of presentation can also include demographics, marketing analyses,
consumer characteristics studies and psychographics. In-depth presentation
7. This type of presentation and role requires the seller to be knowledgeable of the
client’s business products/services and target market. Consultative method
8. This is the most common objection of the prospect. Price
9. Something that takes time to shape, so if it is a problem for your potential client,
you need to be honest and consistent with them to overcome the objection. Trust
10. Also known as contradiction method. Direct Denial
11. This method is particularly useful to new and inexperienced salespeople who are
still developing a personal selling method. Canned Approach
12. This method is used if the objection is not serious and doesn’t need to be
recognized. Pass-up Method
13. This is applicable if the prospect is bombarded with a wide range of product
offerings. Minor point Close
14. Also known as yes-but technique. Indirect Denial
15. This can often be a positive outcome, assuming the client is truly consulting with
others and not just using it as an excuse. External Output

TRUE OR FALSE: Write TRUE if the statement is incorrect and write FALSE if the
statement is correct. No ERASURE

1. AIDA is an acronym that stands for Attention, Interest, Desire, and Accelerate. T
2. Desire is like a fire. F
3. The quality of your speech presentation will often determine whether a prospect
buys from you or one of your competitors. T
4. In a presentation to a prospective client, remember to discuss the features of
your products, not the benefits. T
5. A common mistake made when people talk about a product with which they are
very familiar is to speak in a monotone voice. F
6. A product action is one of your best sales tools if you have a high-quality product.
T
7. There is no perfect product. All products have limitations. F
8. The question form of answering the objection is used to narrow down and clarify
the prospects unclear objection. F
 9. Never discuss an excuse can also lessen the chances of an argument occurring.
T
10. Go back into the sale at the point which you left it or attempt to close if
applicable. F
11. Sometimes, a prospect will say “no” automatically without really considering their
response. F
12. Most sales objections are caused by a lack of understanding, F
13. One common cause of closing fear is a perception matter. F
14. Closing is a process not an event. F
15. People love to buy and love to feel sold. T
16. Closing is a series of incrementally committal questions. F
17. Closing is a informality. T
18. Closing is about collection. T
19. A satisfied and happy customer conveys more individuals and eventually more
revenues for the organization for long time. F
20. After sales service plays unimportant role in customer satisfaction and customer
retention. T

ENUMERATION: Enumerate the following information need below.

1. Give the Purpose and Benefit of the Product Demonstration. (Stimulates interest,
convey ownership, provides proof, combats concern
2. Methods of Handling Sales Objection
3. Reasons why salespeople are afraid to close the sale and how to overcome it.
(Poor perception, making a mistake, rejection,)
4. After sales service techniques. (say thank you, check in, keep lines of
communication open, birthday email or gift, holiday documents,)