1. If your customer asks you a question about the product and you don't know how to answer, you will ( ) (1) Answer with what you think is correct, using an "appear to understand" tone. (2) Admit your lack of knowledge and then go find the correct answer. (3) Promise to refer the question to the business manager. (4) Give him a good-sounding answer.
  2. When the customer is discussing and it's obvious that what he says is wrong, you will ( ) (1) Interrupt him and correct him. (2) Listen and then change the subject. (3) Listen and point out his mistakes. (4) Use questioning to make him realize the mistake himself.
  3. If you feel a bit discouraged, you should ( ) (1) Take a day off and not think about work. (2) Force yourself to work harder. (3) Reduce the number of visits. (4) Ask the business manager to go out with you.
  4. When you visit a customer who often gives you the cold shoulder, you should ( ) (1) Not visit frequently. (2) Not visit him at all. (3) Visit frequently and try to build a friendly relationship. (4) Ask the business manager to send someone else.
  5. When the other party says, "Your price is too high," you should ( ) (1) Agree with him and then change the subject. (2) First thank him for his opinion, then point out that you get what you pay for. (3) Ignore the customer's comment. (4) Present your strong rebuttal.
  6. After you answer the customer's objection, you should ( ) (1) Stay silent and wait for the customer to speak. (2) Change the subject and continue selling. (3) Continue to provide evidence to support your point. (4) Try to close the deal.
  7. When you enter the customer's office and he is reading, and he tells you he can listen while reading, you should ( ) (1) Start your sales presentation. (2) Tell him you can wait until he finishes reading. (3) Ask for a more suitable time to visit again. (4) Ask him to give you his full attention.
  8. When you are on the phone to schedule a visit with a client, and the switchboard operator transfers you to his secretary, and the secretary asks what you want, you should ( ) (1) Tell her you wish to discuss business with him. (2) Tell her it's a private matter. (3) Explain that your visit will bring him great benefits. (4) Tell her you wish to discuss your product with him.
  9. Facing an aggressive customer, you should ( ) (1) Be polite. (2) Be overly polite. (3) Prove him wrong. (4) Flatter him.
  10. Dealing with a pessimistic customer, you should ( ) (1) Say something optimistic. (2) Laugh off his pessimism. (3) Agree with him and then change the subject. (4) Cite facts and point out that your argument is perfect.
  11. When presenting printed visual aids, you should ( ) (1) Hand the aid to the customer and explain the sales points while he reads. (2) First sell the visual aid, then read the key points to him. (3) Leave the aid with him for him to read after the visit. (4) Promise to post some printed materials for him.
  12. When the customer tells you he is considering a competitor's product and asks for your opinion, you should ( ) (1) Point out the competitor's product's weaknesses. (2) Describe the competitor's product's features. (3) Acknowledge the other product and then continue selling your own. (4) Divert his attention.
  13. When the customer shows buying signals like "When can you deliver?", you should ( ) (1) Explain the delivery time and then continue selling your product's features. (2) Tell him the delivery time and ask for the order. (3) Tell him the delivery time and try to close. (4) Tell him the delivery time and wait for the customer's next step.
  14. When the customer has a complaint, you should ( ) (1) Interrupt him and point out his mistakes. (2) Listen carefully even if you think your company is wrong, but you have a responsibility to deny it. (3) Agree with him and blame your business manager. (4) Listen carefully to judge if the complaint is valid, and promise to correct it promptly if so.
  15. If the customer asks for a discount, you should ( ) (1) Promise to ask the business manager when you return. (2) Tell him there are no discounts. (3) Explain the company's discount policy, then enthusiastically sell the product's features. (4) Ignore the request.
  16. When the customer says, "A friend of mine is very dissatisfied with your product," you should ( ) (1) Tell him that user is just saying that to discourage him from buying. (2) Tell him that user has a poor relationship with our company. (3) Ask in detail what he is dissatisfied with and address it specifically. (4) Tell him that perhaps the company's training or the user's operation wasn't coordinated well.
  17. After obtaining the order, you should ( ) (1) Thank him and leave. (2) Chat briefly about his hobbies. (3) Thank him and congratulate him on his decision, briefly re-emphasizing the product's features. (4) Invite him for a drink nearby.
  18. When starting a sales presentation, you should ( ) (1) Try to discover the other party's hobbies and exchange opinions. (2) Talk about the weather. (3) Talk about this morning's news. (4) Quickly talk about the reason for your visit and the benefits he can gain.
  19. In which of the following situations is a salesperson making the best use of time? ( ) (1) Updating customer information. (2) When face-to-face with the customer. (3) Discussing better sales methods in sales meetings. (4) When discussing with fellow salespeople.
  20. When your customer is interrupted by a third party, you should ( ) (1) Continue selling and ignore it. (2) Stop selling and wait for a favorable moment. (3) Suggest he come back at another time. (4) Invite the customer for a cup of coffee. Question | Score for (1) | Score for (2) | Score for (3) | Score for (4) 1 | 2 | 5 | 3 | 1 2 | 1 | 3 | 1 | 5 3 | 1 | 5 | 1 | 3 4 | 1 | 1 | 5 | 3 5 | 1 | 5 | 3 | 2 6 | 2 | 1 | 2 | 5 7 | 1 | 5 | 3 | 2 8 | 1 | 1 | 5 | 2 9 | 5 | 1 | 1 | 1 10 | 3 | 2 | 1 | 5 11 | 1 | 5 | 1 | 1 12 | 1 | 3 | 5 | 1 13 | 1 | 3 | 5 | 1 14 | 1 | 2 | 1 | 5 15 | 2 | 3 | 5 | 1 16 | 1 | 1 | 5 | 2 17 | 3 | 1 | 5 | 1 18 | 3 | 1 | 1 | 5 19 | 3 | 5 | 2 | 1 20 | 1 | 2 | 5 | 3 -END- Content Selection Click on the title below to read directly: [Line Sales Representative Practical Operation Guide (with full PPT download attached)]