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Basic Outbound Sales MCQ

1. An inbound sales strategy focuses on identifying people who _________.

Might already be interested

Work at major corporations

Have a budget, the right authority, a need, and a timeline

Are already familiar with your product or service

Answer

Correct Answer: Might already be interested

Note: This Question is unanswered, help us to find answer for this one

2. What are the radical qualities which a teleselling agent needs to have to perform well?

Proficiency in the spoken language

Ability to connect with the prospect

Confidence in his product

All of the above

None of the above

Answer

Correct Answer: All of the above

Note: This Question is unanswered, help us to find answer for this one

3. What is Average Wait Time in an outbound telecalling process?

The time taken to make a sale

The time taken by a telecalling executive to log into the computer

The time between two outbound calls

None of the above

Answer

Correct Answer: The time between two outbound calls

Note: This Question is unanswered, help us to find answer for this one

4. What is an IVR?

Instant Voice Recorder

Interactive Voice Response

International Voice Recorder

International Voice Rights

Answer

Correct Answer: Interactive Voice Response

Note: This Question is unanswered, help us to find answer for this one

5. While commencing on a sales campaign, the telecalling representative has been asked to divulge only the USP of the product his company is promoting. What would be the focus of his conversation with the prospective client?

The best features of the product

The sales figures of the product

The competition's strategy to reiterate the immense popularity of this company's product

The most valuable and unique advantage of the product

Answer

Correct Answer: The most valuable and unique advantage of the product

Note: This Question is unanswered, help us to find answer for this one

6. What are the recommended attitudes that a telemarketing executive should employ to improve cold call prospecting?

Researching what is the best time to call a prospect

Making the voice message catchy so that the secretary passes it on to the prospect

Being pushy about closing a sale

Trying to find out the prospective customer's personal details

Answer

Correct Answer: Researching what is the best time to call a prospect
Making the voice message catchy so that the secretary passes it on to the prospect

Note: This question has more than 1 correct answers

Note: This Question is unanswered, help us to find answer for this one

7. If your prospective customer is already using a similar product as the one you are trying to sell but of a different make/company, what would you do?

Try and inquire about the nature of services of the product used by the customer

Compare your product with the one used by the customer

Criticize the other product

None of the above

Answer

Correct Answer: Compare your product with the one used by the customer

Note: This Question is unanswered, help us to find answer for this one

8. You are a telecalling executive. When you ask for the prospective customer on the phone, the assistant answers the call. Which of the following sentences would be more appropriate in this scenario?

Hello, could you please connect me to Mr. Bush?

Get me Mr. Bush please.

Get me Mr.Bush.

Hi, I was wondering if I could please speak to Mr. Bush.

Answer

Correct Answer: Hello, could you please connect me to Mr. Bush?
Hi, I was wondering if I could please speak to Mr. Bush.

Note: This question has more than 1 correct answers

Note: This Question is unanswered, help us to find answer for this one

9. What does the term 'gatekeeper' mean in a sales scenario?

An Individual blocking the physical entry to a building

An Individual who opens the door for prospective customers

An Individual acting as a call screener

A tool used for blocking spam mails

Answer

Correct Answer: An Individual acting as a call screener

Note: This Question is unanswered, help us to find answer for this one

10. How can a telecalling executive get off to a successful start when opening a call?

By focusing on the purpose of the call

By asking personal questions

By creating a weak opener

By setting a goal for each call before commencing it

Answer

Correct Answer: By focusing on the purpose of the call
By setting a goal for each call before commencing it

Note: This question has more than 1 correct answers

Note: This Question is unanswered, help us to find answer for this one

11. Which of the following functions does a gatekeeper perform?

He lets the sales person contact the decision maker.

He deliberately keeps the sales person from getting to the decision maker of the company.

He schedules the appointments of the decision maker.

He holds the key to all sensitive information of the sales department.

Answer

Correct Answer: He deliberately keeps the sales person from getting to the decision maker of the company.

Note: This Question is unanswered, help us to find answer for this one

12. What are the necessary attitudes to be kept in mind while closing a sale?

Not reacting emotionally to objections

Getting distracted by the customers' objections

Keeping the call focused

Pushing the product or service

Answer

Correct Answer: Not reacting emotionally to objections
Keeping the call focused

Note: This question has more than 1 correct answers

Note: This Question is unanswered, help us to find answer for this one

13. What is the definition of the AIDA model?

Attract the prospect, create interest, develop a relationship, set an action from the prospect

Attract the caller, develop an alliance, set an action by the caller

None of the above

Answer

Correct Answer: Attract the prospect, create interest, develop a relationship, set an action from the prospect

Note: This Question is unanswered, help us to find answer for this one

14. Which of the following opinions regarding grammar and usage is true while making calls?

It is not necessary to use proper grammar and usage so long as the customer is getting what is being said.

Proper grammar and usage is required only with sophisticated customers.

Grammar and usage should be correct no matter who the customer is.

Some prospects do not use proper grammar and usage, so it is alright to mirror the prospect's way of talking.

Answer

Correct Answer: Grammar and usage should be correct no matter who the customer is.

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15. If a TCR receives a buying signal from his prospective client, what does it imply?

A comment from the client that indicates that he is contemplating, to whatever extent, on buying the product

A formal agreement by the client stating that he'll buy the product, which could be either through phone, fax or E-mail

The client has asked for the company to contact him about a particular product or service.

None of the above

Answer

Correct Answer: A comment from the client that indicates that he is contemplating, to whatever extent, on buying the product

Note: This Question is unanswered, help us to find answer for this one

16. In order to build a rapport with a customer, which of the following tactics would you, as a teleselling executive, use?

Feel excited about the customer's date of birth and say it is similar to that of your brother/ friend

Appreciate the name of the customer and say you have a friend with that name

Relate yourself to the city which he belongs to

All of the above

None of the above

Answer

Correct Answer: All of the above

Note: This Question is unanswered, help us to find answer for this one

17. What are the two important means of verification of the contractual part of a sale?

Verification script read out by human voice with mandatory customer approvals

Recorded script generated through an IVR

Visiting the customer and making him sign the contract

All of the above

Answer

Correct Answer: Verification script read out by human voice with mandatory customer approvals
Recorded script generated through an IVR

Note: This question has more than 1 correct answers

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18. Who is the decision maker in an outbound sales process?

The person who makes the final purchasing decision

The person who makes all the decisions about the products to be sold

The person whose daily work is affected by the seller's products and services

All of the above

Answer

Correct Answer: The person who makes the final purchasing decision

Note: This Question is unanswered, help us to find answer for this one

19. A telemarketing executive, Charles, wants to sell a product from Nokia. Which of the following are the correct ways to open the call?

"Hi, this is Charles calling from Nokia. Am I speaking to Mr. (customer's name)?"

"Hello, Mr.(customer's name), this is Charles from Nokia"

"Myself Charles from Nokia"

"Charles this side from Nokia, can I talk to Mr.(customer's name)?"

Answer

Correct Answer: "Hi, this is Charles calling from Nokia. Am I speaking to Mr. (customer's name)?"
"Hello, Mr.(customer's name), this is Charles from Nokia"

Note: This question has more than 1 correct answers

Note: This Question is unanswered, help us to find answer for this one

20.
Which of the following steps is immediately followed after the opening of the call and identification of the prospective customer?

Probing

Stating the objective of the call

Pushing for the sale

Getting a commitment from the prospect

Answer

Correct Answer: Stating the objective of the call

Note: This Question is unanswered, help us to find answer for this one

21.
Read the following statements:

i.Mail me something/Can I get this in writing?
ii.I have to check with my spouse, can I call you back?
iii.Is this timeshare?
iv.Why do I have to give my credit card?
v.I need to think about it.
vi.My credit card is over the limit.

How are these statements by the prospect in sales terminology described as?

Acceptances

Rebuttals

Agreements

Discredits

Answer

Correct Answer: Rebuttals

Note: This Question is unanswered, help us to find answer for this one

22. Suppose you are a TME and you get an underage listener on the line. How will you proceed with the conversation?

Try and inquire about the whereabouts of the target customer

Try and inquire at what time the prospective customer would be available

Try and query about the personal details of the customer

Try and upsell a cheap product to the underage listener

Answer

Correct Answer: Try and inquire about the whereabouts of the target customer
Try and inquire at what time the prospective customer would be available

Note: This question has more than 1 correct answers

Note: This Question is unanswered, help us to find answer for this one

23.
Read the following script:
Telecalling Agent: I'm Alice from ABC Company, and I need to find out if you have a need for my product.
Prospect: No.
Telecalling Agent: Maybe in the future?
Prospect: Yes, possibly.
Telecalling Agent:Then, may I check back with you on (specific date)?
If the prospect says no, what should be the appropriate response of the agent?

OK, thank you for taking my call.

But you have to listen to me.

Hoping you'll have a need for it in the future, thank you.

Do you know anybody who might have a need for it at this time?

Answer

Correct Answer: Do you know anybody who might have a need for it at this time?

Note: This Question is unanswered, help us to find answer for this one

24. How will you, as a telecalling executive, convince a customer who is refusing to divulge personal information like social security number or banking information to do so?

By telling him that your company does not sell anything without this information

By assuring the customer that the sensitive information desired is necessary and will only be used for transactions and for defining the credentials of the customer

By trying and confusing the customer to give out details

By forcing the customer through assertive means to give out the information

Answer

Correct Answer: By assuring the customer that the sensitive information desired is necessary and will only be used for transactions and for defining the credentials of the customer

Note: This Question is unanswered, help us to find answer for this one

25. If a customer demands that he should never be contacted again for the sale of the product in question, his name should be listed on the:

Not interested customers list

Do not call list

Boycotted customers list

Negative customers list

Answer

Correct Answer: Do not call list

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26. What is the best time to call a working couple for making an outbound sales proposal?

Lunch hour

Dinner time

Working hours

Off days

Answer

Correct Answer: Dinner time
Off days

Note: This question has more than 1 correct answers

Note: This Question is unanswered, help us to find answer for this one

27. Which of the following are important ways to contact the decision maker in an outbound sales scenario?

Cold Calling

Product promotion campaigns

Written correspondence

A strategy combining cold calling and written correspondence

Answer

Correct Answer: A strategy combining cold calling and written correspondence

Note: This Question is unanswered, help us to find answer for this one

28. Which of the following statements would be appropriate for establishing the need for a particular product (e.g. a credit card) during an outbound sales pitch?

How many times have you realized that you are not able to buy your son the latest version of computer he has desired?

Have you realized that of late, you might have compromised on your essential needs and that of your family?

Have the sighting of valuable products in show windows made you feel helpless because of no/low cash in your pocket?

All of the above

Answer

Correct Answer: All of the above

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29. What does EST mean in outbound sales?

Eastern Standard Type

Eastern Standard Technology

Efficient Sales Team

Eastern Standard Time

Answer

Correct Answer: Eastern Standard Time

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30. Suppose you are a TME for a telecom company and you call a prospective customer to sell your company's product. However, during the conversation, you realize that the customer is not interested as he clearly says "I don't need one". What will be your next statement?

Mobile phones give you the freedom which you might be looking for.

Try and buy our product, it's one of the best in the market.

Are you using a mobile phone currently and to which telecom operator do you subscribe to?

We have some special offers for you, please listen to me.

Answer

Correct Answer: Are you using a mobile phone currently and to which telecom operator do you subscribe to?

Note: This Question is unanswered, help us to find answer for this one

31. What is the main aim of a sales executive in an outbound sales process?

To tell the prospective customer about the features of his company's product

To get the prospective customer to buy his product or solution

To force the prospective buyer to understand the benefits of buying the service he's trying to sell

All of the above

Answer

Correct Answer: To get the prospective customer to buy his product or solution

Note: This Question is unanswered, help us to find answer for this one

32. Which of the following are some of the effective skills that an agent should possess in order to achieve the target?

Making only a few calls over a long period of time

Being confident while making a call

Ability to increase the number of contacts

Ability to take the cold sweat out of cold calling

Answer

Correct Answer: Being confident while making a call
Ability to take the cold sweat out of cold calling

Note: This question has more than 1 correct answers

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33. What does sign-posting mean in an outbound sales scenario?

The practice of letting the customer know what format the sales conversation is going to take before starting the sales talk

The practice of letting the customers know about the benefits and unique features of the product that the telecalling executive aims at selling

The practice of building a rapport with the potential customer before commencing with the sales talk

The practice of erecting signposts to advertise the product to increase sales

Answer

Correct Answer: The practice of letting the customer know what format the sales conversation is going to take before starting the sales talk

Note: This Question is unanswered, help us to find answer for this one

34. Which part of an outbound sales script needs to be recorded?

Fronter Script

Verification Script

Closure Script

Whole Script

Answer

Correct Answer: Verification Script

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35. What are the radical qualities which a teleselling agent needs to have to perform

Proficiency in the spoken language

Ability to connect with the prospect

Confidence in his product

All of the above

None of the above

Answer

Correct Answer: All of the above

Note: This Question is unanswered, help us to find answer for this one

36. A buyer that likes to focus on the big picture over details has what type of buyer personality?

Controller

Decision-Maker

Expressive

Analytical

Answer

Correct Answer: Expressive

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37. What are three phases of the product cycle?

Call, sell, buy

Sell, sell, sell

Prospect, call, sale

Growth, maturity, decline

Answer

Correct Answer: Growth, maturity, decline

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38. Solution selling is a form of _______ selling.

holistic

direct

adaptive

reactive

Answer

Correct Answer: adaptive

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39. Are oral agreements legally binding?

Yes

Sometimes

Answer

Correct Answer: Sometimes

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40. True or false? A sale contract is only official when it is written in document form.

False

True

Answer

Correct Answer: False

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41. Who enforces the National Do Not Call Registry?

Individual States

Federal Trade Commission

IRS

FCC

Answer

Correct Answer: Federal Trade Commission

Note: This Question is unanswered, help us to find answer for this one

42. Which of the following is not an example of Outbound Selling?

Cold Calling

Blogging

Direct Mail

Trade Show Sponsorship

Answer

Correct Answer: Blogging

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43. What is the definition of "the Recency Effect"?

As time passes, people tend to become annoyed with your followups

As time passes, people tend to rethink their purchase decision with doubts

As time passes, people tend to recall the last thing they’ve seen/read

As time passes, people tend to have more questions about the product

Answer

Correct Answer: As time passes, people tend to recall the last thing they’ve seen/read

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44. What is the main benefit of qualifying questions during the sales process?

(none of these)

Discover competing products in the market

Discover the customer's pain points

Discover how the customer plans to spend his budget

Answer

Correct Answer: Discover the customer's pain points

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45. What is a common cause of a "sales trap"?

Mismatched Marketing and Sales alignment

Overselling inventory

Sales overload

Understaffed sales team

Answer

Correct Answer: Mismatched Marketing and Sales alignment

Note: This Question is unanswered, help us to find answer for this one

46. ______ is the process of acquiring information to ensure that clients will benefit from a product.

Correlating

Prospecting

None of these

Pre-Purchase

Answer

Correct Answer: Prospecting

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47. The more often you call a client, eventually the incremental value is worth less than the costs of making the calls. This is an example of ________ .

The Sales Trap

Down selling

Purchasing Power

The Law of Diminishing Returns

Answer

Correct Answer: The Law of Diminishing Returns

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48. What does the 80-20 rule indicate?

That salesperson should spend 20% of his time with 80% of the most qualified prospects

That a salesperson should convert 80% of their prospective sales

That a salesperson should convert 20% of their prospective sales

That salesperson should spend 80% of his time with 20% of the most qualified prospects

Answer

Correct Answer: That salesperson should spend 80% of his time with 20% of the most qualified prospects

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49. What is a commission?

A sales representative that is hired on a contract basis

An active marketing campaign

A percentage of a sale that goes to the sales representative

A closed deal

Answer

Correct Answer: A percentage of a sale that goes to the sales representative

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50. In the customer problem identification process, what is the next best step once a pain point is revealed?

None of these

Immediately pitch your services

Find other customers with the same pain

Quantify the pain

Answer

Correct Answer: Quantify the pain

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51. _____ a lead is the process of making sure a lead is a viable candidate.

Prospecting

Exploring

Examining

Qualifying

Answer

Correct Answer: Qualifying

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52. Which of the following communication skills is, in general, the most important for sales people to develop?

Listening

Persuading

Presenting

Promoting

Answer

Correct Answer: Listening

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53. Generally, you can think of _ as the strategy and as the execution.

sales; marketing

marketing; sales

email: phone

business development; sales

Answer

Correct Answer: marketing; sales

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54. _______ selling is a methodology that focuses on solving a customer's pains or needs.

Direct

Solution

Simple

Holistic

Answer

Correct Answer: Solution

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55. When qualifying a prospect, what are the most effective types of questions to ask?

Probing only

Open-ended and probing

Yes or No only

Open-ended only

Answer

Correct Answer: Open-ended and probing

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56. The process of helping a customer reach their strategic goals is what type of selling?

Personal

Consultative

Direct

Cold

Answer

Correct Answer: Consultative

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57. True or false? There is no need for the marketing and the sales department to communicate.

True

False

Answer

Correct Answer: False

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58. When qualifying your prospect, how can you test to determine how engaged he/she is with you?

Create a mutually agreed followup action plan

Agreeing to a purchase or billable event

Giving you the contact info of the decision maker

(All of these)

Answer

Correct Answer: (All of these)

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59. When first engaging with a prospect, it is best to use _______ questions.

open-ended

financial

close-ended

simple

Answer

Correct Answer: open-ended

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60. To build a sustainable business, which of the following should a salesperson invest the most efforts in?

Getting the customer to sign a contract

Establishing a long-term relationship with the customer

Email Marketing

Pitching customers the product's features

Answer

Correct Answer: Establishing a long-term relationship with the customer

Note: This Question is unanswered, help us to find answer for this one

61. Which of the following is MOST effective for a buyer with an analytical personality type?

Quick deadlines

Detailed explanations

Recognition and Praise

Conflict Avoidance

Answer

Correct Answer: Detailed explanations

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62. True or false? You should never follow up a cold email with a phone call.

True

False

Answer

Correct Answer: False

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63. The first step of sales is to __________.

understand customer needs

to negotiate prices with the customer

to pitch the customer

present the customer with the product

Answer

Correct Answer: understand customer needs

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64. What is the best time to call the customer’s home?

Call them according to your time zone.

You can call them anytime you want as you need to complete your job.

Do not call a customer's home before 8:00 AM or after 9:00 PM, unless they've given you permission to do so.

You can start calling at 6:00 AM the soonest and 11:00 PM the latest.

Answer

Correct Answer: Do not call a customer's home before 8:00 AM or after 9:00 PM, unless they've given you permission to do so.

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65. An acceptable closing outcome from a customer meeting can be another meeting?

True

False

Answer

Correct Answer: True

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66. What do you call the pre-sales activity of identifying potential customers and their willingness to pay?

Prospecting

Project Review

Margin Calculation

Pareto Analysis

Answer

Correct Answer: Prospecting

Note: This Question is unanswered, help us to find answer for this one

67. The process of calling potential clients without an introduction is called _________.

cold calling

guerilla calling

blank calling

ambush calling

Answer

Correct Answer: cold calling

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68. True or false? When making a sales call you should always do most of the talking.

True

False

Answer

Correct Answer: False

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69. Telling a customer that prices will increase in the coming week is a __________.

deal close

direct close

time-driven close

qualifying close

Answer

Correct Answer: time-driven close

Note: This Question is unanswered, help us to find answer for this one

70. Providing the best possible customer service and building customer loyalty are traits of what type of selling?

Team

Direct

Solution

Relationship

Answer

Correct Answer: Relationship

Note: This Question is unanswered, help us to find answer for this one

71. When making phone calls you should:

Identify yourself.

All of these

Ask to speak with the department that can help you.

Identify the purpose of your call.

Answer

Correct Answer: All of these

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72. What is the key point to emphasize when recommending a product to a prospect?

How much the prospect will pay for the product

How advanced the technology is behind the product

How many in his/her network would be interested

How the product solves his/her pain points

Answer

Correct Answer: How the product solves his/her pain points

Note: This Question is unanswered, help us to find answer for this one

73. What is the definition of "Primacy Effect"?

People tend to avoid sales pitches and advertisements

People tend to make their purchase decisions on impulse

People tend to ask many questions during sales pitches

People tend to remember the first things they hear/read

Answer

Correct Answer: People tend to remember the first things they hear/read

Note: This Question is unanswered, help us to find answer for this one

74. What does CRM stand for?

Customer Relationship Management

Common Response Match

Cost Reduction Management

Core Rival Market

Answer

Correct Answer: Customer Relationship Management

Note: This Question is unanswered, help us to find answer for this one

Outbound Sales MCQs | Topic-wise

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General Outbound Sales MCQs

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Basic Outbound Sales MCQ

1. An inbound sales strategy focuses on identifying people who _________.

2. What are the radical qualities which a teleselling agent needs to have to perform well?

3. What is Average Wait Time in an outbound telecalling process?

4. What is an IVR?

5. While commencing on a sales campaign, the telecalling representative has been asked to divulge only the USP of the product his company is promoting. What would be the focus of his conversation with the prospective client?

6. What are the recommended attitudes that a telemarketing executive should employ to improve cold call prospecting?

7. If your prospective customer is already using a similar product as the one you are trying to sell but of a different make/company, what would you do?

8. You are a telecalling executive. When you ask for the prospective customer on the phone, the assistant answers the call. Which of the following sentences would be more appropriate in this scenario?

9. What does the term 'gatekeeper' mean in a sales scenario?

10. How can a telecalling executive get off to a successful start when opening a call?

11. Which of the following functions does a gatekeeper perform?

12. What are the necessary attitudes to be kept in mind while closing a sale?

13. What is the definition of the AIDA model?

14. Which of the following opinions regarding grammar and usage is true while making calls?

15. If a TCR receives a buying signal from his prospective client, what does it imply?

16. In order to build a rapport with a customer, which of the following tactics would you, as a teleselling executive, use?

17. What are the two important means of verification of the contractual part of a sale?

18. Who is the decision maker in an outbound sales process?

19. A telemarketing executive, Charles, wants to sell a product from Nokia. Which of the following are the correct ways to open the call?

20. Which of the following steps is immediately followed after the opening of the call and identification of the prospective customer?

22. Suppose you are a TME and you get an underage listener on the line. How will you proceed with the conversation?

24. How will you, as a telecalling executive, convince a customer who is refusing to divulge personal information like social security number or banking information to do so?

25. If a customer demands that he should never be contacted again for the sale of the product in question, his name should be listed on the:

26. What is the best time to call a working couple for making an outbound sales proposal?

27. Which of the following are important ways to contact the decision maker in an outbound sales scenario?

28. Which of the following statements would be appropriate for establishing the need for a particular product (e.g. a credit card) during an outbound sales pitch?

29. What does EST mean in outbound sales?

30. Suppose you are a TME for a telecom company and you call a prospective customer to sell your company's product. However, during the conversation, you realize that the customer is not interested as he clearly says "I don't need one". What will be your next statement?

31. What is the main aim of a sales executive in an outbound sales process?

32. Which of the following are some of the effective skills that an agent should possess in order to achieve the target?

33. What does sign-posting mean in an outbound sales scenario?

34. Which part of an outbound sales script needs to be recorded?

35. What are the radical qualities which a teleselling agent needs to have to perform

36. A buyer that likes to focus on the big picture over details has what type of buyer personality?

37. What are three phases of the product cycle?

38. Solution selling is a form of _______ selling.

39. Are oral agreements legally binding?

40. True or false? A sale contract is only official when it is written in document form.

41. Who enforces the National Do Not Call Registry?

42. Which of the following is not an example of Outbound Selling?

43. What is the definition of "the Recency Effect"?

44. What is the main benefit of qualifying questions during the sales process?

45. What is a common cause of a "sales trap"?

46. ______ is the process of acquiring information to ensure that clients will benefit from a product.

47. The more often you call a client, eventually the incremental value is worth less than the costs of making the calls. This is an example of ________ .

48. What does the 80-20 rule indicate?

49. What is a commission?

50. In the customer problem identification process, what is the next best step once a pain point is revealed?

51. _____ a lead is the process of making sure a lead is a viable candidate.

52. Which of the following communication skills is, in general, the most important for sales people to develop?

53. Generally, you can think of _______ as the strategy and ______ as the execution.

54. _______ selling is a methodology that focuses on solving a customer's pains or needs.

55. When qualifying a prospect, what are the most effective types of questions to ask?

56. The process of helping a customer reach their strategic goals is what type of selling?

57. True or false? There is no need for the marketing and the sales department to communicate.

58. When qualifying your prospect, how can you test to determine how engaged he/she is with you?

59. When first engaging with a prospect, it is best to use _______ questions.

60. To build a sustainable business, which of the following should a salesperson invest the most efforts in?

61. Which of the following is MOST effective for a buyer with an analytical personality type?

62. True or false? You should never follow up a cold email with a phone call.

63. The first step of sales is to __________.

64. What is the best time to call the customer’s home?

65. An acceptable closing outcome from a customer meeting can be another meeting?

66. What do you call the pre-sales activity of identifying potential customers and their willingness to pay?

67. The process of calling potential clients without an introduction is called _________.

68. True or false? When making a sales call you should always do most of the talking.

69. Telling a customer that prices will increase in the coming week is a __________.

70. Providing the best possible customer service and building customer loyalty are traits of what type of selling?

71. When making phone calls you should:

72. What is the key point to emphasize when recommending a product to a prospect?

73. What is the definition of "Primacy Effect"?

74. What does CRM stand for?

20.
Which of the following steps is immediately followed after the opening of the call and identification of the prospective customer?

53. Generally, you can think of _ as the strategy and as the execution.