CSA Sales Techniques and Strategies 3

Question 1

What is the primary goal of the 'trial close' in a sales conversation?

Accepted Answer

To gauge the customer's readiness to buy without demanding a decision

Answer

A trial close tests the customer's buying temperature using soft questions like 'How does that sound so far?' without pressuring them.

Question 2

A customer who repeatedly buys from you and refers others is best described as a:

Accepted Answer

Loyal advocate

Answer

A loyal advocate not only makes repeat purchases but actively promotes the brand through referrals, representing the highest stage of customer loyalty.

Question 3

When a salesperson adjusts their communication style to match the customer's pace and personality, this is called:

Accepted Answer

Mirroring

Answer

Mirroring builds rapport by reflecting the customer's tone, pace, and body language, making them feel understood.

Question 4

Which stage of the sales process involves researching and identifying potential customers?

Accepted Answer

Prospecting

Answer

Prospecting is the first step in most sales processes, focused on finding qualified potential buyers.

Question 5

A customer says 'This is too expensive.' The best first step is to:

Accepted Answer

Acknowledge the concern and ask what budget they had in mind

Answer

Clarifying the budget reveals whether the objection is about price, value perception, or a misunderstanding of what's included.

(CSA) Certified Sales Associate Practice Test

(CSA) Certified Sales Associate Practice Test

CSA Sales Techniques and Strategies 3