Question 1

In stimulus-response selling, the salesperson listens for "cues" from the buyer and adjusts his presentation to match those "cues."

Accepted Answer

A) True 
 B)False  False

Question 2

One of the selling foundations and the trust-based sales process is trust and ____________.

Accepted Answer

Ethics

Question 3

One of the key roles that salespeople client in society is the distribution of knowledge about new technology. In other words, salespeople helped with the __________________________.

Accepted Answer

A)  Growth of revenue 
B)  Diffusion of innovation 
C)  Market research process 
D)  Distribution of products 
E)  None of the above. 
A)  Growth of revenue 
B)  Diffusion of innovation 
C)  Market research process 
D)  Distribution of products 
E)  None of the above. B

Question 4

Business partner is one of the roles and pour into consultative selling.

Accepted Answer

A) True 
 B)False

Question 5

The sales process begins with:

Accepted Answer

A)  The training of the sales force. 
B)  Locating qualified prospective customers. 
C)  Planning the sales presentation. 
D)  The completion of the sale. 
E)  Making an appointment to see the customer. 
A)  The training of the sales force. 
B)  Locating qualified prospective customers. 
C)  Planning the sales presentation. 
D)  The completion of the sale. 
E)  Making an appointment to see the customer.

Question 6

Strategic problem solving is a skill required by trust-based relationship selling but not by transaction-focused selling.

Accepted Answer

A) True 
 B)False

Question 7

____________ is the customer's perception of what they get for what they have to give up.

Accepted Answer

The answer of ____________ is the customer's perception of what...

Question 8

Ultimately, customer value is determined by the salesperson.

Accepted Answer

A) True 
 B)False

Question 9

Common selling approaches for practicing trust-based relationship selling include need-satisfaction, problem-solving, and consultative.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following is not part of the sales process model outlined in the text?

Accepted Answer

A)  Salesperson attributes 
B)  Selling situation 
C)  Initiating customer relationships 
D)  Developing customer relationships 
E)  Enhancing customer relationships 
A)  Salesperson attributes 
B)  Selling situation 
C)  Initiating customer relationships 
D)  Developing customer relationships 
E)  Enhancing customer relationships

Question 11

Personal selling is moving from relationship-based methods to transaction-based methods.

Accepted Answer

A) True 
 B)False

Question 12

As a salesperson, you are expected to:

Accepted Answer

A)  Get to know the buyers on a personal level. 
B)  Contribute to the success of the buyer's firm. 
C)  Serve your employer's interests only. 
D)  Only be concerned with meeting your sales quota. 
E)  Not get involved with your customers' problems. 
A)  Get to know the buyers on a personal level. 
B)  Contribute to the success of the buyer's firm. 
C)  Serve your employer's interests only. 
D)  Only be concerned with meeting your sales quota. 
E)  Not get involved with your customers' problems.

Question 13

Which one of the following is not a stage in the problem-solving approach to selling?

Accepted Answer

A)  Continue selling until purchase decision. 
B)  Generate alternative solutions. 
C)  Follow up sale with additional product offerings. 
D)  Define problem. 
E)  Evaluate alternative solutions. 
A)  Continue selling until purchase decision. 
B)  Generate alternative solutions. 
C)  Follow up sale with additional product offerings. 
D)  Define problem. 
E)  Evaluate alternative solutions.

Question 14

Need-satisfaction personal selling is based on the idea that:

Accepted Answer

A)  Customers need to be told what they want. 
B)  The customer needs to know what products the firm offers. 
C)  Salespeople should be friendly because customers need to feel that they are appreciated. 
D)  Customers purchase to satisfy a particular need or set of needs. 
E)  Customers have only one need at a time and it must be met before the salesperson can interest them in any other product. 
A)  Customers need to be told what they want. 
B)  The customer needs to know what products the firm offers. 
C)  Salespeople should be friendly because customers need to feel that they are appreciated. 
D)  Customers purchase to satisfy a particular need or set of needs. 
E)  Customers have only one need at a time and it must be met before the salesperson can interest them in any other product.

Question 15

The ability to develop appropriate selling strategy is important to trust-based sales process.

Accepted Answer

A) True 
 B)False

Question 16

Consultative selling is more or less the same thing as trust-based relationship selling.

Accepted Answer

A) True 
 B)False

Question 17

The final stage of the trust-based sales process is ______________ customer relationships.

Accepted Answer

The answer of The final stage of the trust-based sales...

Question 18

Unfortunately, the needs-satisfaction approach tends to increase the defensiveness of some prospects because the salesperson rapidly moves to the persuasive part of the sales message.

Accepted Answer

A) True 
 B)False

Question 19

A customer-oriented sales approach employs truthful, but manipulative, tactics to satisfy the long-term needs of both the customer and the selling firm.

Accepted Answer

A) True 
 B)False

Question 20

Salespeople rarely get promoted into management positions because their training makes them too valuable where they are.

Accepted Answer

A) True 
 B)False

In stimulus-response selling, the salesperson listens for "cues" from the buyer and adjusts his presentation to match those "cues."

One of the selling foundations and the trust-based sales process is trust and ____________.

One of the key roles that salespeople client in society is the distribution of knowledge about new technology. In other words, salespeople helped with the __________________________.

Business partner is one of the roles and pour into consultative selling.

The sales process begins with:

Strategic problem solving is a skill required by trust-based relationship selling but not by transaction-focused selling.

____________ is the customer's perception of what they get for what they have to give up.

Ultimately, customer value is determined by the salesperson.

Common selling approaches for practicing trust-based relationship selling include need-satisfaction, problem-solving, and consultative.

Which of the following is not part of the sales process model outlined in the text?

Personal selling is moving from relationship-based methods to transaction-based methods.

As a salesperson, you are expected to:

Which one of the following is not a stage in the problem-solving approach to selling?

Need-satisfaction personal selling is based on the idea that:

The ability to develop appropriate selling strategy is important to trust-based sales process.

Consultative selling is more or less the same thing as trust-based relationship selling.

The final stage of the trust-based sales process is ______________ customer relationships.

Unfortunately, the needs-satisfaction approach tends to increase the defensiveness of some prospects because the salesperson rapidly moves to the persuasive part of the sales message.

A customer-oriented sales approach employs truthful, but manipulative, tactics to satisfy the long-term needs of both the customer and the selling firm.

Salespeople rarely get promoted into management positions because their training makes them too valuable where they are.

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales 2.0

Filters

Exam 1: Overview of Personal Selling

In stimulus-response selling, the salesperson listens for "cues" from the buyer and adjusts his presentation to match those "cues."

One of the selling foundations and the trust-based sales process is trust and ____________.

One of the key roles that salespeople client in society is the distribution of knowledge about new technology. In other words, salespeople helped with the __________________________.

Business partner is one of the roles and pour into consultative selling.

The sales process begins with:

Strategic problem solving is a skill required by trust-based relationship selling but not by transaction-focused selling.

____________ is the customer's perception of what they get for what they have to give up.

Ultimately, customer value is determined by the salesperson.

Common selling approaches for practicing trust-based relationship selling include need-satisfaction, problem-solving, and consultative.

Which of the following is not part of the sales process model outlined in the text?

Personal selling is moving from relationship-based methods to transaction-based methods.

As a salesperson, you are expected to:

Which one of the following is not a stage in the problem-solving approach to selling?

Need-satisfaction personal selling is based on the idea that:

The ability to develop appropriate selling strategy is important to trust-based sales process.

Consultative selling is more or less the same thing as trust-based relationship selling.

The final stage of the trust-based sales process is ______________ customer relationships.

Unfortunately, the needs-satisfaction approach tends to increase the defensiveness of some prospects because the salesperson rapidly moves to the persuasive part of the sales message.

A customer-oriented sales approach employs truthful, but manipulative, tactics to satisfy the long-term needs of both the customer and the selling firm.

Salespeople rarely get promoted into management positions because their training makes them too valuable where they are.

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales 2.0

Filters