Question 1

An approach to selling based on the notion that the customers buying to satisfy particular need or set up needs is referred to as ____________________ selling.

Accepted Answer

The answer of An approach to selling based on the...

Question 2

The first step of the initiating customer relationships phase of the trust-based sales process is strategic ______________.

Accepted Answer

The answer of The first step of the initiating customer...

Question 3

Which of the following statements pertaining to the stimulus-response form of personal selling is true?

Accepted Answer

A)  The buyer takes a dominant role in the sales dialogue. 
B)  The stimulus-response sales strategy cannot be used with a canned sales presentation. 
C)  The stimulus-response sales strategy must be conducted in person because of the necessity for visual aids. 
D)  An example of the stimulus-response sales strategy would be the continued affirmation method. 
E)  The stimulus-response sales strategy has the advantage of flexibility. 
A)  The buyer takes a dominant role in the sales dialogue. 
B)  The stimulus-response sales strategy cannot be used with a canned sales presentation. 
C)  The stimulus-response sales strategy must be conducted in person because of the necessity for visual aids. 
D)  An example of the stimulus-response sales strategy would be the continued affirmation method. 
E)  The stimulus-response sales strategy has the advantage of flexibility.

Question 4

The approach to selling their lives happily on the AIDA concept is ________________ selling.

Accepted Answer

The answer of The approach to selling their lives happily...

Question 5

The three phases of the sales process are developing, maintaining, and enhancing customer relationships.

Accepted Answer

A) True 
 B)False

Question 6

Salespeople are revenue producers for the company.

Accepted Answer

A) True 
 B)False

Question 7

Post-sale follow-up is an important part of transaction-focused selling.

Accepted Answer

A) True 
 B)False

Question 8

A problem with the mental states approach to selling is that it forces salespeople to listen very carefully when using this approach.

Accepted Answer

A) True 
 B)False

Question 9

The desired outcomes in trust-based relationship selling include which of the following?

Accepted Answer

A)  Closed sales 
B)  Order volume 
C)  Trust and mutual benefits/profits 
D)  Profit in the short-term 
E)  None of the above. 
A)  Closed sales 
B)  Order volume 
C)  Trust and mutual benefits/profits 
D)  Profit in the short-term 
E)  None of the above.

Question 10

"Does this salesperson help me achieve my strategic priorities?" can be a question customers ask themselves when assessing customer value.

Accepted Answer

A) True 
 B)False

Question 11

The problem-solving view of personal selling is an extension of:

Accepted Answer

A)  Needs-satisfaction selling. 
B)  Stimulus-response selling. 
C)  Contingency selling. 
D)  Mental-states selling. 
E)  Problem-solution selling. 
A)  Needs-satisfaction selling. 
B)  Stimulus-response selling. 
C)  Contingency selling. 
D)  Mental-states selling. 
E)  Problem-solution selling.

Question 12

_______________refers to the process of helping customers reach their strategic goals by using the products, services, and expertise of the sales organization.

Accepted Answer

Consultati

Question 13

________________ refers to the ability of salespeople to alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations and different customers.

Accepted Answer

The answer of ________________ refers to the ability of salespeople...

Question 14

In the Trust-Based sales process salespeople need to develop a selling strategy for their sales territory each customer and each _________________.

Accepted Answer

The answer of In the Trust-Based sales process salespeople need...

Question 15

Jennifer follows the trust-based relationship selling strategy when dealing with her customers. She can expect to be ________________ her customers' decision-making processes.

Accepted Answer

A)  Isolated from 
B)  Actively involved in 
C)  Dissatisfied with 
D)  Uncertain about 
E)  None of the above are correct. 
A)  Isolated from 
B)  Actively involved in 
C)  Dissatisfied with 
D)  Uncertain about 
E)  None of the above are correct.

Question 16

Salespeople are oftentimes referred to as the revenue producers of the firm.

Accepted Answer

A) True 
 B)False

Question 17

As salespeople serve their customers, they simultaneously serve their employers and society.

Accepted Answer

A) True 
 B)False

Question 18

If you were a salesperson using the mental-states approach and your customer was in the action state, you would attempt to close the deal.

Accepted Answer

A) True 
 B)False

Question 19

As the evolution of personal selling continues, which of the following is not a predicted sales force response to an expected change?

Accepted Answer

A)  More emphasis will be placed on developing and maintaining trust-based long-term customer relationships. 
B)  Greater emphasis will be placed on team selling. 
C)  There will be an increase in the use of technology (e.g., laptop computers, electronic mail, fax machines). 
D)  More sales dollars will be spent on advertising. 
E)  There will be an increase in the globalization of sales efforts. 
A)  More emphasis will be placed on developing and maintaining trust-based long-term customer relationships. 
B)  Greater emphasis will be placed on team selling. 
C)  There will be an increase in the use of technology (e.g., laptop computers, electronic mail, fax machines). 
D)  More sales dollars will be spent on advertising. 
E)  There will be an increase in the globalization of sales efforts.

Question 20

The approach to personal selling where the key idea is that various stimuli can elicit predictable responses from the customers is called _________________.

Accepted Answer

Stimulus R

An approach to selling based on the notion that the customers buying to satisfy particular need or set up needs is referred to as ____________________ selling.

The first step of the initiating customer relationships phase of the trust-based sales process is strategic ______________.

Which of the following statements pertaining to the stimulus-response form of personal selling is true?

The approach to selling their lives happily on the AIDA concept is ________________ selling.

The three phases of the sales process are developing, maintaining, and enhancing customer relationships.

Salespeople are revenue producers for the company.

Post-sale follow-up is an important part of transaction-focused selling.

A problem with the mental states approach to selling is that it forces salespeople to listen very carefully when using this approach.

The desired outcomes in trust-based relationship selling include which of the following?

"Does this salesperson help me achieve my strategic priorities?" can be a question customers ask themselves when assessing customer value.

The problem-solving view of personal selling is an extension of:

_______________refers to the process of helping customers reach their strategic goals by using the products, services, and expertise of the sales organization.

________________ refers to the ability of salespeople to alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations and different customers.

In the Trust-Based sales process salespeople need to develop a selling strategy for their sales territory each customer and each _________________.

Jennifer follows the trust-based relationship selling strategy when dealing with her customers. She can expect to be ________________ her customers' decision-making processes.

Salespeople are oftentimes referred to as the revenue producers of the firm.

As salespeople serve their customers, they simultaneously serve their employers and society.

If you were a salesperson using the mental-states approach and your customer was in the action state, you would attempt to close the deal.

As the evolution of personal selling continues, which of the following is not a predicted sales force response to an expected change?

The approach to personal selling where the key idea is that various stimuli can elicit predictable responses from the customers is called _________________.

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

An approach to selling based on the notion that the customers buying to satisfy particular need or set up needs is referred to as ____________________ selling.

The first step of the initiating customer relationships phase of the trust-based sales process is strategic ______________.

Which of the following statements pertaining to the stimulus-response form of personal selling is true?

The approach to selling their lives happily on the AIDA concept is ________________ selling.

The three phases of the sales process are developing, maintaining, and enhancing customer relationships.

Salespeople are revenue producers for the company.

Post-sale follow-up is an important part of transaction-focused selling.

A problem with the mental states approach to selling is that it forces salespeople to listen very carefully when using this approach.

The desired outcomes in trust-based relationship selling include which of the following?

"Does this salesperson help me achieve my strategic priorities?" can be a question customers ask themselves when assessing customer value.

The problem-solving view of personal selling is an extension of:

_______________refers to the process of helping customers reach their strategic goals by using the products, services, and expertise of the sales organization.

________________ refers to the ability of salespeople to alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations and different customers.

In the Trust-Based sales process salespeople need to develop a selling strategy for their sales territory each customer and each _________________.

Jennifer follows the trust-based relationship selling strategy when dealing with her customers. She can expect to be ________________ her customers' decision-making processes.

Salespeople are oftentimes referred to as the revenue producers of the firm.

As salespeople serve their customers, they simultaneously serve their employers and society.

If you were a salesperson using the mental-states approach and your customer was in the action state, you would attempt to close the deal.

As the evolution of personal selling continues, which of the following is not a predicted sales force response to an expected change?

The approach to personal selling where the key idea is that various stimuli can elicit predictable responses from the customers is called _________________.

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