Question 1

The primary focus of trust-based relationships selling is the salesperson and the selling firm.

Accepted Answer

A) True 
 B)False

Question 2

AIDA is an acronym that stands for attention, interest, desire, and ____________.

Accepted Answer

The answer of AIDA is an acronym that stands for...

Question 3

The new generation of salespeople will face demands from sophisticated buyers, economic uncertainties, and new technologies.

Accepted Answer

A) True 
 B)False

Question 4

The three roles played in consultative selling include strategic orchestrator, business consultant, and ___________________.

Accepted Answer

The answer of The three roles played in consultative selling...

Question 5

Ultimately, customer value is determined by the customer.

Accepted Answer

A) True 
 B)False

Question 6

Transaction-focused selling and trust-based selling require similar skill sets.

Accepted Answer

A) True 
 B)False

Question 7

____________ relies heavily on interpersonal interactions between buyers and Sellers to initiate, develop, and enhance customer relationships.

Accepted Answer

The answer of ____________ relies heavily on interpersonal interactions between...

Question 8

The mental-states, or formula approach, to personal selling assumes that buyers must be led through four mental states, which occur in this order:

Accepted Answer

A)  Interest, attention, desire, action. 
B)  Attention, desire, interest, action. 
C)  Curiosity, interest, conviction, purchase. 
D)  Attention, interest, desire, action. 
E)  Listening, considering, aspiring, deciding. 
A)  Interest, attention, desire, action. 
B)  Attention, desire, interest, action. 
C)  Curiosity, interest, conviction, purchase. 
D)  Attention, interest, desire, action. 
E)  Listening, considering, aspiring, deciding.

Question 9

A canned sales presentation can be described as

Accepted Answer

A)  A sales presentation that does not contain material that will require continual updating. 
B)  Presentation that is prepared for direct mailing direct prospects. 
C)  A sales presentation that is unplanned and developed in response to the needs of the customer. 
D)  A sales presentation that is not working and should be "canned." 
E)  A sales presentation that is very structured and generally based on a written script. 
A)  A sales presentation that does not contain material that will require continual updating. 
B)  Presentation that is prepared for direct mailing direct prospects. 
C)  A sales presentation that is unplanned and developed in response to the needs of the customer. 
D)  A sales presentation that is not working and should be "canned." 
E)  A sales presentation that is very structured and generally based on a written script.

Question 10

Careful listening is required when using the mental-states selling approach to determine which stage the buyer is in at a given point in time.

Accepted Answer

A) True 
 B)False

Question 11

While accountants and financial staff are concerned with profitability in ____ terms, salespeople are primarily concerned with profitability in ____ terms.

Accepted Answer

A)  Top-line, bottom-line 
B)  Accounting, sales 
C)  Profit/loss, revenue 
D)  Cost-of-production, cost-of-sales 
E)  Bottom-line, top-line 
A)  Top-line, bottom-line 
B)  Accounting, sales 
C)  Profit/loss, revenue 
D)  Cost-of-production, cost-of-sales 
E)  Bottom-line, top-line

Question 12

Kevin is a salesperson who relies heavily on trust building. The stylus selling is known as?

Accepted Answer

A)  Personal selling 
B)  Mental states selling 
C)  Trust-Based relationship selling 
D)  Canned selling 
E)  None of the above. 
A)  Personal selling 
B)  Mental states selling 
C)  Trust-Based relationship selling 
D)  Canned selling 
E)  None of the above.

Question 13

Which of the following is most accurate with respect to post sale follow-up?

Accepted Answer

A)  Transaction-focused selling includes substantial follow-up. 
B)  Transaction-focus selling includes little to no follow-up. 
C)  Trust-based relationship selling involves substantial follow-up. 
D)  Trust-based relationship selling it involves little to no follow-up. 
E)  Both B and C are correct. 
A)  Transaction-focused selling includes substantial follow-up. 
B)  Transaction-focus selling includes little to no follow-up. 
C)  Trust-based relationship selling involves substantial follow-up. 
D)  Trust-based relationship selling it involves little to no follow-up. 
E)  Both B and C are correct.

Question 14

Stimulus-response selling is most effective in situations involving important purchase decisions and when time is not critical.

Accepted Answer

A) True 
 B)False

Question 15

In consultative selling, salespeople fulfill three primary roles: strategic orchestrator, business consultant, and order-taker.

Accepted Answer

A) True 
 B)False

Question 16

The primary focus of transaction-focused selling is the ________________________.

Accepted Answer

A)  Salesperson and the selling organization 
B)  Customer 
C)  Product 
D)  Communication process 
E)  All of the above. 
A)  Salesperson and the selling organization 
B)  Customer 
C)  Product 
D)  Communication process 
E)  All of the above.

Question 17

All of the following statements accurately reflect factors that pertain to need-satisfaction selling except?

Accepted Answer

A)  This method focuses on the salesperson and his/her product offerings. 
B)  The salesperson utilizes questioning, probing tactics to uncover important buyer needs. 
C)  The salesperson waits until relevant needs have been established before discussing product offerings. 
D)  The customer dominates the early portion of the sales interaction. 
E)  It is the salesperson's duty to identify the need to be met and then help the buyer in meeting that need. 
A)  This method focuses on the salesperson and his/her product offerings. 
B)  The salesperson utilizes questioning, probing tactics to uncover important buyer needs. 
C)  The salesperson waits until relevant needs have been established before discussing product offerings. 
D)  The customer dominates the early portion of the sales interaction. 
E)  It is the salesperson's duty to identify the need to be met and then help the buyer in meeting that need.

Question 18

The series of conversations between buyers and Sellers that take place over time in an attempt to build relationships is referred to as _____________.

Accepted Answer

A)  Personal selling 
B)  Sales dialogue 
C)  Sales presentation 
D)  Sales communication 
E)  Sales conversation 
A)  Personal selling 
B)  Sales dialogue 
C)  Sales presentation 
D)  Sales communication 
E)  Sales conversation

Question 19

The most important part of the salesperson's job is:

Accepted Answer

A)  Tracking accounts receivable. 
B)  The sales process. 
C)  Training new salespersons. 
D)  Maintaining their credibility and integrity. 
E)  Attending training sessions. 
A)  Tracking accounts receivable. 
B)  The sales process. 
C)  Training new salespersons. 
D)  Maintaining their credibility and integrity. 
E)  Attending training sessions.

Question 20

Salespeople have contributed to the economic growth of the United States in two basic ways:

Accepted Answer

A)  By stimulating economic transactions and encouraging research and development. 
B)  By bringing producers news about the state of the market and introducing new products to people in rural areas. 
C)  By stabilizing economic transactions and assisting in recovery cycles. 
D)  By sustaining periods of relative prosperity and developing product awareness among consumers. 
E)  By stimulating economic transactions and increasing the diffusion of innovation. 
A)  By stimulating economic transactions and encouraging research and development. 
B)  By bringing producers news about the state of the market and introducing new products to people in rural areas. 
C)  By stabilizing economic transactions and assisting in recovery cycles. 
D)  By sustaining periods of relative prosperity and developing product awareness among consumers. 
E)  By stimulating economic transactions and increasing the diffusion of innovation.

The primary focus of trust-based relationships selling is the salesperson and the selling firm.

AIDA is an acronym that stands for attention, interest, desire, and ____________.

The new generation of salespeople will face demands from sophisticated buyers, economic uncertainties, and new technologies.

The three roles played in consultative selling include strategic orchestrator, business consultant, and ___________________.

Ultimately, customer value is determined by the customer.

Transaction-focused selling and trust-based selling require similar skill sets.

____________ relies heavily on interpersonal interactions between buyers and Sellers to initiate, develop, and enhance customer relationships.

The mental-states, or formula approach, to personal selling assumes that buyers must be led through four mental states, which occur in this order:

A canned sales presentation can be described as

Careful listening is required when using the mental-states selling approach to determine which stage the buyer is in at a given point in time.

While accountants and financial staff are concerned with profitability in terms, salespeople are primarily concerned with profitability in terms.

Kevin is a salesperson who relies heavily on trust building. The stylus selling is known as?

Which of the following is most accurate with respect to post sale follow-up?

Stimulus-response selling is most effective in situations involving important purchase decisions and when time is not critical.

In consultative selling, salespeople fulfill three primary roles: strategic orchestrator, business consultant, and order-taker.

The primary focus of transaction-focused selling is the ________________________.

All of the following statements accurately reflect factors that pertain to need-satisfaction selling except?

The series of conversations between buyers and Sellers that take place over time in an attempt to build relationships is referred to as _____________.

The most important part of the salesperson's job is:

Salespeople have contributed to the economic growth of the United States in two basic ways:

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

The primary focus of trust-based relationships selling is the salesperson and the selling firm.

AIDA is an acronym that stands for attention, interest, desire, and ____________.

The new generation of salespeople will face demands from sophisticated buyers, economic uncertainties, and new technologies.

The three roles played in consultative selling include strategic orchestrator, business consultant, and ___________________.

Ultimately, customer value is determined by the customer.

Transaction-focused selling and trust-based selling require similar skill sets.

____________ relies heavily on interpersonal interactions between buyers and Sellers to initiate, develop, and enhance customer relationships.

The mental-states, or formula approach, to personal selling assumes that buyers must be led through four mental states, which occur in this order:

A canned sales presentation can be described as

Careful listening is required when using the mental-states selling approach to determine which stage the buyer is in at a given point in time.

While accountants and financial staff are concerned with profitability in ____ terms, salespeople are primarily concerned with profitability in ____ terms.

Kevin is a salesperson who relies heavily on trust building. The stylus selling is known as?

Which of the following is most accurate with respect to post sale follow-up?

Stimulus-response selling is most effective in situations involving important purchase decisions and when time is not critical.

In consultative selling, salespeople fulfill three primary roles: strategic orchestrator, business consultant, and order-taker.

The primary focus of transaction-focused selling is the ________________________.

All of the following statements accurately reflect factors that pertain to need-satisfaction selling except?

The series of conversations between buyers and Sellers that take place over time in an attempt to build relationships is referred to as _____________.

The most important part of the salesperson's job is:

Salespeople have contributed to the economic growth of the United States in two basic ways:

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

While accountants and financial staff are concerned with profitability in terms, salespeople are primarily concerned with profitability in terms.