Question 1

Kevin is a salesperson who relies heavily on trust building. This style of 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. C

Question 2

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. B

Question 3

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

Accepted Answer

Sales Call

Question 4

Which of the following is not a class of sales job?

Accepted Answer

A)  Sales support 
B)  New business 
C)  Territory manager 
D)  Inside 
E)  Direct-to-consumer 
A)  Sales support 
B)  New business 
C)  Territory manager 
D)  Inside 
E)  Direct-to-consumer

Question 5

David is always willing to support his customers even when an immediate sale is not expected. David is perceived by his customers as a _____________________ one of the roles David plays as a consultative salesperson.

Accepted Answer

A)  Strategic orchestrator 
B)  Business consultant 
C)  Long-term ally 
D)  Business partner 
E)  Strategic innovator 
A)  Strategic orchestrator 
B)  Business consultant 
C)  Long-term ally 
D)  Business partner 
E)  Strategic innovator

Question 6

_________________ refers to non-retail sales positions where the salesperson remains in his/her employer's place of business while dealing with customers.

Accepted Answer

The answer of _________________ refers to non-retail sales positions where...

Question 7

Julie is a salesperson. As a salesperson, one of Julie's responsibilities will likely be to assist with market research.

Accepted Answer

A) True 
 B)False

Question 8

Salespeople should only be concerned with sales revenue.

Accepted Answer

A) True 
 B)False

Question 9

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 10

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

Accepted Answer

A) True 
 B)False

Question 11

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.

Question 12

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

Accepted Answer

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

Question 13

The theoretical background for the stimulus-response approach to personal selling originated in early experiments with animal behavior.

Accepted Answer

A) True 
 B)False

Question 14

__________________ refers to a customer-oriented approach that uses truthful, non-manipulative tactics to satisfy the long-term needs of both the customer and the selling firm.

Accepted Answer

Sales Prof

Question 15

Salespeople are rarely involved in market research because their time is better utilized in sales efforts.

Accepted Answer

A) True 
 B)False

Question 16

"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 17

The mental states approach to selling requires salespeople to listen very carefully (when using this approach).

Accepted Answer

A) True 
 B)False

Question 18

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 19

____________refers to something that stimulates or incites activity in the economy.

Accepted Answer

The answer of ____________refers to something that stimulates or incites...

Question 20

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

Accepted Answer

A) True 
 B)False

Kevin is a salesperson who relies heavily on trust building. This style of selling is known as?

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

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

Which of the following is not a class of sales job?

David is always willing to support his customers even when an immediate sale is not expected. David is perceived by his customers as a _____________________ one of the roles David plays as a consultative salesperson.

_________________ refers to non-retail sales positions where the salesperson remains in his/her employer's place of business while dealing with customers.

Julie is a salesperson. As a salesperson, one of Julie's responsibilities will likely be to assist with market research.

Salespeople should only be concerned with sales revenue.

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

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

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

The theoretical background for the stimulus-response approach to personal selling originated in early experiments with animal behavior.

__________________ refers to a customer-oriented approach that uses truthful, non-manipulative tactics to satisfy the long-term needs of both the customer and the selling firm.

Salespeople are rarely involved in market research because their time is better utilized in sales efforts.

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

The mental states approach to selling requires salespeople to listen very carefully (when using this approach).

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

____________refers to something that stimulates or incites activity in the economy.

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

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

Kevin is a salesperson who relies heavily on trust building. This style of selling is known as?

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

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

Which of the following is not a class of sales job?

David is always willing to support his customers even when an immediate sale is not expected. David is perceived by his customers as a _____________________ one of the roles David plays as a consultative salesperson.

_________________ refers to non-retail sales positions where the salesperson remains in his/her employer's place of business while dealing with customers.

Julie is a salesperson. As a salesperson, one of Julie's responsibilities will likely be to assist with market research.

Salespeople should only be concerned with sales revenue.

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

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

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

The theoretical background for the stimulus-response approach to personal selling originated in early experiments with animal behavior.

__________________ refers to a customer-oriented approach that uses truthful, non-manipulative tactics to satisfy the long-term needs of both the customer and the selling firm.

Salespeople are rarely involved in market research because their time is better utilized in sales efforts.

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

The mental states approach to selling requires salespeople to listen very carefully (when using this approach).

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

____________refers to something that stimulates or incites activity in the economy.

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

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