Question 1

________________ selling is an extension of needs-satisfaction selling.

Accepted Answer

The answer of ________________ selling is an extension of needs-satisfaction...

Question 2

Inside sales another form of retail sales.

Accepted Answer

A) True 
 B)False

Question 3

Susan's customers are always concerned about what they're receiving in exchange for what they're paying. In other words, they are concerned about _______________.

Accepted Answer

A)  Marketing 
B)  Personal selling 
C)  Customer value 
D)  Marketing Communications 
E)  Advertising 
A)  Marketing 
B)  Personal selling 
C)  Customer value 
D)  Marketing Communications 
E)  Advertising

Question 4

One of the reasons for engaging in sales dialogue is so that the salesperson can clarify the buyer's situation and buying processes.

Accepted Answer

A) True 
 B)False

Question 5

Strategic problem solving is a skill required all of ___________________ selling.

Accepted Answer

Trust-base

Question 6

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 7

_________________is the role the salesperson plays in consultative selling were he or she arranges the use of the sales organization's resources in an effort to satisfy the customer.

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 8

The nature of professional selling is such that salespeople get regular feedback on their performance.

Accepted Answer

A) True 
 B)False

Question 9

In which of the following types of sales positions is a pharmaceutical industry representative likely to be found?

Accepted Answer

A)  Detailer 
B)  Retailer 
C)  Pioneer 
D)  Order-getter 
E)  Order-taker 
A)  Detailer 
B)  Retailer 
C)  Pioneer 
D)  Order-getter 
E)  Order-taker

Question 10

Ethan is engage in sales __________ , which refers to a series of conversations between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships

Accepted Answer

A)  Training 
B)  Dialogue 
C)  Calling 
D)  Pitching 
E)  Both C and D are correct 
A)  Training 
B)  Dialogue 
C)  Calling 
D)  Pitching 
E)  Both C and D are correct

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

A sales dialogue involves a series of conversations between the sellers and buyers.

Accepted Answer

A) True 
 B)False

Question 13

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 14

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

Accepted Answer

A) True 
 B)False

Question 15

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 16

The role fulfilled by salespeople that brings in revenue or income to the firm or company is called _______________

Accepted Answer

The answer of The role fulfilled by salespeople that brings...

Question 17

Continued affirmation selling is:

Accepted Answer

A)  The primary sales method utilized by professional salespeople 
B)  The same thing as Adaptive Selling 
C)  A sales presentation that is unplanned and developed in response to the needs of the customer 
D)  A sales presentation unrelated to stimulus response selling 
E)  An example of stimulus response selling 
A)  The primary sales method utilized by professional salespeople 
B)  The same thing as Adaptive Selling 
C)  A sales presentation that is unplanned and developed in response to the needs of the customer 
D)  A sales presentation unrelated to stimulus response selling 
E)  An example of stimulus response selling

Question 18

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 19

Which of the following is not a typical skill required for trust-based relationship selling?

Accepted Answer

A)  Financial planning 
B)  Information gathering 
C)  Listening and questioning 
D)  Strategic problem solving 
E)  Team building and teamwork 
A)  Financial planning 
B)  Information gathering 
C)  Listening and questioning 
D)  Strategic problem solving 
E)  Team building and teamwork

Question 20

Business conversations between buyers and Sellers that occur as salespeople tend to initiate, develop, and enhance customer relationships are referred to as ____________.

Accepted Answer

The answer of Business conversations between buyers and Sellers that...

________________ selling is an extension of needs-satisfaction selling.

Inside sales another form of retail sales.

Susan's customers are always concerned about what they're receiving in exchange for what they're paying. In other words, they are concerned about _______________.

One of the reasons for engaging in sales dialogue is so that the salesperson can clarify the buyer's situation and buying processes.

Strategic problem solving is a skill required all of ___________________ selling.

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

_________________is the role the salesperson plays in consultative selling were he or she arranges the use of the sales organization's resources in an effort to satisfy the customer.

The nature of professional selling is such that salespeople get regular feedback on their performance.

In which of the following types of sales positions is a pharmaceutical industry representative likely to be found?

Ethan is engage in sales __________ , which refers to a series of conversations between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships

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

A sales dialogue involves a series of conversations between the sellers and buyers.

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

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

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

The role fulfilled by salespeople that brings in revenue or income to the firm or company is called _______________

Continued affirmation selling is:

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

Which of the following is not a typical skill required for trust-based relationship selling?

Business conversations between buyers and Sellers that occur as salespeople tend to initiate, develop, and enhance customer relationships are referred to as ____________.

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

________________ selling is an extension of needs-satisfaction selling.

Inside sales another form of retail sales.

Susan's customers are always concerned about what they're receiving in exchange for what they're paying. In other words, they are concerned about _______________.

One of the reasons for engaging in sales dialogue is so that the salesperson can clarify the buyer's situation and buying processes.

Strategic problem solving is a skill required all of ___________________ selling.

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

_________________is the role the salesperson plays in consultative selling were he or she arranges the use of the sales organization's resources in an effort to satisfy the customer.

The nature of professional selling is such that salespeople get regular feedback on their performance.

In which of the following types of sales positions is a pharmaceutical industry representative likely to be found?

Ethan is engage in sales __________ , which refers to a series of conversations between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships

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

A sales dialogue involves a series of conversations between the sellers and buyers.

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

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

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

The role fulfilled by salespeople that brings in revenue or income to the firm or company is called _______________

Continued affirmation selling is:

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

Which of the following is not a typical skill required for trust-based relationship selling?

Business conversations between buyers and Sellers that occur as salespeople tend to initiate, develop, and enhance customer relationships are referred to as ____________.

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.