Question 1

Salespeople play an inconsequential role in the diffusion of innovation.

Accepted Answer

A) True 
 B)False

Question 2

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

Question 3

Kim is proud to be a salesperson because she knows she is benefiting society by helping to __________ and promote the ____________

Accepted Answer

A)  Stimulate the economy; diffusion of innovation 
B)  Add value; welfare of the company for which she works 
C)  Uncover needs; solutions 
D)  Sell products; company's brands 
E)  Sell products; development of her customers 
A)  Stimulate the economy; diffusion of innovation 
B)  Add value; welfare of the company for which she works 
C)  Uncover needs; solutions 
D)  Sell products; company's brands 
E)  Sell products; development of her customers

Question 4

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 5

Salespeople are revenue producers for the company.

Accepted Answer

A) True 
 B)False

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

Business partner is one of the roles important to consultative selling.

Accepted Answer

A) True 
 B)False

Question 8

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

Accepted Answer

A) True 
 B)False

Question 9

Which of the five views of personal selling is considered to be the simplest?

Accepted Answer

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

Question 10

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

Accepted Answer

The answer of One of the selling foundations in the...

Question 11

_______________ refers to the process whereby new products, services, and ideas are distributed to the members of society.

Accepted Answer

Diffusion

Question 12

Essentially, transaction-focused selling and trust-based selling require the same skill sets.

Accepted Answer

A) True 
 B)False

Question 13

Salespeople involved in trust-based relationship selling are often actively involved in the customer's decision-making process.

Accepted Answer

A) True 
 B)False

Question 14

"Is this salesperson dependable?" can be a question customers ask themselves when assessing customer value.

Accepted Answer

A) True 
 B)False

Question 15

According to the text, salespeople contribute to their firms in each of the following ways except?

Accepted Answer

A)  Maximizing customer count 
B)  Helping with market research 
C)  Generating revenue 
D)  Becoming leaders in the future 
E)  Each of the above is correct 
A)  Maximizing customer count 
B)  Helping with market research 
C)  Generating revenue 
D)  Becoming leaders in the future 
E)  Each of the above is correct

Question 16

Advantages of most sales jobs include all of the following except?

Accepted Answer

A)  Job variety 
B)  Advancement opportunities 
C)  Immediate feedback 
D)  Regular vacations 
E)  Each of the above is correct 
A)  Job variety 
B)  Advancement opportunities 
C)  Immediate feedback 
D)  Regular vacations 
E)  Each of the above is correct

Question 17

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.

Question 18

The part of marketing that relies heavily on interpersonal communication and interaction between buyers and sellers is called _____________

Accepted Answer

A)  Advertising 
B)  Sales promotion 
C)  Direct marketing 
D)  Consumer behavior 
E)  Personal selling 
A)  Advertising 
B)  Sales promotion 
C)  Direct marketing 
D)  Consumer behavior 
E)  Personal selling

Question 19

Although missionary salespeople engage in the sales process, they usually are not involved with the actual purchase transaction.

Accepted Answer

A) True 
 B)False

Question 20

Consumers who are likely to be early adopters of an innovation often rely on the salesperson as a secondary source of information.

Accepted Answer

A) True 
 B)False

Salespeople play an inconsequential role in the diffusion of innovation.

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

Kim is proud to be a salesperson because she knows she is benefiting society by helping to and promote the __

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.

Salespeople are revenue producers for the company.

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

Business partner is one of the roles important to consultative selling.

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

Which of the five views of personal selling is considered to be the simplest?

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

_______________ refers to the process whereby new products, services, and ideas are distributed to the members of society.

Essentially, transaction-focused selling and trust-based selling require the same skill sets.

Salespeople involved in trust-based relationship selling are often actively involved in the customer's decision-making process.

"Is this salesperson dependable?" can be a question customers ask themselves when assessing customer value.

According to the text, salespeople contribute to their firms in each of the following ways except?

Advantages of most sales jobs include all of the following except?

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 __________________________.

The part of marketing that relies heavily on interpersonal communication and interaction between buyers and sellers is called _____________

Although missionary salespeople engage in the sales process, they usually are not involved with the actual purchase transaction.

Consumers who are likely to be early adopters of an innovation often rely on the salesperson as a secondary source of information.

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

Salespeople play an inconsequential role in the diffusion of innovation.

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

Kim is proud to be a salesperson because she knows she is benefiting society by helping to __________ and promote the ____________

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.

Salespeople are revenue producers for the company.

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

Business partner is one of the roles important to consultative selling.

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

Which of the five views of personal selling is considered to be the simplest?

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

_______________ refers to the process whereby new products, services, and ideas are distributed to the members of society.

Essentially, transaction-focused selling and trust-based selling require the same skill sets.

Salespeople involved in trust-based relationship selling are often actively involved in the customer's decision-making process.

"Is this salesperson dependable?" can be a question customers ask themselves when assessing customer value.

According to the text, salespeople contribute to their firms in each of the following ways except?

Advantages of most sales jobs include all of the following except?

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 __________________________.

The part of marketing that relies heavily on interpersonal communication and interaction between buyers and sellers is called _____________

Although missionary salespeople engage in the sales process, they usually are not involved with the actual purchase transaction.

Consumers who are likely to be early adopters of an innovation often rely on the salesperson as a secondary source of information.

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

Kim is proud to be a salesperson because she knows she is benefiting society by helping to and promote the __