Question 1

The sales process is usually described as a series of ____ steps.

Accepted Answer

A)  Ten 
B)  Cumulative 
C)  Interrelated 
D)  Separate but equal 
E)  Different 
A)  Ten 
B)  Cumulative 
C)  Interrelated 
D)  Separate but equal 
E)  Different

Question 2

The ability to understand buyers is one of the selling foundations in the trust-based sales process

Accepted Answer

A) True 
 B)False

Question 3

As a salesperson, you are expected to:

Accepted Answer

A)  Get to know the buyers on a personal level. 
B)  Contribute to the success of the buyer's firm. 
C)  Serve your employer's interests only. 
D)  Only be concerned with meeting your sales quota. 
E)  Not get involved with your customers' problems. 
A)  Get to know the buyers on a personal level. 
B)  Contribute to the success of the buyer's firm. 
C)  Serve your employer's interests only. 
D)  Only be concerned with meeting your sales quota. 
E)  Not get involved with your customers' problems.

Question 4

Sales _____________ is 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

A)  Dialogue 
B)  Pitching 
C)  Communication 
D)  Professionalism 
E)  Engagement 
A)  Dialogue 
B)  Pitching 
C)  Communication 
D)  Professionalism 
E)  Engagement

Question 5

____________ 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 6

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 7

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 8

Salespeople help to stimulate the economy.

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

The most important part of marketing communications for most business firms is:

Accepted Answer

A)  Personal selling. 
B)  Advertising. 
C)  Public relations. 
D)  Sales promotions. 
E)  Publicity. 
A)  Personal selling. 
B)  Advertising. 
C)  Public relations. 
D)  Sales promotions. 
E)  Publicity.

Question 11

Which of the following is not part of the Trust-Based Sales Process model outlined in the text?

Accepted Answer

A)  Selling Foundations 
B)  Selling situation 
C)  Initiating customer relationships 
D)  Developing customer relationships 
E)  Enhancing customer relationships 
A)  Selling Foundations 
B)  Selling situation 
C)  Initiating customer relationships 
D)  Developing customer relationships 
E)  Enhancing customer relationships

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

According to the text, when salespeople alter their sales messages and behaviors during a sales presentation, or as they encounter different sales situations, they are using:

Accepted Answer

A)  Value-based selling. 
B)  Response selling. 
C)  Interactive selling. 
D)  Adaptive selling. 
E)  Situational selling. 
A)  Value-based selling. 
B)  Response selling. 
C)  Interactive selling. 
D)  Adaptive selling. 
E)  Situational selling.

Question 14

The final stage of the trust-based sales process is ______________ customer relationships.

Accepted Answer

The answer of The final stage of the trust-based sales...

Question 15

Which of the roles salespeople play in consultative selling is most dependent upon the salesperson's business, industry, and customer knowledge?

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 16

Professional buyers expect salespeople to coordinate all aspects of the product and service to provide a total package.

Accepted Answer

A) True 
 B)False

Question 17

Salespeople are the only members of an organization responsible for generating revenue.

Accepted Answer

A) True 
 B)False

Question 18

A personal selling approach that involves helping customers reach their strategic goals by using the products, services and expertise of the sales organization is called:

Accepted Answer

A)  Needs-satisfaction selling. 
B)  Consultative selling. 
C)  Alternative-solutions approach. 
D)  Stimulus-response selling. 
E)  Adaptable response method. 
A)  Needs-satisfaction selling. 
B)  Consultative selling. 
C)  Alternative-solutions approach. 
D)  Stimulus-response selling. 
E)  Adaptable response method.

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

Jim use as a memorized presentation format when making sales calls. In other words, Jim is using a ___________sales presentation approach.

Accepted Answer

The answer of Jim use as a memorized presentation format...

The sales process is usually described as a series of ____ steps.

The ability to understand buyers is one of the selling foundations in the trust-based sales process

As a salesperson, you are expected to:

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

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

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

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

Salespeople help to stimulate the economy.

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

The most important part of marketing communications for most business firms is:

Which of the following is not part of the Trust-Based Sales Process model outlined in the text?

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

According to the text, when salespeople alter their sales messages and behaviors during a sales presentation, or as they encounter different sales situations, they are using:

The final stage of the trust-based sales process is ______________ customer relationships.

Which of the roles salespeople play in consultative selling is most dependent upon the salesperson's business, industry, and customer knowledge?

Professional buyers expect salespeople to coordinate all aspects of the product and service to provide a total package.

Salespeople are the only members of an organization responsible for generating revenue.

A personal selling approach that involves helping customers reach their strategic goals by using the products, services and expertise of the sales organization is called:

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

Jim use as a memorized presentation format when making sales calls. In other words, Jim is using a ___________sales presentation approach.

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

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Exam 1: Overview of Personal Selling

The sales process is usually described as a series of ____ steps.

The ability to understand buyers is one of the selling foundations in the trust-based sales process

As a salesperson, you are expected to:

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

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

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

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

Salespeople help to stimulate the economy.

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

The most important part of marketing communications for most business firms is:

Which of the following is not part of the Trust-Based Sales Process model outlined in the text?

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

According to the text, when salespeople alter their sales messages and behaviors during a sales presentation, or as they encounter different sales situations, they are using:

The final stage of the trust-based sales process is ______________ customer relationships.

Which of the roles salespeople play in consultative selling is most dependent upon the salesperson's business, industry, and customer knowledge?

Professional buyers expect salespeople to coordinate all aspects of the product and service to provide a total package.

Salespeople are the only members of an organization responsible for generating revenue.

A personal selling approach that involves helping customers reach their strategic goals by using the products, services and expertise of the sales organization is called:

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

Jim use as a memorized presentation format when making sales calls. In other words, Jim is using a ___________sales presentation approach.

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