Question 1

The problem-solving view of personal selling is an extension of:

Accepted Answer

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

Question 2

The primary focus of trust-based relationships selling is the customer and the customer's customer.

Accepted Answer

A) True 
 B)False

Question 3

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 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

The three phases of the sales process are developing, maintaining, and enhancing customer relationships.

Accepted Answer

A) True 
 B)False

Question 6

Ultimately, customer value is determined by the customer.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following statements pertaining to the stimulus-response form of personal selling is true?

Accepted Answer

A)  The buyer takes a dominant role in the sales dialogue. 
B)  The stimulus-response sales strategy cannot be used with a canned sales presentation. 
C)  The stimulus-response sales strategy must be conducted in person because of the necessity for visual aids. 
D)  An example of the stimulus-response sales strategy would be the continued affirmation method. 
E)  The stimulus-response sales strategy has the advantage of flexibility. 
A)  The buyer takes a dominant role in the sales dialogue. 
B)  The stimulus-response sales strategy cannot be used with a canned sales presentation. 
C)  The stimulus-response sales strategy must be conducted in person because of the necessity for visual aids. 
D)  An example of the stimulus-response sales strategy would be the continued affirmation method. 
E)  The stimulus-response sales strategy has the advantage of flexibility.

Question 8

Ultimately, customer value is determined by the salesperson.

Accepted Answer

A) True 
 B)False

Question 9

________________ refers to the ability of salespeople to alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations and different customers.

Accepted Answer

The answer of ________________ refers to the ability of salespeople...

Question 10

The primary focus of transaction-focused selling is the __________ and the selling firm.

Accepted Answer

The answer of The primary focus of transaction-focused selling is...

Question 11

One of the reasons for engaging in sales dialogue is so that the salesperson all of the features and benefits his/her product offers

Accepted Answer

A) True 
 B)False

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

Salespeople engaged in transaction-focused selling need to find ways to add value through post-sale follow-up.

Accepted Answer

A) True 
 B)False

Question 14

In her role as ________________ Susan arranges the use of the sales organization's resources in an effort to satisfy the customer.

Accepted Answer

Strategic

Question 15

As a salesperson, Larry is expected to identify customers but is not responsible for generating revenue.

Accepted Answer

A) True 
 B)False

Question 16

"Order-getters" are also called "hunters", whereas "Order takers" are also called "farmers".

Accepted Answer

A) True 
 B)False

Question 17

_________________ salespeople refers to a category of sales support personnel who are not typically involved in the direct solicitation of purchase orders.

Accepted Answer

The answer of _________________ salespeople refers to a category of...

Question 18

Customers perceptions of what they get for what they have to give up is referred to as Customer __________

Accepted Answer

A)  Benefits 
B)  Cost 
C)  Behavior 
D)  Engagement 
E)  None of the above are correct 
A)  Benefits 
B)  Cost 
C)  Behavior 
D)  Engagement 
E)  None of the above are correct

Question 19

Which of the following is not one of the four basic approaches to personal selling that were identified three decades ago?

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 20

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)  Advertising 
B)  Sales dialogue 
C)  Sales presentation 
D)  Sales communication 
E)  Sales conversation 
A)  Advertising 
B)  Sales dialogue 
C)  Sales presentation 
D)  Sales communication 
E)  Sales conversation

The problem-solving view of personal selling is an extension of:

The primary focus of trust-based relationships selling is the customer and the customer's customer.

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

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

The three phases of the sales process are developing, maintaining, and enhancing customer relationships.

Ultimately, customer value is determined by the customer.

Which of the following statements pertaining to the stimulus-response form of personal selling is true?

Ultimately, customer value is determined by the salesperson.

________________ refers to the ability of salespeople to alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations and different customers.

The primary focus of transaction-focused selling is the __________ and the selling firm.

One of the reasons for engaging in sales dialogue is so that the salesperson all of the features and benefits his/her product offers

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

Salespeople engaged in transaction-focused selling need to find ways to add value through post-sale follow-up.

In her role as ________________ Susan arranges the use of the sales organization's resources in an effort to satisfy the customer.

As a salesperson, Larry is expected to identify customers but is not responsible for generating revenue.

"Order-getters" are also called "hunters", whereas "Order takers" are also called "farmers".

_________________ salespeople refers to a category of sales support personnel who are not typically involved in the direct solicitation of purchase orders.

Customers perceptions of what they get for what they have to give up is referred to as Customer __________

Which of the following is not one of the four basic approaches to personal selling that were identified three decades ago?

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

The problem-solving view of personal selling is an extension of:

The primary focus of trust-based relationships selling is the customer and the customer's customer.

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

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

The three phases of the sales process are developing, maintaining, and enhancing customer relationships.

Ultimately, customer value is determined by the customer.

Which of the following statements pertaining to the stimulus-response form of personal selling is true?

Ultimately, customer value is determined by the salesperson.

________________ refers to the ability of salespeople to alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations and different customers.

The primary focus of transaction-focused selling is the __________ and the selling firm.

One of the reasons for engaging in sales dialogue is so that the salesperson all of the features and benefits his/her product offers

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

Salespeople engaged in transaction-focused selling need to find ways to add value through post-sale follow-up.

In her role as ________________ Susan arranges the use of the sales organization's resources in an effort to satisfy the customer.

As a salesperson, Larry is expected to identify customers but is not responsible for generating revenue.

"Order-getters" are also called "hunters", whereas "Order takers" are also called "farmers".

_________________ salespeople refers to a category of sales support personnel who are not typically involved in the direct solicitation of purchase orders.

Customers perceptions of what they get for what they have to give up is referred to as Customer __________

Which of the following is not one of the four basic approaches to personal selling that were identified three decades ago?

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