Question 1

Which one of the following is not a stage in the problem-solving approach to selling?

Accepted Answer

A)  Continue selling until purchase decision. 
B)  Generate alternative solutions. 
C)  Follow up sale with additional product offerings. 
D)  Define problem. 
E)  Evaluate alternative solutions. 
A)  Continue selling until purchase decision. 
B)  Generate alternative solutions. 
C)  Follow up sale with additional product offerings. 
D)  Define problem. 
E)  Evaluate alternative solutions.

Question 2

The sales process begins with:

Accepted Answer

A)  The training of the sales force. 
B)  Locating qualified prospective customers. 
C)  Planning the sales presentation. 
D)  The completion of the sale. 
E)  Making an appointment to see the customer. 
A)  The training of the sales force. 
B)  Locating qualified prospective customers. 
C)  Planning the sales presentation. 
D)  The completion of the sale. 
E)  Making an appointment to see the customer.

Question 3

Salespeople have the following relationship with revenue in most business firms:

Accepted Answer

A)  Indirect. 
B)  Direct. 
C)  No relationship. 
D)  Parallel. 
E)  Inverse. 
A)  Indirect. 
B)  Direct. 
C)  No relationship. 
D)  Parallel. 
E)  Inverse.

Question 4

A customer-oriented sales approach employs truthful, but manipulative, tactics to satisfy the long-term needs of both the customer and the selling firm.

Accepted Answer

A) True 
 B)False

Question 5

AIDA is an acronym that stands for attention, interest, desire, and ____________.

Accepted Answer

The answer of AIDA is an acronym that stands for...

Question 6

As salespeople serve their customers, they simultaneously serve their employers and society.

Accepted Answer

A) True 
 B)False

Which one of the following is not a stage in the problem-solving approach to selling?

The sales process begins with:

Salespeople have the following relationship with revenue in most business firms:

A customer-oriented sales approach employs truthful, but manipulative, tactics to satisfy the long-term needs of both the customer and the selling firm.

AIDA is an acronym that stands for attention, interest, desire, and ____________.

As salespeople serve their customers, they simultaneously serve their employers and society.

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

Which one of the following is not a stage in the problem-solving approach to selling?

The sales process begins with:

Salespeople have the following relationship with revenue in most business firms:

A customer-oriented sales approach employs truthful, but manipulative, tactics to satisfy the long-term needs of both the customer and the selling firm.

AIDA is an acronym that stands for attention, interest, desire, and ____________.

As salespeople serve their customers, they simultaneously serve their employers and society.

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