Question 1

According to the text,high-performing salespeople build and maintain partnering relationships with all of the following key groups EXCEPT:

Accepted Answer

A) secondary decision makers 
B) company support staff 
C) management personnel 
D) publicity specialists 
E) customers 
A) secondary decision makers 
B) company support staff 
C) management personnel 
D) publicity specialists 
E) customers

Question 2

A sales rep from AdVance spends several months with the buyer for a company that owns a dozen farms understanding the buyer's needs,and puts together a proposal for several fertilizers produced for the company's specific needs. When the sale is about to close,the buyer decides to purchase a cheaper,pre-made,standardized formula from another supplier. What is the most likely explanation of the outcome of the interaction?

Accepted Answer

A) The salesperson saw the sale as a partnering relationship while the buyer saw it as a transactional sale. 
B) The salesperson saw the sale as a transactional relationship while the buyer saw it as a partnering sale. 
C) The salesperson and buyer did not get along personally,so the buyer did not buy from the salesperson on principle. 
D) The salesperson did not understand the buyer's needs and proposed fertilizer formulas that weren't exactly right for the buyer. 
E) The buyer never intended to purchase from AdVance. 
A) The salesperson saw the sale as a partnering relationship while the buyer saw it as a transactional sale. 
B) The salesperson saw the sale as a transactional relationship while the buyer saw it as a partnering sale. 
C) The salesperson and buyer did not get along personally,so the buyer did not buy from the salesperson on principle. 
D) The salesperson did not understand the buyer's needs and proposed fertilizer formulas that weren't exactly right for the buyer. 
E) The buyer never intended to purchase from AdVance.

Question 3

Guided imagery is another name for:

Accepted Answer

A) positive self-talk 
B) goal-setting 
C) rewarding effort 
D) visualization 
E) self-improvement 
A) positive self-talk 
B) goal-setting 
C) rewarding effort 
D) visualization 
E) self-improvement

Question 4

Ego drive is an inner force that propels a salesperson to attempt to close a sale.

Accepted Answer

A) True 
 B)False

Question 5

A series of creative improvements in the sales process that enhance the customer experience is known as:

Accepted Answer

A) relationship modeling 
B) customer-oriented sales 
C) value-added selling 
D) transactional selling 
E) managing relationships 
A) relationship modeling 
B) customer-oriented sales 
C) value-added selling 
D) transactional selling 
E) managing relationships

Question 6

Customers almost never buy products from someone whom they dislike.

Accepted Answer

A) True 
 B)False

Question 7

Traditional industrial age sales training programs encouraged salespeople to make positive first impressions with customers and then to push the product to make a quick sale.

Accepted Answer

A) True 
 B)False

Question 8

Generally speaking,a firm handshake will most likely communicate:

Accepted Answer

A) indifference 
B) ambiguity 
C) consideration 
D) abruptness 
E) calmness 
A) indifference 
B) ambiguity 
C) consideration 
D) abruptness 
E) calmness

Question 9

AdVance Corporation is a company that formulates and manufactures fertilizers for the farming industry. The company produces several standardized formulas that can be purchased directly through the retail arms of the company, but it also formulates custom fertilizers for farms.
-The sales representatives at AdVance have been told by the CEO that they need to start using social media every day to help them close sales. Most of these reps are already using social media personally,but have not been using it in a business setting. What is the best strategy for them to use to follow the CEO's request?

Accepted Answer

A) Post statistics and benefits of AdVance fertilizers on their personal accounts. 
B) Begin work accounts that are separate from their personal accounts,and focus on posting images sent from the marketing department. 
C) Send private messages to all their personal friends on social media asking them to purchase AdVance fertilizer. 
D) Interact more actively with clients and potential clients on social media,but without pushing business. 
E) Post photos of their vacations and purchases to show that they are successful at AdVance. 
A) Post statistics and benefits of AdVance fertilizers on their personal accounts. 
B) Begin work accounts that are separate from their personal accounts,and focus on posting images sent from the marketing department. 
C) Send private messages to all their personal friends on social media asking them to purchase AdVance fertilizer. 
D) Interact more actively with clients and potential clients on social media,but without pushing business. 
E) Post photos of their vacations and purchases to show that they are successful at AdVance.

Question 10

John Collins has been a sales rep for AdVance for 18 years. When he began his career with AdVance he followed the money and sold to any customer he could convince to buy. In the last five years,however,he has been focusing on acting with integrity in every selling situation. As a result,he has discovered that his initial close rate on sales has gone down,but that he has developed a highly profitable group of long-term customers. What principle does this most likely demonstrate?

Accepted Answer

A) Transactional sales are built on lower prices. 
B) Acting with integrity can be counterproductive to a salesperson. 
C) No amount of professional success is worth sacrificing integrity. 
D) A sales rep can have a long career even with low sales and few referrals. 
E) Honesty and sincerity build long-term partnering relationships with customers. 
A) Transactional sales are built on lower prices. 
B) Acting with integrity can be counterproductive to a salesperson. 
C) No amount of professional success is worth sacrificing integrity. 
D) A sales rep can have a long career even with low sales and few referrals. 
E) Honesty and sincerity build long-term partnering relationships with customers.

Question 11

Which of the following is the best approach to improving your self-image?

Accepted Answer

A) Learn to develop a positive mental attitude. 
B) Maintain a clear focus on past mistakes. 
C) Spend time getting to know your competition. 
D) Spend time each day contacting your current customers. 
E) Develop a general level of knowledge on many topics. 
A) Learn to develop a positive mental attitude. 
B) Maintain a clear focus on past mistakes. 
C) Spend time getting to know your competition. 
D) Spend time each day contacting your current customers. 
E) Develop a general level of knowledge on many topics.

Question 12

Experienced salespeople can go straight to the presentation and close,and do not need to resort to"breaking the ice"with prospects.

Accepted Answer

A) True 
 B)False

Question 13

The CARE model helps salespeople add value to their relationships with customers.

Accepted Answer

A) True 
 B)False

Question 14

An empathizer is someone who understands the ways humans interact.

Accepted Answer

A) True 
 B)False

Question 15

The win-win strategy can best be summed up by which of the following statements?

Accepted Answer

A) Both buyer and seller come away from the negotiation having given up something they originally wanted. 
B) Both buyer and seller come away from the negotiation feeling that their best interests have been served. 
C) Both buyer and seller come away from the negotiation feeling that they have made a new friend. 
D) Neither buyer nor seller comes away from the negotiation feeling that they have made progress. 
E) Neither buyer nor seller comes away from the negotiation having given up anything. 
A) Both buyer and seller come away from the negotiation having given up something they originally wanted. 
B) Both buyer and seller come away from the negotiation feeling that their best interests have been served. 
C) Both buyer and seller come away from the negotiation feeling that they have made a new friend. 
D) Neither buyer nor seller comes away from the negotiation feeling that they have made progress. 
E) Neither buyer nor seller comes away from the negotiation having given up anything.

Question 16

Roni Harris, a college student in the business department of her local university, originally planned to major in accounting. However, she discovered an interest in product marketing and sales and is taking courses in these areas.
-Roni is carrying a full course load this semester,belongs to the Student Investment Club,is studying Mandarin Chinese,runs with the track team,and volunteers with an art therapy program to help homeless children process their emotions. Which of those activities will be of most help to her in a career in selling?

Accepted Answer

A) Studying is most important because she will know all the rules of selling correctly. 
B) Investing is most important because she will understand how money works and will make good sales decisions. 
C) Speaking Chinese is most important so that she can sell to international customers. 
D) Staying physically fit is most important because a healthy appearance will attract customers to her. 
E) Volunteering is most important because it will develop her sense of empathy and her relationships skills to understand customers and their needs. 
A) Studying is most important because she will know all the rules of selling correctly. 
B) Investing is most important because she will understand how money works and will make good sales decisions. 
C) Speaking Chinese is most important so that she can sell to international customers. 
D) Staying physically fit is most important because a healthy appearance will attract customers to her. 
E) Volunteering is most important because it will develop her sense of empathy and her relationships skills to understand customers and their needs.

Question 17

Which of the following should LEAST likely influence clothing decisions for salespeople?

Accepted Answer

A) color 
B) brand name 
C) quality and fit 
D) visual consistency 
E) appropriateness to the setting 
A) color 
B) brand name 
C) quality and fit 
D) visual consistency 
E) appropriateness to the setting

Question 18

Joelle Williams is a personal coach who works primarily with sales representatives at the Colotel Corporation, a company that manufactures and sells copiers and peripherals. Joelle works on manners, nonverbal cues, and personal goal setting with the Colotel sales reps. Colotel prides itself on hiring locally and using regional ties to advance relationships with customers.
-Joelle works with sales reps on visualization,or guided imagery,and positive self-talk. What step is necessary first to be able to use these techniques effectively?

Accepted Answer

A) setting personal goals 
B) creating a mental picture 
C) rewarding progress 
D) using affirmations 
E) controlling mannerisms 
A) setting personal goals 
B) creating a mental picture 
C) rewarding progress 
D) using affirmations 
E) controlling mannerisms

Question 19

Developing a long-term relationship that focuses on solving the customer's buying problems is referred to as:

Accepted Answer

A) executing 
B) consulting 
C) selling 
D) transitioning 
E) partnering 
A) executing 
B) consulting 
C) selling 
D) transitioning 
E) partnering

Question 20

AdVance Corporation is a company that formulates and manufactures fertilizers for the farming industry. The company produces several standardized formulas that can be purchased directly through the retail arms of the company, but it also formulates custom fertilizers for farms.
-The structure of AdVance's business model-formulating custom fertilizers for customers-relies on which of the following sales models?

Accepted Answer

A) partnering 
B) persuading 
C) cobranding 
D) body language 
E) transactional selling 
A) partnering 
B) persuading 
C) cobranding 
D) body language 
E) transactional selling

According to the text,high-performing salespeople build and maintain partnering relationships with all of the following key groups EXCEPT:

Guided imagery is another name for:

Ego drive is an inner force that propels a salesperson to attempt to close a sale.

A series of creative improvements in the sales process that enhance the customer experience is known as:

Customers almost never buy products from someone whom they dislike.

Traditional industrial age sales training programs encouraged salespeople to make positive first impressions with customers and then to push the product to make a quick sale.

Generally speaking,a firm handshake will most likely communicate:

Which of the following is the best approach to improving your self-image?

Experienced salespeople can go straight to the presentation and close,and do not need to resort to"breaking the ice"with prospects.

The CARE model helps salespeople add value to their relationships with customers.

An empathizer is someone who understands the ways humans interact.

The win-win strategy can best be summed up by which of the following statements?

Which of the following should LEAST likely influence clothing decisions for salespeople?

Developing a long-term relationship that focuses on solving the customer's buying problems is referred to as:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: The Foundation for Partnering Relationships That Create Value

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer with Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value with the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: The Key to Greater Sales Productivity

Management of the Sales Force

Filters

Exam 4: Creating Value with a Relationship Strategy

According to the text,high-performing salespeople build and maintain partnering relationships with all of the following key groups EXCEPT:

Guided imagery is another name for:

Ego drive is an inner force that propels a salesperson to attempt to close a sale.

A series of creative improvements in the sales process that enhance the customer experience is known as:

Customers almost never buy products from someone whom they dislike.

Traditional industrial age sales training programs encouraged salespeople to make positive first impressions with customers and then to push the product to make a quick sale.

Generally speaking,a firm handshake will most likely communicate:

Which of the following is the best approach to improving your self-image?

Experienced salespeople can go straight to the presentation and close,and do not need to resort to"breaking the ice"with prospects.

The CARE model helps salespeople add value to their relationships with customers.

An empathizer is someone who understands the ways humans interact.

The win-win strategy can best be summed up by which of the following statements?

Which of the following should LEAST likely influence clothing decisions for salespeople?

Developing a long-term relationship that focuses on solving the customer's buying problems is referred to as:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: The Foundation for Partnering Relationships That Create Value

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer with Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value with the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: The Key to Greater Sales Productivity

Management of the Sales Force

Filters