Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

Ultimately, customer value is determined by the salesperson.

Accepted Answer

A) True 
 B)False

Question 3

Business conversations between buyers and Sellers that occur as salespeople tend to initiate, develop, and enhance customer relationships are referred to as ____________.

Accepted Answer

The answer of Business conversations between buyers and Sellers that...

Question 4

Salespeople have contributed to the economic growth of the United States in two basic ways:

Accepted Answer

A)  By stimulating economic transactions and encouraging research and development. 
B)  By bringing producers news about the state of the market and introducing new products to people in rural areas. 
C)  By stabilizing economic transactions and assisting in recovery cycles. 
D)  By sustaining periods of relative prosperity and developing product awareness among consumers. 
E)  By stimulating economic transactions and increasing the diffusion of innovation. 
A)  By stimulating economic transactions and encouraging research and development. 
B)  By bringing producers news about the state of the market and introducing new products to people in rural areas. 
C)  By stabilizing economic transactions and assisting in recovery cycles. 
D)  By sustaining periods of relative prosperity and developing product awareness among consumers. 
E)  By stimulating economic transactions and increasing the diffusion of innovation.

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

What are the following is most accurate with respect to buyers' expectations of salespeople?

Accepted Answer

A)  Buyers expect salespeople to be self-serving. 
B)  Buyers expect salespeople to be driven solely by profit. 
C)  Ultimately, buyers have little to no expectations of salespeople. 
D)  Buyers expect sales people to contribute to the success of the buyer's firm 
E)  All of the above are accurate. 
A)  Buyers expect salespeople to be self-serving. 
B)  Buyers expect salespeople to be driven solely by profit. 
C)  Ultimately, buyers have little to no expectations of salespeople. 
D)  Buyers expect sales people to contribute to the success of the buyer's firm 
E)  All of the above are accurate.

Question 7

Which of the roles salespeople play in consultative selling is most it depended 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 8

____________ is the customer's perception of what they get for what they have to give up.

Accepted Answer

The answer of ____________ is the customer's perception of what...

Question 9

According to the text, in considering the responsibility for revenue production, salespeople usually feel the brunt of the pressure along with:

Accepted Answer

A)  The firm's stockholders. 
B)  The firm's production staff. 
C)  The firm's management staff. 
D)  The firm's financial staff. 
E)  The customer service supervisor. 
A)  The firm's stockholders. 
B)  The firm's production staff. 
C)  The firm's management staff. 
D)  The firm's financial staff. 
E)  The customer service supervisor.

Question 10

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 11

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

Accepted Answer

Diffusion

Question 12

In the post-World War II period, firms were expanding because of a surge in demand.

Accepted Answer

A) True 
 B)False

Question 13

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

Accepted Answer

A) True 
 B)False

Question 14

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 15

During the early part of the twentieth century there was widespread interest in how to reduce the cost of sales. Many believed that this could be done by:

Accepted Answer

A)  Selling through mass distribution of goods and services. 
B)  Hiring lower-cost salespeople. 
C)  Increasing the territory of each salesperson. 
D)  Increasing the efficiency of the factory production process. 
E)  Developing advertising to increase demand for the product. 
A)  Selling through mass distribution of goods and services. 
B)  Hiring lower-cost salespeople. 
C)  Increasing the territory of each salesperson. 
D)  Increasing the efficiency of the factory production process. 
E)  Developing advertising to increase demand for the product.

Question 16

Jennifer follows the trust-based relationship selling strategy when dealing with her customers. She can expect to be ________________ her customers' decision-making processes.

Accepted Answer

A)  Isolated from 
B)  Actively involved in 
C)  Dissatisfied with 
D)  Uncertain about 
E)  None of the above are correct. 
A)  Isolated from 
B)  Actively involved in 
C)  Dissatisfied with 
D)  Uncertain about 
E)  None of the above are correct.

Question 17

When salespeople alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations they are practicing manipulative selling.

Accepted Answer

A) True 
 B)False

Question 18

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

Accepted Answer

Strategic

Question 19

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)  Personal selling 
B)  Sales dialogue 
C)  Sales presentation 
D)  Sales communication 
E)  Sales conversation 
A)  Personal selling 
B)  Sales dialogue 
C)  Sales presentation 
D)  Sales communication 
E)  Sales conversation

Question 20

____________ 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...

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

Ultimately, customer value is determined by the salesperson.

Business conversations between buyers and Sellers that occur as salespeople tend to initiate, develop, and enhance customer relationships are referred to as ____________.

Salespeople have contributed to the economic growth of the United States in two basic ways:

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

What are the following is most accurate with respect to buyers' expectations of salespeople?

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

____________ is the customer's perception of what they get for what they have to give up.

According to the text, in considering the responsibility for revenue production, salespeople usually feel the brunt of the pressure along with:

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

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

In the post-World War II period, firms were expanding because of a surge in demand.

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

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

During the early part of the twentieth century there was widespread interest in how to reduce the cost of sales. Many believed that this could be done by:

Jennifer follows the trust-based relationship selling strategy when dealing with her customers. She can expect to be ________________ her customers' decision-making processes.

When salespeople alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations they are practicing manipulative selling.

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

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

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

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

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

Ultimately, customer value is determined by the salesperson.

Business conversations between buyers and Sellers that occur as salespeople tend to initiate, develop, and enhance customer relationships are referred to as ____________.

Salespeople have contributed to the economic growth of the United States in two basic ways:

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

What are the following is most accurate with respect to buyers' expectations of salespeople?

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

____________ is the customer's perception of what they get for what they have to give up.

According to the text, in considering the responsibility for revenue production, salespeople usually feel the brunt of the pressure along with:

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

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

In the post-World War II period, firms were expanding because of a surge in demand.

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

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

During the early part of the twentieth century there was widespread interest in how to reduce the cost of sales. Many believed that this could be done by:

Jennifer follows the trust-based relationship selling strategy when dealing with her customers. She can expect to be ________________ her customers' decision-making processes.

When salespeople alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations they are practicing manipulative selling.

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

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

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

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