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

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 3

The ability to develop appropriate selling strategy is important to trust-based sales process.

Accepted Answer

A) True 
 B)False

Question 4

If you were a salesperson using the mental-states approach and your customer was in the action state, you would attempt to close the deal.

Accepted Answer

A) True 
 B)False

Question 5

The primary focus of trust-based relationships selling is the salesperson and the selling firm.

Accepted Answer

A) True 
 B)False

Question 6

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 7

One of the key roles that salespeople client in society is the distribution of knowledge about new technology. In other words, salespeople helped with the __________________________.

Accepted Answer

A)  Growth of revenue 
B)  Diffusion of innovation 
C)  Market research process 
D)  Distribution of products 
E)  None of the above. 
A)  Growth of revenue 
B)  Diffusion of innovation 
C)  Market research process 
D)  Distribution of products 
E)  None of the above.

Question 8

Kevin is a salesperson who relies heavily on trust building. The stylus selling is known as?

Accepted Answer

A)  Personal selling 
B)  Mental states selling 
C)  Trust-Based relationship selling 
D)  Canned selling 
E)  None of the above. 
A)  Personal selling 
B)  Mental states selling 
C)  Trust-Based relationship selling 
D)  Canned selling 
E)  None of the above.

Question 9

Strategic problem solving is a skill required by trust-based relationship selling but not by transaction-focused selling.

Accepted Answer

A) True 
 B)False

Question 10

_________________is the role the salesperson plays in consultative selling were he or she arranges the use of the sales organization's resources in an effort to satisfy the customer.

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 11

True salespeople, those who earned a living from selling, did not exist in any sizeable number until

Accepted Answer

A)  The Industrial Revolution in the United States. 
B)  After World War I. 
C)  The Industrial Revolution in England. 
D)  The United States declared their independence from England. 
E)  Peddlers began selling door-to-door during the latter phase of the Middle Ages. 
A)  The Industrial Revolution in the United States. 
B)  After World War I. 
C)  The Industrial Revolution in England. 
D)  The United States declared their independence from England. 
E)  Peddlers began selling door-to-door during the latter phase of the Middle Ages.

Question 12

Strategic problem solving is a skill required all of ___________________ selling.

Accepted Answer

Trust-base

Question 13

When practicing trust-based relationship selling, salespeople should do all of the following except:

Accepted Answer

A)  Act as a business consultant and long-term ally. 
B)  Participate in two-way and collaborative communication. 
C)  Practice stimulus-response selling. 
D)  Be actively involved in the customer's decision making process. 
E)  Provide continued follow-through. 
A)  Act as a business consultant and long-term ally. 
B)  Participate in two-way and collaborative communication. 
C)  Practice stimulus-response selling. 
D)  Be actively involved in the customer's decision making process. 
E)  Provide continued follow-through.

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

The new generation of salespeople will face demands from sophisticated buyers, economic uncertainties, and new technologies.

Accepted Answer

A) True 
 B)False

Question 16

Need-satisfaction personal selling is based on the idea that:

Accepted Answer

A)  Customers need to be told what they want. 
B)  The customer needs to know what products the firm offers. 
C)  Salespeople should be friendly because customers need to feel that they are appreciated. 
D)  Customers purchase to satisfy a particular need or set of needs. 
E)  Customers have only one need at a time and it must be met before the salesperson can interest them in any other product. 
A)  Customers need to be told what they want. 
B)  The customer needs to know what products the firm offers. 
C)  Salespeople should be friendly because customers need to feel that they are appreciated. 
D)  Customers purchase to satisfy a particular need or set of needs. 
E)  Customers have only one need at a time and it must be met before the salesperson can interest them in any other product.

Question 17

____________refers to stop and that stimulates are in size activity in the economy.

Accepted Answer

The answer of ____________refers to stop and that stimulates are...

Question 18

________________ 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 19

Salespeople are revenue producers for the company.

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

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

The ability to develop appropriate selling strategy is important to trust-based sales process.

If you were a salesperson using the mental-states approach and your customer was in the action state, you would attempt to close the deal.

The primary focus of trust-based relationships selling is the salesperson and the selling firm.

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:

One of the key roles that salespeople client in society is the distribution of knowledge about new technology. In other words, salespeople helped with the __________________________.

Kevin is a salesperson who relies heavily on trust building. The stylus selling is known as?

Strategic problem solving is a skill required by trust-based relationship selling but not by transaction-focused selling.

_________________is the role the salesperson plays in consultative selling were he or she arranges the use of the sales organization's resources in an effort to satisfy the customer.

True salespeople, those who earned a living from selling, did not exist in any sizeable number until

Strategic problem solving is a skill required all of ___________________ selling.

When practicing trust-based relationship selling, salespeople should do all of the following except:

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

The new generation of salespeople will face demands from sophisticated buyers, economic uncertainties, and new technologies.

Need-satisfaction personal selling is based on the idea that:

____________refers to stop and that stimulates are in size activity in the economy.

________________ 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.

Salespeople are revenue producers for the company.

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

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

The ability to develop appropriate selling strategy is important to trust-based sales process.

If you were a salesperson using the mental-states approach and your customer was in the action state, you would attempt to close the deal.

The primary focus of trust-based relationships selling is the salesperson and the selling firm.

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:

One of the key roles that salespeople client in society is the distribution of knowledge about new technology. In other words, salespeople helped with the __________________________.

Kevin is a salesperson who relies heavily on trust building. The stylus selling is known as?

Strategic problem solving is a skill required by trust-based relationship selling but not by transaction-focused selling.

_________________is the role the salesperson plays in consultative selling were he or she arranges the use of the sales organization's resources in an effort to satisfy the customer.

True salespeople, those who earned a living from selling, did not exist in any sizeable number until

Strategic problem solving is a skill required all of ___________________ selling.

When practicing trust-based relationship selling, salespeople should do all of the following except:

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

The new generation of salespeople will face demands from sophisticated buyers, economic uncertainties, and new technologies.

Need-satisfaction personal selling is based on the idea that:

____________refers to stop and that stimulates are in size activity in the economy.

________________ 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.

Salespeople are revenue producers for the company.

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