Question 1

The theoretical background for the stimulus-response approach to personal selling originated in early experiments with animal behavior.

Accepted Answer

A) True 
 B)False

Question 2

Personal selling and trust-based relationship selling are essentially the same thing.

Accepted Answer

A) True 
 B)False

Question 3

Stimulus-response selling is most effective in situations involving important purchase decisions and when time is not critical.

Accepted Answer

A) True 
 B)False

Question 4

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 5

The first step of the initiating customer relationships phase of the trust-based sales process is strategic ______________.

Accepted Answer

The answer of The first step of the initiating customer...

Question 6

Personal selling is moving from relationship-based methods to transaction-based methods.

Accepted Answer

A) True 
 B)False

Question 7

The canned sales presentation was developed by John H. Patterson of the National Cash Register Company and was based on the premise that salespeople are "born, not made."

Accepted Answer

A) True 
 B)False

Question 8

David is always willing to support his customers even when an immediate sale is not expected. David is perceived by his customers as a _____________________ one of the roles David plays as a consultative salesperson.

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 9

Professional buyers expect salespeople to coordinate all aspects of the product and service to provide a total package.

Accepted Answer

A) True 
 B)False

Question 10

________________ selling is an extension of needs-satisfaction selling.

Accepted Answer

The answer of ________________ selling is an extension of needs-satisfaction...

Question 11

Salespeople rarely get promoted into management positions because their training makes them too valuable where they are.

Accepted Answer

A) True 
 B)False

Question 12

Unfortunately, the needs-satisfaction approach tends to increase the defensiveness of some prospects because the salesperson rapidly moves to the persuasive part of the sales message.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following is most accurate with respect to post sale follow-up?

Accepted Answer

A)  Transaction-focused selling includes substantial follow-up. 
B)  Transaction-focus selling includes little to no follow-up. 
C)  Trust-based relationship selling involves substantial follow-up. 
D)  Trust-based relationship selling it involves little to no follow-up. 
E)  Both B and C are correct. 
A)  Transaction-focused selling includes substantial follow-up. 
B)  Transaction-focus selling includes little to no follow-up. 
C)  Trust-based relationship selling involves substantial follow-up. 
D)  Trust-based relationship selling it involves little to no follow-up. 
E)  Both B and C are correct.

Question 14

Consultative selling is more or less the same thing as trust-based relationship selling.

Accepted Answer

A) True 
 B)False

Question 15

Careful listening is required when using the mental-states selling approach to determine which stage the buyer is in at a given point in time.

Accepted Answer

A) True 
 B)False

Question 16

Business partner is one of the roles and pour into consultative selling.

Accepted Answer

A) True 
 B)False

Question 17

Salespeople who are customer oriented, honest, dependable, competent, and likable are in a good position to establish

Accepted Answer

A)  Rapport. 
B)  Trust. 
C)  Commitment. 
D)  Customer feedback. 
E)  Source credibility. 
A)  Rapport. 
B)  Trust. 
C)  Commitment. 
D)  Customer feedback. 
E)  Source credibility.

Question 18

The ability to understand buyers is one of the selling foundations in the trust-based sales process

Accepted Answer

A) True 
 B)False

Question 19

As a salesperson, you are expected to:

Accepted Answer

A)  Get to know the buyers on a personal level. 
B)  Contribute to the success of the buyer's firm. 
C)  Serve your employer's interests only. 
D)  Only be concerned with meeting your sales quota. 
E)  Not get involved with your customers' problems. 
A)  Get to know the buyers on a personal level. 
B)  Contribute to the success of the buyer's firm. 
C)  Serve your employer's interests only. 
D)  Only be concerned with meeting your sales quota. 
E)  Not get involved with your customers' problems.

Question 20

"Does this salesperson help me achieve my strategic priorities?" can be a question customers ask themselves when assessing customer value.

Accepted Answer

A) True 
 B)False

The theoretical background for the stimulus-response approach to personal selling originated in early experiments with animal behavior.

Personal selling and trust-based relationship selling are essentially the same thing.

Stimulus-response selling is most effective in situations involving important purchase decisions and when time is not critical.

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

The first step of the initiating customer relationships phase of the trust-based sales process is strategic ______________.

Personal selling is moving from relationship-based methods to transaction-based methods.

The canned sales presentation was developed by John H. Patterson of the National Cash Register Company and was based on the premise that salespeople are "born, not made."

David is always willing to support his customers even when an immediate sale is not expected. David is perceived by his customers as a _____________________ one of the roles David plays as a consultative salesperson.

Professional buyers expect salespeople to coordinate all aspects of the product and service to provide a total package.

________________ selling is an extension of needs-satisfaction selling.

Salespeople rarely get promoted into management positions because their training makes them too valuable where they are.

Unfortunately, the needs-satisfaction approach tends to increase the defensiveness of some prospects because the salesperson rapidly moves to the persuasive part of the sales message.

Which of the following is most accurate with respect to post sale follow-up?

Consultative selling is more or less the same thing as trust-based relationship selling.

Careful listening is required when using the mental-states selling approach to determine which stage the buyer is in at a given point in time.

Business partner is one of the roles and pour into consultative selling.

Salespeople who are customer oriented, honest, dependable, competent, and likable are in a good position to establish

The ability to understand buyers is one of the selling foundations in the trust-based sales process

As a salesperson, you are expected to:

"Does this salesperson help me achieve my strategic priorities?" can be a question customers ask themselves when assessing customer value.

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 theoretical background for the stimulus-response approach to personal selling originated in early experiments with animal behavior.

Personal selling and trust-based relationship selling are essentially the same thing.

Stimulus-response selling is most effective in situations involving important purchase decisions and when time is not critical.

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

The first step of the initiating customer relationships phase of the trust-based sales process is strategic ______________.

Personal selling is moving from relationship-based methods to transaction-based methods.

The canned sales presentation was developed by John H. Patterson of the National Cash Register Company and was based on the premise that salespeople are "born, not made."

David is always willing to support his customers even when an immediate sale is not expected. David is perceived by his customers as a _____________________ one of the roles David plays as a consultative salesperson.

Professional buyers expect salespeople to coordinate all aspects of the product and service to provide a total package.

________________ selling is an extension of needs-satisfaction selling.

Salespeople rarely get promoted into management positions because their training makes them too valuable where they are.

Unfortunately, the needs-satisfaction approach tends to increase the defensiveness of some prospects because the salesperson rapidly moves to the persuasive part of the sales message.

Which of the following is most accurate with respect to post sale follow-up?

Consultative selling is more or less the same thing as trust-based relationship selling.

Careful listening is required when using the mental-states selling approach to determine which stage the buyer is in at a given point in time.

Business partner is one of the roles and pour into consultative selling.

Salespeople who are customer oriented, honest, dependable, competent, and likable are in a good position to establish

The ability to understand buyers is one of the selling foundations in the trust-based sales process

As a salesperson, you are expected to:

"Does this salesperson help me achieve my strategic priorities?" can be a question customers ask themselves when assessing customer value.

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