Question 1

Consumers who are likely to be early adopters of an innovation often rely on the salesperson as a secondary source of information.

Accepted Answer

A) True 
 B)False

Question 2

The approach to selling their lives happily on the AIDA concept is ________________ selling.

Accepted Answer

The answer of The approach to selling their lives happily...

Question 3

The most important part of the salesperson's job is:

Accepted Answer

A)  Tracking accounts receivable. 
B)  The sales process. 
C)  Training new salespersons. 
D)  Maintaining their credibility and integrity. 
E)  Attending training sessions. 
A)  Tracking accounts receivable. 
B)  The sales process. 
C)  Training new salespersons. 
D)  Maintaining their credibility and integrity. 
E)  Attending training sessions.

Question 4

Salespeople are expected to be recognized as a key force in executing the appropriate strategies and tactics necessary for survival and growth.

Accepted Answer

A) True 
 B)False

Question 5

The desired outcomes in trust-based relationship selling include which of the following?

Accepted Answer

A)  Closed sales 
B)  Order volume 
C)  Trust and mutual benefits/profits 
D)  Profit in the short-term 
E)  None of the above. 
A)  Closed sales 
B)  Order volume 
C)  Trust and mutual benefits/profits 
D)  Profit in the short-term 
E)  None of the above.

Question 6

The sales process is usually described as a series of ____ steps.

Accepted Answer

A)  Ten 
B)  Cumulative 
C)  Interrelated 
D)  Separate but equal 
E)  Different 
A)  Ten 
B)  Cumulative 
C)  Interrelated 
D)  Separate but equal 
E)  Different

Question 7

The mental-states, or formula approach, to personal selling assumes that buyers must be led through four mental states, which occur in this order:

Accepted Answer

A)  Interest, attention, desire, action. 
B)  Attention, desire, interest, action. 
C)  Curiosity, interest, conviction, purchase. 
D)  Attention, interest, desire, action. 
E)  Listening, considering, aspiring, deciding. 
A)  Interest, attention, desire, action. 
B)  Attention, desire, interest, action. 
C)  Curiosity, interest, conviction, purchase. 
D)  Attention, interest, desire, action. 
E)  Listening, considering, aspiring, deciding.

Question 8

The primary focus of transaction-focused selling is the __________ and the selling firm.

Accepted Answer

The answer of The primary focus of transaction-focused selling is...

Question 9

While accountants and financial staff are concerned with profitability in ____ terms, salespeople are primarily concerned with profitability in ____ terms.

Accepted Answer

A)  Top-line, bottom-line 
B)  Accounting, sales 
C)  Profit/loss, revenue 
D)  Cost-of-production, cost-of-sales 
E)  Bottom-line, top-line 
A)  Top-line, bottom-line 
B)  Accounting, sales 
C)  Profit/loss, revenue 
D)  Cost-of-production, cost-of-sales 
E)  Bottom-line, top-line

Question 10

Susan's customers are always concerned about what they're receiving in exchange for what they're paying. In other words, they are concerned about _______________.

Accepted Answer

A)  Marketing 
B)  Personal selling 
C)  Customer value 
D)  Marketing Communications 
E)  Advertising 
A)  Marketing 
B)  Personal selling 
C)  Customer value 
D)  Marketing Communications 
E)  Advertising

Question 11

In stimulus-response selling, the salesperson listens for "cues" from the buyer and adjusts his presentation to match those "cues."

Accepted Answer

A) True 
 B)False

Question 12

A problem with the mental states approach to selling is that it forces salespeople to listen very carefully when using this approach.

Accepted Answer

A) True 
 B)False

Question 13

__________________ refers to a customer-oriented approach that uses truthful, non-manipulative tactics to satisfy the long-term needs of both the customer and the selling firm.

Accepted Answer

Sales Prof

Question 14

Salespeople are oftentimes referred to as the revenue producers of the firm.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following is not a typical skill required for trust-based relationship selling?

Accepted Answer

A)  Financial planning 
B)  Information gathering 
C)  Listening and questioning 
D)  Strategic problem solving 
E)  Team building and teamwork 
A)  Financial planning 
B)  Information gathering 
C)  Listening and questioning 
D)  Strategic problem solving 
E)  Team building and teamwork

Question 16

An approach to selling based on the notion that the customers buying to satisfy particular need or set up needs is referred to as ____________________ selling.

Accepted Answer

The answer of An approach to selling based on the...

Question 17

Which of the following is not part of the sales process model outlined in the text?

Accepted Answer

A)  Salesperson attributes 
B)  Selling situation 
C)  Initiating customer relationships 
D)  Developing customer relationships 
E)  Enhancing customer relationships 
A)  Salesperson attributes 
B)  Selling situation 
C)  Initiating customer relationships 
D)  Developing customer relationships 
E)  Enhancing customer relationships

Question 18

Which of the five views of personal selling is considered to be the simplest?

Accepted Answer

A)  Stimulus-response 
B)  Need-satisfaction 
C)  Contingency-selling 
D)  Mental-states 
E)  Problem-solution 
A)  Stimulus-response 
B)  Need-satisfaction 
C)  Contingency-selling 
D)  Mental-states 
E)  Problem-solution

Question 19

_______________refers to the process of helping customers reach their strategic goals by using the products, services, and expertise of the sales organization.

Accepted Answer

Consultati

Question 20

The most important part of marketing communications in terms of money spent by most business firms is:

Accepted Answer

A)  Personal selling. 
B)  Advertising. 
C)  Public relations. 
D)  Sales promotions. 
E)  Publicity. 
A)  Personal selling. 
B)  Advertising. 
C)  Public relations. 
D)  Sales promotions. 
E)  Publicity.

Consumers who are likely to be early adopters of an innovation often rely on the salesperson as a secondary source of information.

The approach to selling their lives happily on the AIDA concept is ________________ selling.

The most important part of the salesperson's job is:

Salespeople are expected to be recognized as a key force in executing the appropriate strategies and tactics necessary for survival and growth.

The desired outcomes in trust-based relationship selling include which of the following?

The sales process is usually described as a series of ____ steps.

The mental-states, or formula approach, to personal selling assumes that buyers must be led through four mental states, which occur in this order:

The primary focus of transaction-focused selling is the __________ and the selling firm.

While accountants and financial staff are concerned with profitability in terms, salespeople are primarily concerned with profitability in terms.

Susan's customers are always concerned about what they're receiving in exchange for what they're paying. In other words, they are concerned about _______________.

In stimulus-response selling, the salesperson listens for "cues" from the buyer and adjusts his presentation to match those "cues."

A problem with the mental states approach to selling is that it forces salespeople to listen very carefully when using this approach.

__________________ refers to a customer-oriented approach that uses truthful, non-manipulative tactics to satisfy the long-term needs of both the customer and the selling firm.

Salespeople are oftentimes referred to as the revenue producers of the firm.

Which of the following is not a typical skill required for trust-based relationship selling?

An approach to selling based on the notion that the customers buying to satisfy particular need or set up needs is referred to as ____________________ selling.

Which of the following is not part of the sales process model outlined in the text?

Which of the five views of personal selling is considered to be the simplest?

_______________refers to the process of helping customers reach their strategic goals by using the products, services, and expertise of the sales organization.

The most important part of marketing communications in terms of money spent by most business firms is:

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

Consumers who are likely to be early adopters of an innovation often rely on the salesperson as a secondary source of information.

The approach to selling their lives happily on the AIDA concept is ________________ selling.

The most important part of the salesperson's job is:

Salespeople are expected to be recognized as a key force in executing the appropriate strategies and tactics necessary for survival and growth.

The desired outcomes in trust-based relationship selling include which of the following?

The sales process is usually described as a series of ____ steps.

The mental-states, or formula approach, to personal selling assumes that buyers must be led through four mental states, which occur in this order:

The primary focus of transaction-focused selling is the __________ and the selling firm.

While accountants and financial staff are concerned with profitability in ____ terms, salespeople are primarily concerned with profitability in ____ terms.

Susan's customers are always concerned about what they're receiving in exchange for what they're paying. In other words, they are concerned about _______________.

In stimulus-response selling, the salesperson listens for "cues" from the buyer and adjusts his presentation to match those "cues."

A problem with the mental states approach to selling is that it forces salespeople to listen very carefully when using this approach.

__________________ refers to a customer-oriented approach that uses truthful, non-manipulative tactics to satisfy the long-term needs of both the customer and the selling firm.

Salespeople are oftentimes referred to as the revenue producers of the firm.

Which of the following is not a typical skill required for trust-based relationship selling?

An approach to selling based on the notion that the customers buying to satisfy particular need or set up needs is referred to as ____________________ selling.

Which of the following is not part of the sales process model outlined in the text?

Which of the five views of personal selling is considered to be the simplest?

_______________refers to the process of helping customers reach their strategic goals by using the products, services, and expertise of the sales organization.

The most important part of marketing communications in terms of money spent by most business firms is:

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

While accountants and financial staff are concerned with profitability in terms, salespeople are primarily concerned with profitability in terms.