Question 1

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  True

Question 2

In consultative selling, salespeople fulfill three primary roles: strategic orchestrator, business consultant, and order-taker.

Accepted Answer

A) True 
 B)False  False

Question 3

In which of the following types of sales positions is a pharmaceutical industry representative likely to be found?

Accepted Answer

A)  Detailer 
B)  Retailer 
C)  Pioneer 
D)  Order-getter 
E)  Order-taker 
A)  Detailer 
B)  Retailer 
C)  Pioneer 
D)  Order-getter 
E)  Order-taker A

Question 4

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 5

Julie is a salesperson. As a salesperson, one of Julie's responsibilities will likely be to assist with market research.

Accepted Answer

A) True 
 B)False

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

_________________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 8

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 9

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 10

The mental states approach to selling requires salespeople to listen very carefully (when using this approach).

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

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 13

Salespeople help to stimulate the economy.

Accepted Answer

A) True 
 B)False

Question 14

Kevin is a salesperson who relies heavily on trust building. This style of 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 15

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

Accepted Answer

A) True 
 B)False

Question 16

Which of the roles salespeople play in consultative selling is most dependent 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 17

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 18

The primary focus of trust-based relationships selling is the customer and the customer's customer.

Accepted Answer

A) True 
 B)False

Question 19

Customers perceptions of what they get for what they have to give up is referred to as Customer __________

Accepted Answer

A)  Benefits 
B)  Cost 
C)  Behavior 
D)  Engagement 
E)  None of the above are correct 
A)  Benefits 
B)  Cost 
C)  Behavior 
D)  Engagement 
E)  None of the above are correct

Question 20

One of the reasons for engaging in sales dialogue is so that the salesperson all of the features and benefits his/her product offers

Accepted Answer

A) True 
 B)False

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.

In consultative selling, salespeople fulfill three primary roles: strategic orchestrator, business consultant, and order-taker.

In which of the following types of sales positions is a pharmaceutical industry representative likely to be found?

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

Julie is a salesperson. As a salesperson, one of Julie's responsibilities will likely be to assist with market research.

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

_________________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.

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

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.

The mental states approach to selling requires salespeople to listen very carefully (when using this approach).

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

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

Salespeople help to stimulate the economy.

Kevin is a salesperson who relies heavily on trust building. This style of selling is known as?

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

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

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

The primary focus of trust-based relationships selling is the customer and the customer's customer.

Customers perceptions of what they get for what they have to give up is referred to as Customer __________

One of the reasons for engaging in sales dialogue is so that the salesperson all of the features and benefits his/her product offers

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

Filters

Exam 1: Overview of Personal Selling

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.

In consultative selling, salespeople fulfill three primary roles: strategic orchestrator, business consultant, and order-taker.

In which of the following types of sales positions is a pharmaceutical industry representative likely to be found?

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

Julie is a salesperson. As a salesperson, one of Julie's responsibilities will likely be to assist with market research.

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

_________________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.

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

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.

The mental states approach to selling requires salespeople to listen very carefully (when using this approach).

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

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

Salespeople help to stimulate the economy.

Kevin is a salesperson who relies heavily on trust building. This style of selling is known as?

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

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

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

The primary focus of trust-based relationships selling is the customer and the customer's customer.

Customers perceptions of what they get for what they have to give up is referred to as Customer __________

One of the reasons for engaging in sales dialogue is so that the salesperson all of the features and benefits his/her product offers

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

Filters