Question 1

Most sales jobs do not provide much job variety.

Accepted Answer

A) True 
 B)False

Question 2

_________________ refers to non-retail sales positions where the salesperson remains in his/her employer's place of business while dealing with customers.

Accepted Answer

The answer of _________________ refers to non-retail sales positions where...

Question 3

The role fulfilled by salespeople that brings in revenue or income to the firm or company is called _______________

Accepted Answer

The answer of The role fulfilled by salespeople that brings...

Question 4

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 5

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 6

Which of the following is not a class of sales job?

Accepted Answer

A)  Sales support 
B)  New business 
C)  Territory manager 
D)  Inside 
E)  Direct-to-consumer 
A)  Sales support 
B)  New business 
C)  Territory manager 
D)  Inside 
E)  Direct-to-consumer

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

"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

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

The three roles played in consultative selling include strategic orchestrator, business consultant, and ___________________.

Accepted Answer

The answer of The three roles played in consultative selling...

Question 11

____________ 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...

Question 12

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

Accepted Answer

Trust-base

Question 13

Which of the following is not one of the four basic approaches to personal selling that were identified three decades ago?

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 14

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 15

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 16

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

Accepted Answer

A) True 
 B)False

Question 17

Salespeople engaged in transaction-focused selling need to find ways to add value through post-sale follow-up.

Accepted Answer

A) True 
 B)False

Question 18

In the Trust-Based sales process salespeople need to develop a selling strategy for their sales territory each customer and each _________________.

Accepted Answer

The answer of In the Trust-Based sales process salespeople need...

Question 19

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 20

The part of marketing that relies heavily on interpersonal communication and interaction between buyers and sellers is called _____________

Accepted Answer

A)  Advertising 
B)  Sales promotion 
C)  Direct marketing 
D)  Consumer behavior 
E)  Personal selling 
A)  Advertising 
B)  Sales promotion 
C)  Direct marketing 
D)  Consumer behavior 
E)  Personal selling

Most sales jobs do not provide much job variety.

_________________ refers to non-retail sales positions where the salesperson remains in his/her employer's place of business while dealing with customers.

The role fulfilled by salespeople that brings in revenue or income to the firm or company is called _______________

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

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

Which of the following is not a class of sales job?

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

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

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

The three roles played in consultative selling include strategic orchestrator, business consultant, and ___________________.

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

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

Which of the following is not one of the four basic approaches to personal selling that were identified three decades ago?

As a salesperson, you are expected to:

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

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

Salespeople engaged in transaction-focused selling need to find ways to add value through post-sale follow-up.

In the Trust-Based sales process salespeople need to develop a selling strategy for their sales territory each customer and each _________________.

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.

The part of marketing that relies heavily on interpersonal communication and interaction between buyers and sellers is called _____________

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

Most sales jobs do not provide much job variety.

_________________ refers to non-retail sales positions where the salesperson remains in his/her employer's place of business while dealing with customers.

The role fulfilled by salespeople that brings in revenue or income to the firm or company is called _______________

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

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

Which of the following is not a class of sales job?

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

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

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

The three roles played in consultative selling include strategic orchestrator, business consultant, and ___________________.

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

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

Which of the following is not one of the four basic approaches to personal selling that were identified three decades ago?

As a salesperson, you are expected to:

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

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

Salespeople engaged in transaction-focused selling need to find ways to add value through post-sale follow-up.

In the Trust-Based sales process salespeople need to develop a selling strategy for their sales territory each customer and each _________________.

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.

The part of marketing that relies heavily on interpersonal communication and interaction between buyers and sellers is called _____________

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