Question 1

The sales process begins with:

Accepted Answer

A)  The training of the sales force. 
B)  Locating qualified prospective customers. 
C)  Planning the sales presentation. 
D)  The completion of the sale. 
E)  Making an appointment to see the customer. 
A)  The training of the sales force. 
B)  Locating qualified prospective customers. 
C)  Planning the sales presentation. 
D)  The completion of the sale. 
E)  Making an appointment to see the customer.

Question 2

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 3

According to the text, when salespeople alter their sales messages and behaviors during a sales presentation, or as they encounter different sales situations, they are using:

Accepted Answer

A)  Value-based selling. 
B)  Response selling. 
C)  Interactive selling. 
D)  Adaptive selling. 
E)  Situational selling. 
A)  Value-based selling. 
B)  Response selling. 
C)  Interactive selling. 
D)  Adaptive selling. 
E)  Situational selling.

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

"Order-getters" are also called "hunters", whereas "Order takers" are also called "farmers".

Accepted Answer

A) True 
 B)False

Question 6

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 7

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

The sales process begins with:

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:

According to the text, when salespeople alter their sales messages and behaviors during a sales presentation, or as they encounter different sales situations, they are using:

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

"Order-getters" are also called "hunters", whereas "Order takers" are also called "farmers".

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

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.

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

The sales process begins with:

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:

According to the text, when salespeople alter their sales messages and behaviors during a sales presentation, or as they encounter different sales situations, they are using:

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

"Order-getters" are also called "hunters", whereas "Order takers" are also called "farmers".

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

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.

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