Question 1

Greater collaboration is needed between sales managers and salespeople.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following is considered a common sales dialogue?

Accepted Answer

A)  Assessing the prospective customer's situation and buying processes. 
B)  Building customer value by providing additional opportunities. 
C)  Confirming the prospective customer's strategic priorities. 
D)  Negotiating an agreement to do business. 
E)  All of the above are common sales dialogue? 
A)  Assessing the prospective customer's situation and buying processes. 
B)  Building customer value by providing additional opportunities. 
C)  Confirming the prospective customer's strategic priorities. 
D)  Negotiating an agreement to do business. 
E)  All of the above are common sales dialogue?

Question 3

Customers report that they appreciate salespeople who are creative in responding to customer needs.

Accepted Answer

A) True 
 B)False

Question 4

All of the following were mentioned in the text as skills important in the sales process EXCEPT

Accepted Answer

A)  listening. 
B)  writing. 
C)  questioning. 
D)  sales dialogue. 
E)  sales presentation. 
A)  listening. 
B)  writing. 
C)  questioning. 
D)  sales dialogue. 
E)  sales presentation.

Question 5

Stimulus response selling methods can be an efficient sales approach.

Accepted Answer

A) True 
 B)False

Question 6

___________________ is essentially a sequential approach to selling in which the salesperson leads the customer through stages in the buying process.

Accepted Answer

A)  Stimulus response selling 
B)  Mental states selling 
C)  Need satisfaction selling 
D)  Problem solving selling 
E)  Consultancy selling 
A)  Stimulus response selling 
B)  Mental states selling 
C)  Need satisfaction selling 
D)  Problem solving selling 
E)  Consultancy selling

Question 7

Consumer goods companies typically do not employ professional salespeople.

Accepted Answer

A) True 
 B)False

Question 8

Personal selling involves interpersonal communications between buyers and sellers to initiate, develop, and enhance customer relationships.

Accepted Answer

A) True 
 B)False

Question 9

Customer value is essentially defined as the customer's perception of what they receive in exchange for what they give up.

Accepted Answer

A) True 
 B)False

Question 10

Trust-based relationship selling seeks to initiate, develop and enhance long-term customer relationships.

Accepted Answer

A) True 
 B)False

Question 11

The generation of new business for the selling firm is associated with which type of salespeople?

Accepted Answer

A)  Order-takers and cold canvassers 
B)  Order-getters and order takers 
C)  Pioneers and franchisers 
D)  Order getters and pioneers 
E)  Missionaries and detail salespeople 
A)  Order-takers and cold canvassers 
B)  Order-getters and order takers 
C)  Pioneers and franchisers 
D)  Order getters and pioneers 
E)  Missionaries and detail salespeople

Question 12

Candor involves the salesperson being honest with the customer.

Accepted Answer

A) True 
 B)False

Question 13

Salespeople can add to or detract from customer value depending on criteria such as

Accepted Answer

A)  customer and market knowledge. 
B)  efficiency. 
C)  strategic alignment. 
D)  trustworthiness. 
E)  all of the above. 
A)  customer and market knowledge. 
B)  efficiency. 
C)  strategic alignment. 
D)  trustworthiness. 
E)  all of the above.

Question 14

Which of the following is not one of the four key roles expected of salespeople?

Accepted Answer

A)  Financial contributor 
B)  Change agent 
C)  Product agent 
D)  Communications agent 
E)  Customer value agent 
A)  Financial contributor 
B)  Change agent 
C)  Product agent 
D)  Communications agent 
E)  Customer value agent

Question 15

According to the trust-based relationship selling process framework, "enhancing customer commitment" is a part of which component of the framework?

Accepted Answer

A)  Selling foundations 
B)  Selling strategy based on customer needs and value 
C)  Initiating customer relationships 
D)  Developing customer relationships 
E)  Enhancing customer relationships 
A)  Selling foundations 
B)  Selling strategy based on customer needs and value 
C)  Initiating customer relationships 
D)  Developing customer relationships 
E)  Enhancing customer relationships

Question 16

Although written contracts are binding, promises and verbal agreements generally are not.

Accepted Answer

A) True 
 B)False

Question 17

One purpose of the ADAPT method is to develop an efficient, relevant line of questioning that will help both the salesperson and the buyer find common ground for sales dialogue and sales presentations.

Accepted Answer

A) True 
 B)False

Question 18

Salesperson compensation is often tied to the achievement of quotas.

Accepted Answer

A) True 
 B)False

Question 19

Stimulus response selling is the most flexible and most focused on the buyer's unique needs and strategic priorities.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following statements pertaining to the stimulus response form of personal selling is true?

Accepted Answer

A)  The buyer takes a dominant role in the sales dialogue. 
B)  The stimulus-response sales strategy cannot be used with a canned sales presentation. 
C)  The stimulus-response sales strategy must be conducted in person because of the necessity for visual aids. 
D)  Key selling points can be sequenced in a logical order and likely questions and objections can be addressed before they are voiced by the buyer. 
E)  The stimulus-response sales strategy has the advantage of flexibility. 
A)  The buyer takes a dominant role in the sales dialogue. 
B)  The stimulus-response sales strategy cannot be used with a canned sales presentation. 
C)  The stimulus-response sales strategy must be conducted in person because of the necessity for visual aids. 
D)  Key selling points can be sequenced in a logical order and likely questions and objections can be addressed before they are voiced by the buyer. 
E)  The stimulus-response sales strategy has the advantage of flexibility.

Greater collaboration is needed between sales managers and salespeople.

Which of the following is considered a common sales dialogue?

Customers report that they appreciate salespeople who are creative in responding to customer needs.

All of the following were mentioned in the text as skills important in the sales process EXCEPT

Stimulus response selling methods can be an efficient sales approach.

___________________ is essentially a sequential approach to selling in which the salesperson leads the customer through stages in the buying process.

Consumer goods companies typically do not employ professional salespeople.

Personal selling involves interpersonal communications between buyers and sellers to initiate, develop, and enhance customer relationships.

Customer value is essentially defined as the customer's perception of what they receive in exchange for what they give up.

Trust-based relationship selling seeks to initiate, develop and enhance long-term customer relationships.

The generation of new business for the selling firm is associated with which type of salespeople?

Candor involves the salesperson being honest with the customer.

Salespeople can add to or detract from customer value depending on criteria such as

Which of the following is not one of the four key roles expected of salespeople?

According to the trust-based relationship selling process framework, "enhancing customer commitment" is a part of which component of the framework?

Although written contracts are binding, promises and verbal agreements generally are not.

One purpose of the ADAPT method is to develop an efficient, relevant line of questioning that will help both the salesperson and the buyer find common ground for sales dialogue and sales presentations.

Salesperson compensation is often tied to the achievement of quotas.

Stimulus response selling is the most flexible and most focused on the buyer's unique needs and strategic priorities.

Which of the following statements pertaining to the stimulus response form of personal selling is true?

Organizational Strategies and the Sales Function

Sales Organization Structure and Salesforce Deployment

Acquiring Sales Talent: Recruitment and Selection

Continual Development of the Salesforce:

Sales Leadership, Management, and Supervision

Motivation and Reward System Management

Evaluating the Effectiveness of the Organization

Evaluating the Performance of Salespeople

Developing Forecasts

Filters

Exam 1: Overview of Personal Selling

Greater collaboration is needed between sales managers and salespeople.

Which of the following is considered a common sales dialogue?

Customers report that they appreciate salespeople who are creative in responding to customer needs.

All of the following were mentioned in the text as skills important in the sales process EXCEPT

Stimulus response selling methods can be an efficient sales approach.

___________________ is essentially a sequential approach to selling in which the salesperson leads the customer through stages in the buying process.

Consumer goods companies typically do not employ professional salespeople.

Personal selling involves interpersonal communications between buyers and sellers to initiate, develop, and enhance customer relationships.

Customer value is essentially defined as the customer's perception of what they receive in exchange for what they give up.

Trust-based relationship selling seeks to initiate, develop and enhance long-term customer relationships.

The generation of new business for the selling firm is associated with which type of salespeople?

Candor involves the salesperson being honest with the customer.

Salespeople can add to or detract from customer value depending on criteria such as

Which of the following is not one of the four key roles expected of salespeople?

According to the trust-based relationship selling process framework, "enhancing customer commitment" is a part of which component of the framework?

Although written contracts are binding, promises and verbal agreements generally are not.

One purpose of the ADAPT method is to develop an efficient, relevant line of questioning that will help both the salesperson and the buyer find common ground for sales dialogue and sales presentations.

Salesperson compensation is often tied to the achievement of quotas.

Stimulus response selling is the most flexible and most focused on the buyer's unique needs and strategic priorities.

Which of the following statements pertaining to the stimulus response form of personal selling is true?

Organizational Strategies and the Sales Function

Sales Organization Structure and Salesforce Deployment

Acquiring Sales Talent: Recruitment and Selection

Continual Development of the Salesforce:

Sales Leadership, Management, and Supervision

Motivation and Reward System Management

Evaluating the Effectiveness of the Organization

Evaluating the Performance of Salespeople

Developing Forecasts

Filters