Question 1

Salespeople must be

Accepted Answer

A)  capable of working in an increasingly complex business environment. 
B)  strong collaborators, both within their organizations and with their customers. 
C)  accountable for their actions and results from an ethical and fiscal responsibility point of view. 
D)  all of the above. 
E)  only answers "a" and "b". 
A)  capable of working in an increasingly complex business environment. 
B)  strong collaborators, both within their organizations and with their customers. 
C)  accountable for their actions and results from an ethical and fiscal responsibility point of view. 
D)  all of the above. 
E)  only answers "a" and "b".

Question 2

The U.S. Department of Labor projects no growth over the next decade in the total number of salespeople in all industry categories.

Accepted Answer

A) True 
 B)False

Question 3

Which of the five personal selling approaches is the least flexible and least focused on the buyer's unique needs?

Accepted Answer

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

Question 4

Which of the following is not one of the steps of the ADAPT questioning methodology?

Accepted Answer

A)  Assess the buyer's situation. 
B)  Discover the buyer's needs. 
C)  Activate the buying process. 
D)  Project the impact of solving a problem or realizing an opportunity. 
E)  Transition to the close. 
A)  Assess the buyer's situation. 
B)  Discover the buyer's needs. 
C)  Activate the buying process. 
D)  Project the impact of solving a problem or realizing an opportunity. 
E)  Transition to the close.

Question 5

Personal selling careers offer little in terms of job variety.

Accepted Answer

A) True 
 B)False

Question 6

In consultative selling, salespeople only need to be experts on the customer's business.

Accepted Answer

A) True 
 B)False

Salespeople must be

The U.S. Department of Labor projects no growth over the next decade in the total number of salespeople in all industry categories.

Which of the five personal selling approaches is the least flexible and least focused on the buyer's unique needs?

Which of the following is not one of the steps of the ADAPT questioning methodology?

Personal selling careers offer little in terms of job variety.

In consultative selling, salespeople only need to be experts on the customer's business.

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

Salespeople must be

The U.S. Department of Labor projects no growth over the next decade in the total number of salespeople in all industry categories.

Which of the five personal selling approaches is the least flexible and least focused on the buyer's unique needs?

Which of the following is not one of the steps of the ADAPT questioning methodology?

Personal selling careers offer little in terms of job variety.

In consultative selling, salespeople only need to be experts on the customer's business.

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