Question 1

Matching
-Selling newspaper advertising

Accepted Answer

A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program 
A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program A

Question 2

Matching
-In this employment setting, you might see such diverse products as personal computers, major appliances, and fashion apparel

Accepted Answer

A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program 
A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program B

Question 3

Matching
-Melinda is a Real Estate Agent. She works in this sector

Accepted Answer

A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program 
A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program A

Question 4

Matching
-On-line selling is a major competition to this sector

Accepted Answer

A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program 
A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program

Question 5

Matching
-Canadian Professional Sales Association (CPSA) is a

Accepted Answer

A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program 
A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program

Question 6

Matching
-Major companies selling insurance and financial products such as Clarica, Sun Life, and London Life

Accepted Answer

A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program 
A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program

Question 7

Raymond LeBlance extensively trains new recruits at Mitron Corp. to develop a personal selling philosophy. He considers the major components of this philosophy to be:

Accepted Answer

A)  adoption of the marketing concept, development of a questioning strategy, and memorizing several closing techniques. 
B)  valuing personal selling, understand how to make the greatest income under the compensation plan, give exceptionally good after sales service.. 
C)  adopt the win-win philosophy. 
D)  adopt the marketing concept, become a problem solver for customers, give exceptionally good after-sales service. 
E)  adoption of the marketing concept, valuing personal selling, and assuming the role of problem solver or partner. 
A)  adoption of the marketing concept, development of a questioning strategy, and memorizing several closing techniques. 
B)  valuing personal selling, understand how to make the greatest income under the compensation plan, give exceptionally good after sales service.. 
C)  adopt the win-win philosophy. 
D)  adopt the marketing concept, become a problem solver for customers, give exceptionally good after-sales service. 
E)  adoption of the marketing concept, valuing personal selling, and assuming the role of problem solver or partner.

Question 8

Matching
-People who purchase advertising come into contact with salespeople in this industry

Accepted Answer

A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program 
A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program

Question 9

Matching
-In this employment setting, detail salespeople develop goodwill and stimulate demand

Accepted Answer

A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program 
A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program

Question 10

Matching
-The growing number of seminars, conferences, and business meetings create new sales positions in this career setting

Accepted Answer

A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program 
A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program

Question 11

Matching
-Sales in this employment setting include assisting consumers in making the largest single expenditure of their lifetime

Accepted Answer

A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program 
A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program

Question 12

Matching
-Flow of goods from manufacturer to end user is called

Accepted Answer

A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program 
A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program

Question 13

Matching
-An entrepreneur also needs to be a good

Accepted Answer

A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program 
A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program

Question 14

Matching
-Outside salespeople do

Accepted Answer

A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program 
A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program

Question 15

The reason professionals such as lawyers and architects are beginning to pay more attention to their selling skills is because:

Accepted Answer

A)  the clients are becoming more cost-conscious, and there is an increase in competition in the professional services industry. 
B)  these professional services are being out-sourced to other countries. 
C)  it is being mandated by their professional governing bodies. 
D)  the demand for their services is declining, because clients are turning to the numerous self-help books and softwares available in the market. 
E)  the clients are more aware of consumer rights and are demanding better treatment from professional services providers. 
A)  the clients are becoming more cost-conscious, and there is an increase in competition in the professional services industry. 
B)  these professional services are being out-sourced to other countries. 
C)  it is being mandated by their professional governing bodies. 
D)  the demand for their services is declining, because clients are turning to the numerous self-help books and softwares available in the market. 
E)  the clients are more aware of consumer rights and are demanding better treatment from professional services providers.

Question 16

Matching
-Selling exotic foreign automobiles

Accepted Answer

A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program 
A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program

Question 17

Matching
-Receiving verbal praise from your supervisor contributes to

Accepted Answer

A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program 
A)  service selling 
B)  retailing 
C)  real estate 
D)  manufacturing 
E)  salesperson
F) channel of distribution
G) psychic income
H) face-to-face selling
I) Certification program

Matching -Selling newspaper advertising

Matching -In this employment setting, you might see such diverse products as personal computers, major appliances, and fashion apparel

Matching -Melinda is a Real Estate Agent. She works in this sector

Matching -On-line selling is a major competition to this sector

Matching -Canadian Professional Sales Association (CPSA) is a

Matching -Major companies selling insurance and financial products such as Clarica, Sun Life, and London Life

Raymond LeBlance extensively trains new recruits at Mitron Corp. to develop a personal selling philosophy. He considers the major components of this philosophy to be:

Matching -People who purchase advertising come into contact with salespeople in this industry

Matching -In this employment setting, detail salespeople develop goodwill and stimulate demand

Matching -The growing number of seminars, conferences, and business meetings create new sales positions in this career setting

Matching -Sales in this employment setting include assisting consumers in making the largest single expenditure of their lifetime

Matching -Flow of goods from manufacturer to end user is called

Matching -An entrepreneur also needs to be a good

Matching -Outside salespeople do

The reason professionals such as lawyers and architects are beginning to pay more attention to their selling skills is because:

Matching -Selling exotic foreign automobiles

Matching -Receiving verbal praise from your supervisor contributes to

Management of the Sales Force

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Ethics: The Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: The Key to Greater Sales Productivity

Filters

Exam 1: Relationship Selling Opportunities in the Information Economy

Matching -Selling newspaper advertising

Matching -In this employment setting, you might see such diverse products as personal computers, major appliances, and fashion apparel

Matching -Melinda is a Real Estate Agent. She works in this sector

Matching -On-line selling is a major competition to this sector

Matching -Canadian Professional Sales Association (CPSA) is a

Matching -Major companies selling insurance and financial products such as Clarica, Sun Life, and London Life

Raymond LeBlance extensively trains new recruits at Mitron Corp. to develop a personal selling philosophy. He considers the major components of this philosophy to be:

Matching -People who purchase advertising come into contact with salespeople in this industry

Matching -In this employment setting, detail salespeople develop goodwill and stimulate demand

Matching -The growing number of seminars, conferences, and business meetings create new sales positions in this career setting

Matching -Sales in this employment setting include assisting consumers in making the largest single expenditure of their lifetime

Matching -Flow of goods from manufacturer to end user is called

Matching -An entrepreneur also needs to be a good

Matching -Outside salespeople do

The reason professionals such as lawyers and architects are beginning to pay more attention to their selling skills is because:

Matching -Selling exotic foreign automobiles

Matching -Receiving verbal praise from your supervisor contributes to

Management of the Sales Force

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Ethics: The Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: The Key to Greater Sales Productivity

Filters