Question 1

the post-interaction phase of the selling process includes:

Accepted Answer

A)  reducing post-purchase anxiety. 
B)  making sure the order is delivered on time and the customer is satisfied. 
C)  cross-selling and up-selling. 
D)  both a and b above. 
E)  all the above. 
A)  reducing post-purchase anxiety. 
B)  making sure the order is delivered on time and the customer is satisfied. 
C)  cross-selling and up-selling. 
D)  both a and b above. 
E)  all the above.

Question 2

Buyer concerns should be viewed as:

Accepted Answer

A)  an opportunity. 
B)  a hurdle. 
C)  a dumb comment by the buyer. 
D)  a definite "no". 
E)  none of the above. 
A)  an opportunity. 
B)  a hurdle. 
C)  a dumb comment by the buyer. 
D)  a definite "no". 
E)  none of the above.

Question 3

Direct marketing organizations such as Mary Kay Cosmetics and Cutco usually train their salespeople to use a standardized type of sales presentation.

Accepted Answer

A) True 
 B)False

Question 4

"Who is your current supplier of gaskets?" is an example of a:

Accepted Answer

A)  permission question. 
B)  fact-finding question. 
C)  feeling-finding question. 
D)  checking question. 
E)  reaction question. 
A)  permission question. 
B)  fact-finding question. 
C)  feeling-finding question. 
D)  checking question. 
E)  reaction question.

Question 5

What is the major reason salespeople are so hesitant to close a sale?

Accepted Answer

A)  loss of friendship 
B)  fear of success 
C)  fear of rejection 
D)  too much follow-up work 
E)  fear of upsetting the buyer 
A)  loss of friendship 
B)  fear of success 
C)  fear of rejection 
D)  too much follow-up work 
E)  fear of upsetting the buyer

Question 6

Written sales proposals have all of the following advantages over oral sales proposals except:

Accepted Answer

A)  they often help buyer-seller communications. 
B)  they may be read and evaluated over time. 
C)  they are less expensive and quicker to prepare. 
D)  they lessen the chance of misunderstandings. 
E)  all of the above are advantages of written sales proposals. 
A)  they often help buyer-seller communications. 
B)  they may be read and evaluated over time. 
C)  they are less expensive and quicker to prepare. 
D)  they lessen the chance of misunderstandings. 
E)  all of the above are advantages of written sales proposals.

Question 7

All the following are examples of appropriate client actions that salespeople may wish to accomplish when making a sales call, except:

Accepted Answer

A)  agree to meet again for lunch. 
B)  arrange a future meeting with a previously uncontacted key buying influence. 
C)  get a purchase order number. 
D)  agree to supply information on historical inventory levels. 
E)  all of the above are good examples of such actions 
A)  agree to meet again for lunch. 
B)  arrange a future meeting with a previously uncontacted key buying influence. 
C)  get a purchase order number. 
D)  agree to supply information on historical inventory levels. 
E)  all of the above are good examples of such actions

Question 8

Presenting what you perceive to be a solution for a customer's problem before the customer is ready to make a purchase decision, is most likely to jeopardize the sale in which of the following types of relationships

Accepted Answer

A)  transactional 
B)  consultative 
C)  enterprise 
D)  only b and c above 
E)  a, b, and c above 
A)  transactional 
B)  consultative 
C)  enterprise 
D)  only b and c above 
E)  a, b, and c above

the post-interaction phase of the selling process includes:

Buyer concerns should be viewed as:

Direct marketing organizations such as Mary Kay Cosmetics and Cutco usually train their salespeople to use a standardized type of sales presentation.

"Who is your current supplier of gaskets?" is an example of a:

What is the major reason salespeople are so hesitant to close a sale?

Written sales proposals have all of the following advantages over oral sales proposals except:

All the following are examples of appropriate client actions that salespeople may wish to accomplish when making a sales call, except:

Presenting what you perceive to be a solution for a customer's problem before the customer is ready to make a purchase decision, is most likely to jeopardize the sale in which of the following types of relationships

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Sales Opportunity Management

Account Relationship Management

Sales Force Organization

Recruiting and Selecting Personnel

Training

Leadership

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters

Exam 5: Customer Interaction Management

the post-interaction phase of the selling process includes:

Buyer concerns should be viewed as:

Direct marketing organizations such as Mary Kay Cosmetics and Cutco usually train their salespeople to use a standardized type of sales presentation.

"Who is your current supplier of gaskets?" is an example of a:

What is the major reason salespeople are so hesitant to close a sale?

Written sales proposals have all of the following advantages over oral sales proposals except:

All the following are examples of appropriate client actions that salespeople may wish to accomplish when making a sales call, except:

Presenting what you perceive to be a solution for a customer's problem before the customer is ready to make a purchase decision, is most likely to jeopardize the sale in which of the following types of relationships

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Sales Opportunity Management

Account Relationship Management

Sales Force Organization

Recruiting and Selecting Personnel

Training

Leadership

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters