Question 1

The CARE model helps salespeople add value to their relationships with customers.

Accepted Answer

A) True 
 B)False

Question 2

A(n)________ is usually the only physical contact one makes during a sales call.

Accepted Answer

The answer of A(n)________ is usually the only physical contact...

Question 3

Which of the following is most likely a strategy for self-improvement?

Accepted Answer

A) comparing your performance to others 
B) setting specific goals for yourself 
C) focusing on your obstacles 
D) clarifying your mistakes 
E) demanding help from others 
A) comparing your performance to others 
B) setting specific goals for yourself 
C) focusing on your obstacles 
D) clarifying your mistakes 
E) demanding help from others

Question 4

Roni Harris,a college student in the business department of her local university,originally planned to major in accounting.However,she discovered an interest in product marketing and sales and is taking courses in these areas.
-Roni discovers that she and a prospect belonged to the same sorority at different colleges in different decades.Should Roni mention this to the prospect?

Accepted Answer

A) No.Roni should not attempt to use this commonality to gain an unfair advantage in selling. 
B) No.The prospect will unlikely be interested in any commonalities she shares with Roni. 
C) Yes.Roni should ask the prospect detailed questions about what sorority life was like ten years earlier in an attempt to understand the older generation. 
D) Yes.Roni should mention the commonality as a way to establish initial rapport with the prospect. 
E) Yes.Roni should exploit the commonality to become friends with the prospect and see each other socially so the prospect will definitely buy from Roni. 
A) No.Roni should not attempt to use this commonality to gain an unfair advantage in selling. 
B) No.The prospect will unlikely be interested in any commonalities she shares with Roni. 
C) Yes.Roni should ask the prospect detailed questions about what sorority life was like ten years earlier in an attempt to understand the older generation. 
D) Yes.Roni should mention the commonality as a way to establish initial rapport with the prospect. 
E) Yes.Roni should exploit the commonality to become friends with the prospect and see each other socially so the prospect will definitely buy from Roni.

Question 5

According to the text,high-performing salespeople build and maintain partnering relationships with all of the following key groups EXCEPT:

Accepted Answer

A) secondary decision makers 
B) company support staff 
C) management personnel 
D) publicity specialists 
E) customers 
A) secondary decision makers 
B) company support staff 
C) management personnel 
D) publicity specialists 
E) customers

Question 6

Salespeople today are most likely encouraged by employers to:

Accepted Answer

A) push products on customers for quick,short-term sales 
B) build careers that will translate across many industries 
C) maximize their time by automating most functions 
D) build long-term partnerships with customers 
E) focus more heavily on the product life cycle 
A) push products on customers for quick,short-term sales 
B) build careers that will translate across many industries 
C) maximize their time by automating most functions 
D) build long-term partnerships with customers 
E) focus more heavily on the product life cycle

Question 7

Most image consultants agree that male salespeople should always wear suits to make the best impression on customers even when customers are dressed casually.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following is considered an element of nonverbal communication?

Accepted Answer

A) rate of speech 
B) active listening phrases 
C) word choice 
D) e-mail signature 
E) posture 
A) rate of speech 
B) active listening phrases 
C) word choice 
D) e-mail signature 
E) posture

Question 9

Research in the field of communications most likely reveals that:

Accepted Answer

A) verbal messages carry more influence than nonverbal gestures 
B) nonverbal behaviors seldom reinforce verbal messages 
C) the meaning attached to words depends little on visual data 
D) nonverbal behaviors rarely contradict verbal messages 
E) words play a small role in the communications process 
A) verbal messages carry more influence than nonverbal gestures 
B) nonverbal behaviors seldom reinforce verbal messages 
C) the meaning attached to words depends little on visual data 
D) nonverbal behaviors rarely contradict verbal messages 
E) words play a small role in the communications process

Question 10

Which of the following is a rule of etiquette appropriate for salespeople?

Accepted Answer

A) Call a new prospect by their first name right away to break the ice. 
B) Avoid offensive stories or comments unless you are meeting outside the client's office. 
C) Do not express personal views on religion or politics until clients have first expressed their views. 
D) When you invite a customer to lunch,do not discuss business before the meal is ordered unless the client initiates the subject. 
E) Do not leave a voice mail;instead,call until you reach the client. 
A) Call a new prospect by their first name right away to break the ice. 
B) Avoid offensive stories or comments unless you are meeting outside the client's office. 
C) Do not express personal views on religion or politics until clients have first expressed their views. 
D) When you invite a customer to lunch,do not discuss business before the meal is ordered unless the client initiates the subject. 
E) Do not leave a voice mail;instead,call until you reach the client.

Question 11

Improving your self-image can be achieved with three practical approaches.List and describe each approach.

Accepted Answer

1.Focus on the future and stop being ove

Question 12

Nonverbal messages can reinforce or contradict the spoken word.

Accepted Answer

A) True 
 B)False

Question 13

How would a CRM system most likely enable a salesperson to facilitate relationship building with numerous customers?

Accepted Answer

A) projecting a professional image on social media sites 
B) using letter templates to convey information 
C) developing leads for potential new sales 
D) integrating numerous accounting tasks 
E) adding value to mature products 
A) projecting a professional image on social media sites 
B) using letter templates to convey information 
C) developing leads for potential new sales 
D) integrating numerous accounting tasks 
E) adding value to mature products

Question 14

Which of the following is true of eye contact during a sales call?

Accepted Answer

A) Looking at papers in your briefcase indicates to the customer that you are listening. 
B) Nodding constantly indicates sincere interest in a customer. 
C) Eye contact is one of the best ways to say "I'm listening." 
D) A fleeting glance at notes is insulting to the prospect. 
E) A prolonged,direct stare is reassuring. 
A) Looking at papers in your briefcase indicates to the customer that you are listening. 
B) Nodding constantly indicates sincere interest in a customer. 
C) Eye contact is one of the best ways to say "I'm listening." 
D) A fleeting glance at notes is insulting to the prospect. 
E) A prolonged,direct stare is reassuring.

Question 15

Research indicates that when two people communicate,nonverbal messages convey:

Accepted Answer

A) much less impact than verbal messages 
B) slightly less impact than verbal messages 
C) slightly more impact than verbal messages 
D) much more impact than verbal messages 
E) the same impact as verbal messages 
A) much less impact than verbal messages 
B) slightly less impact than verbal messages 
C) slightly more impact than verbal messages 
D) much more impact than verbal messages 
E) the same impact as verbal messages

Question 16

Generally speaking,a firm handshake will most likely communicate:

Accepted Answer

A) indifference 
B) ambiguity 
C) consideration 
D) abruptness 
E) calmness 
A) indifference 
B) ambiguity 
C) consideration 
D) abruptness 
E) calmness

Question 17

________ is the bundle of facts,opinions,beliefs,and perceptions about yourself that are present in your life every moment of every day.

Accepted Answer

The answer of ________ is the bundle of facts,opinions,beliefs,and perceptions...

Question 18

Traditional industrial age sales-training programs encouraged salespeople to make positive first impressions with customers and then to push the product to make a quick sale.

Accepted Answer

A) True 
 B)False

Question 19

Research indicates that when two people communicate,verbal messages convey much more impact than nonverbal messages.

Accepted Answer

A) True 
 B)False

Question 20

A full,deep grip in a handshake most likely communicates:

Accepted Answer

A) fearfulness 
B) discomfort 
C) dominance 
D) friendship 
E) antagonism 
A) fearfulness 
B) discomfort 
C) dominance 
D) friendship 
E) antagonism

The CARE model helps salespeople add value to their relationships with customers.

A(n)________ is usually the only physical contact one makes during a sales call.

Which of the following is most likely a strategy for self-improvement?

According to the text,high-performing salespeople build and maintain partnering relationships with all of the following key groups EXCEPT:

Salespeople today are most likely encouraged by employers to:

Most image consultants agree that male salespeople should always wear suits to make the best impression on customers even when customers are dressed casually.

Which of the following is considered an element of nonverbal communication?

Research in the field of communications most likely reveals that:

Which of the following is a rule of etiquette appropriate for salespeople?

Improving your self-image can be achieved with three practical approaches.List and describe each approach.

Nonverbal messages can reinforce or contradict the spoken word.

How would a CRM system most likely enable a salesperson to facilitate relationship building with numerous customers?

Which of the following is true of eye contact during a sales call?

Research indicates that when two people communicate,nonverbal messages convey:

Generally speaking,a firm handshake will most likely communicate:

________ is the bundle of facts,opinions,beliefs,and perceptions about yourself that are present in your life every moment of every day.

Traditional industrial age sales-training programs encouraged salespeople to make positive first impressions with customers and then to push the product to make a quick sale.

Research indicates that when two people communicate,verbal messages convey much more impact than nonverbal messages.

A full,deep grip in a handshake most likely communicates:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

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

Management of the Sales Force

Filters

Exam 4: Creating Value With a Relationship Strategy

The CARE model helps salespeople add value to their relationships with customers.

A(n)________ is usually the only physical contact one makes during a sales call.

Which of the following is most likely a strategy for self-improvement?

According to the text,high-performing salespeople build and maintain partnering relationships with all of the following key groups EXCEPT:

Salespeople today are most likely encouraged by employers to:

Most image consultants agree that male salespeople should always wear suits to make the best impression on customers even when customers are dressed casually.

Which of the following is considered an element of nonverbal communication?

Research in the field of communications most likely reveals that:

Which of the following is a rule of etiquette appropriate for salespeople?

Improving your self-image can be achieved with three practical approaches.List and describe each approach.

Nonverbal messages can reinforce or contradict the spoken word.

How would a CRM system most likely enable a salesperson to facilitate relationship building with numerous customers?

Which of the following is true of eye contact during a sales call?

Research indicates that when two people communicate,nonverbal messages convey:

Generally speaking,a firm handshake will most likely communicate:

________ is the bundle of facts,opinions,beliefs,and perceptions about yourself that are present in your life every moment of every day.

Traditional industrial age sales-training programs encouraged salespeople to make positive first impressions with customers and then to push the product to make a quick sale.

Research indicates that when two people communicate,verbal messages convey much more impact than nonverbal messages.

A full,deep grip in a handshake most likely communicates:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

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

Management of the Sales Force

Filters