Question 1

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

Accepted Answer

a.Focus on the future and stop being overly concerned with past mistakes or failures.We should learn from past mistakes,but we should not be immobilized by them.
b.Develop expertise in selected areas.By developing "expert power" you not only improve your self-concept,but also increase the value of your contributions to your employer and your customer.
c.Learn to develop a positive mental attitude.Replace negative thinking with positive images of your future.

Question 2

________ is an inner force that makes the salesperson want and need to make the sale.

Accepted Answer

Ego drive

Question 3

Research indicates that a high IQ is a good predictor of success in the field of personal selling.

Accepted Answer

A) True 
 B)False  False

Question 4

Voice quality is more important on the telephone than when making a face to face sales presentation.

Accepted Answer

A) True 
 B)False

Question 5

One of the strategies to appear more confident is to talk slower rather than faster.

Accepted Answer

A) True 
 B)False

Question 6

The concept of "unconscious expectations" is best defined by which one of the following statements?

Accepted Answer

A) People seldom have strong feelings about what is appropriate in terms of dress and grooming. 
B) Every person seems to have very different expectations regarding what is appropriate in terms of dress and grooming. 
C) Every person has formed certain views about what is appropriate in terms of dress and grooming for specific occupations. 
D) Every culture has a specific dress code. 
E) It is not possible to anticipate what is appropriate in dress and grooming because customers' expectations are never known. 
A) People seldom have strong feelings about what is appropriate in terms of dress and grooming. 
B) Every person seems to have very different expectations regarding what is appropriate in terms of dress and grooming. 
C) Every person has formed certain views about what is appropriate in terms of dress and grooming for specific occupations. 
D) Every culture has a specific dress code. 
E) It is not possible to anticipate what is appropriate in dress and grooming because customers' expectations are never known.

Question 7

In most cases,a full,deep grip will communicate friendship to the prospect.

Accepted Answer

A) True 
 B)False

Question 8

Partnership selling is about:

Accepted Answer

A) focusing on the 'product' during the sale. 
B) focusing on the 'solution' during the sale. 
C) making a good first impression at the beginning of the sale. 
D) having a long-term orientation about the sales process. 
E) having a short-term orientation about the sales process. 
A) focusing on the 'product' during the sale. 
B) focusing on the 'solution' during the sale. 
C) making a good first impression at the beginning of the sale. 
D) having a long-term orientation about the sales process. 
E) having a short-term orientation about the sales process.

Question 9

Name the four groups with whom a salesperson should build strong relationships.

Accepted Answer

a.The customer - Primary decision maker.

Question 10

When selecting a wardrobe for sales work,three key words should govern our decisions: simplicity,quality,and fashion.

Accepted Answer

A) True 
 B)False

Question 11

Amber works diligently to achieve win-win situations with her customers.By doing so,both she and her customers come out of the negotiation with a:

Accepted Answer

A) sense of victory. 
B) sense of satisfaction. 
C) sense of defeat. 
D) sense of belonging. 
E) sense of duty. 
A) sense of victory. 
B) sense of satisfaction. 
C) sense of defeat. 
D) sense of belonging. 
E) sense of duty.

Question 12

The core objective of relationship strategy can be summarized as :

Accepted Answer

A) establishing a business relationship with buyers. 
B) establishing a personal relationship with the buyers. 
C) improving our self-concept so that we can have productive relationships with others. 
D) establishing a relationship between the buyer and seller based on mutual respect and trust. 
E) improving our communication-style with the buyers. 
A) establishing a business relationship with buyers. 
B) establishing a personal relationship with the buyers. 
C) improving our self-concept so that we can have productive relationships with others. 
D) establishing a relationship between the buyer and seller based on mutual respect and trust. 
E) improving our communication-style with the buyers.

Question 13

Kwame is always aware of his customers' feelings and makes an effort to understand their beliefs and perceptions.He is also very motivated to succeed and works hard to close every sale.Kwame's behaviour indicates that:

Accepted Answer

A) he is not aware of the relationship strategy. 
B) he does not believe in the double-win philosophy. 
C) he is an empathizer and has a strong ego drive. 
D) he is a sensitive individual but hard-working. 
E) he has high emotional intelligence but low ethics. 
A) he is not aware of the relationship strategy. 
B) he does not believe in the double-win philosophy. 
C) he is an empathizer and has a strong ego drive. 
D) he is a sensitive individual but hard-working. 
E) he has high emotional intelligence but low ethics.

Question 14

If a prospect begins a conversation about religion or politics,it is safe to honestly express your views on such issues.

Accepted Answer

A) True 
 B)False

Question 15

If you want to identify the inner feelings of another person,watch facial expressions closely.

Accepted Answer

A) True 
 B)False

Question 16

How is Partnering and Win-Win philosophy inter-related?

Accepted Answer

a.Both focus on long-term relationship.

Question 17

Emotional intelligence refers to our capacity for recognizing our own feelings and those of others.

Accepted Answer

A) True 
 B)False

Question 18

Tanya develops high quality relationships.In today's marketplace,these relationships result in:

Accepted Answer

A) shorter selling cycles. 
B) less emphasis on product quality. 
C) repeat business. 
D) quicker closes. 
E) less emphasis on product price. 
A) shorter selling cycles. 
B) less emphasis on product quality. 
C) repeat business. 
D) quicker closes. 
E) less emphasis on product price.

Question 19

Self-concept can set the limits of our selling accomplishments,defining what we can and cannot do.

Accepted Answer

A) True 
 B)False

Question 20

Most image consultants agree that there is a single "dress for success" look that is appropriate for most sales positions.

Accepted Answer

A) True 
 B)False

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

________ is an inner force that makes the salesperson want and need to make the sale.

Research indicates that a high IQ is a good predictor of success in the field of personal selling.

Voice quality is more important on the telephone than when making a face to face sales presentation.

One of the strategies to appear more confident is to talk slower rather than faster.

The concept of "unconscious expectations" is best defined by which one of the following statements?

In most cases,a full,deep grip will communicate friendship to the prospect.

Partnership selling is about:

Name the four groups with whom a salesperson should build strong relationships.

When selecting a wardrobe for sales work,three key words should govern our decisions: simplicity,quality,and fashion.

Amber works diligently to achieve win-win situations with her customers.By doing so,both she and her customers come out of the negotiation with a:

The core objective of relationship strategy can be summarized as :

Kwame is always aware of his customers' feelings and makes an effort to understand their beliefs and perceptions.He is also very motivated to succeed and works hard to close every sale.Kwame's behaviour indicates that:

If a prospect begins a conversation about religion or politics,it is safe to honestly express your views on such issues.

If you want to identify the inner feelings of another person,watch facial expressions closely.

How is Partnering and Win-Win philosophy inter-related?

Emotional intelligence refers to our capacity for recognizing our own feelings and those of others.

Tanya develops high quality relationships.In today's marketplace,these relationships result in:

Self-concept can set the limits of our selling accomplishments,defining what we can and cannot do.

Most image consultants agree that there is a single "dress for success" look that is appropriate for most sales positions.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

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

Management of the Sales Force

Filters

Exam 3: Creating Value With a Relationship Strategy

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

________ is an inner force that makes the salesperson want and need to make the sale.

Research indicates that a high IQ is a good predictor of success in the field of personal selling.

Voice quality is more important on the telephone than when making a face to face sales presentation.

One of the strategies to appear more confident is to talk slower rather than faster.

The concept of "unconscious expectations" is best defined by which one of the following statements?

In most cases,a full,deep grip will communicate friendship to the prospect.

Partnership selling is about:

Name the four groups with whom a salesperson should build strong relationships.

When selecting a wardrobe for sales work,three key words should govern our decisions: simplicity,quality,and fashion.

Amber works diligently to achieve win-win situations with her customers.By doing so,both she and her customers come out of the negotiation with a:

The core objective of relationship strategy can be summarized as :

Kwame is always aware of his customers' feelings and makes an effort to understand their beliefs and perceptions.He is also very motivated to succeed and works hard to close every sale.Kwame's behaviour indicates that:

If a prospect begins a conversation about religion or politics,it is safe to honestly express your views on such issues.

If you want to identify the inner feelings of another person,watch facial expressions closely.

How is Partnering and Win-Win philosophy inter-related?

Emotional intelligence refers to our capacity for recognizing our own feelings and those of others.

Tanya develops high quality relationships.In today's marketplace,these relationships result in:

Self-concept can set the limits of our selling accomplishments,defining what we can and cannot do.

Most image consultants agree that there is a single "dress for success" look that is appropriate for most sales positions.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

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

Management of the Sales Force

Filters