Question 1

Body language is a form of nonverbal communication that has been defined as silent messages.

Accepted Answer

A) True 
 B)False

Question 2

Ken considers what factor (or factors)key to determining sales success?

Accepted Answer

A) developing a positive self-concept 
B) transaction selling 
C) being production oriented 
D) being sales oriented 
E) using a flexible pricing policy 
A) developing a positive self-concept 
B) transaction selling 
C) being production oriented 
D) being sales oriented 
E) using a flexible pricing policy

Question 3

Connie's character is often described as strong.It is comprised of her personal standards of behavior,including:

Accepted Answer

A) honesty,integrity,and judgementalness. 
B) honesty,integrity,and moral fibre. 
C) action,judgementalness,and moral fibre. 
D) honesty,action,and judgementalness. 
E) honesty,action,and moral fibre. 
A) honesty,integrity,and judgementalness. 
B) honesty,integrity,and moral fibre. 
C) action,judgementalness,and moral fibre. 
D) honesty,action,and judgementalness. 
E) honesty,action,and moral fibre.

Question 4

The beliefs,opinions and perceptions we have about ourselves which influence our behaviour is called:

Accepted Answer

A) the ego. 
B) self-perception. 
C) the ideal self-image. 
D) motivation. 
E) the self-concept. 
A) the ego. 
B) self-perception. 
C) the ideal self-image. 
D) motivation. 
E) the self-concept.

Question 5

Characteristics of win-win people are:

Accepted Answer

A) they know how to use non-verbal communication effectively. 
B) they don't give up. 
C) they believe in transaction selling. 
D) they are good at getting their way. 
E) they help others solve their problems. 
A) they know how to use non-verbal communication effectively. 
B) they don't give up. 
C) they believe in transaction selling. 
D) they are good at getting their way. 
E) they help others solve their problems.

Question 6

When you practice what you believe in,you have:

Accepted Answer

A) self-image. 
B) character. 
C) unconscious expectations. 
D) integrity. 
E) emotional intelligence. 
A) self-image. 
B) character. 
C) unconscious expectations. 
D) integrity. 
E) emotional intelligence.

Question 7

The acronym CARE stands for:

Accepted Answer

A) Customize,Achievement,Reward,Effort 
B) Customize,Appreciate,Respond,Execute 
C) Customers,Approval,Reward,Expertise 
D) Competition,Appreciate,Respond,Execute 
E) Competition,Aggressive,Reward,effort 
A) Customize,Achievement,Reward,Effort 
B) Customize,Appreciate,Respond,Execute 
C) Customers,Approval,Reward,Expertise 
D) Competition,Appreciate,Respond,Execute 
E) Competition,Aggressive,Reward,effort

Question 8

Which of the following would be considered secondary decision makers?

Accepted Answer

A) shipping department personnel employed by the same company as the salesperson 
B) the receptionist who works for an established customer 
C) the secretary who provides support services for the sales staff 
D) sales people 
E) credit department personnel employed by the same company as the salesperson 
A) shipping department personnel employed by the same company as the salesperson 
B) the receptionist who works for an established customer 
C) the secretary who provides support services for the sales staff 
D) sales people 
E) credit department personnel employed by the same company as the salesperson

Question 9

One of the strategies to improve our self-concept is to:

Accepted Answer

A) develop "reward" power. 
B) develop "expert" power. 
C) develop "position" power. 
D) develop "coercive" power. 
E) develop "legitimate" power. 
A) develop "reward" power. 
B) develop "expert" power. 
C) develop "position" power. 
D) develop "coercive" power. 
E) develop "legitimate" power.

Question 10

Cam has taken several Dale Carnegie Training courses.When giving advice on building strong relationships,concerns often include good listening skills,speaking in terms of your customers interests,and:

Accepted Answer

A) getting your products delivered on time. 
B) have price lists and brochures available. 
C) having all of your pre-call planning finished. 
D) being genuinely interested in your customer. 
E) selling at the lowest possible price. 
A) getting your products delivered on time. 
B) have price lists and brochures available. 
C) having all of your pre-call planning finished. 
D) being genuinely interested in your customer. 
E) selling at the lowest possible price.

Question 11

In a partnering relationship,the role of the salesperson must move from selling to supporting.

Accepted Answer

A) True 
 B)False

Question 12

How do empathy and ego drive reinforce each other in personal selling?

Accepted Answer

Empathy is required to understand how cu

Question 13

Facial expressions vary from one culture to another,so salespeople must have cultural sensitivity training when selling to people from other cultures.

Accepted Answer

A) True 
 B)False

Question 14

Randy wants to develop strong relationships to encourage high performance results.He should communicate with:

Accepted Answer

A) the CEO. 
B) other sales people. 
C) competitors. 
D) his supervisor. 
E) secondary decision makers. 
A) the CEO. 
B) other sales people. 
C) competitors. 
D) his supervisor. 
E) secondary decision makers.

Question 15

In the information age,successful salespeople will have to have the ability to imagine themselves in someone else's position and understand that person's feelings.

Accepted Answer

A) True 
 B)False

Question 16

One way to develop a positive self-concept would be through:

Accepted Answer

A) comparing yourself to people who are worse-off than you. 
B) becoming an expert in a selected area. 
C) becoming more impulsive and happy-go-lucky. 
D) realizing that you cannot change who you are. 
E) constantly reflecting on your past mistakes. 
A) comparing yourself to people who are worse-off than you. 
B) becoming an expert in a selected area. 
C) becoming more impulsive and happy-go-lucky. 
D) realizing that you cannot change who you are. 
E) constantly reflecting on your past mistakes.

Question 17

Before meeting her clients,Karen forms a mental picture of herself succeeding in making that sale.This is an example of:

Accepted Answer

A) creative selling. 
B) visualization. 
C) day dreaming. 
D) self-talk. 
E) positive thinking. 
A) creative selling. 
B) visualization. 
C) day dreaming. 
D) self-talk. 
E) positive thinking.

Question 18

What are some strategies for self-improvement?

Accepted Answer

a.Setting clear and achievable goals.
b.

Question 19

In addition to the empathizer quality an effective salesperson must have:

Accepted Answer

A) high self discipline. 
B) low ego drive. 
C) Type A personality. 
D) a strong ego drive. 
E) a very high IQ. 
A) high self discipline. 
B) low ego drive. 
C) Type A personality. 
D) a strong ego drive. 
E) a very high IQ.

Question 20

Business attire should reflect:

Accepted Answer

A) the current fashion trends. 
B) your clients clothing choices. 
C) your personal tastes and preferences. 
D) your values. 
E) the national dress code. 
A) the current fashion trends. 
B) your clients clothing choices. 
C) your personal tastes and preferences. 
D) your values. 
E) the national dress code.

Body language is a form of nonverbal communication that has been defined as silent messages.

Ken considers what factor (or factors)key to determining sales success?

Connie's character is often described as strong.It is comprised of her personal standards of behavior,including:

The beliefs,opinions and perceptions we have about ourselves which influence our behaviour is called:

Characteristics of win-win people are:

When you practice what you believe in,you have:

The acronym CARE stands for:

Which of the following would be considered secondary decision makers?

One of the strategies to improve our self-concept is to:

Cam has taken several Dale Carnegie Training courses.When giving advice on building strong relationships,concerns often include good listening skills,speaking in terms of your customers interests,and:

In a partnering relationship,the role of the salesperson must move from selling to supporting.

How do empathy and ego drive reinforce each other in personal selling?

Facial expressions vary from one culture to another,so salespeople must have cultural sensitivity training when selling to people from other cultures.

Randy wants to develop strong relationships to encourage high performance results.He should communicate with:

In the information age,successful salespeople will have to have the ability to imagine themselves in someone else's position and understand that person's feelings.

One way to develop a positive self-concept would be through:

Before meeting her clients,Karen forms a mental picture of herself succeeding in making that sale.This is an example of:

What are some strategies for self-improvement?

In addition to the empathizer quality an effective salesperson must have:

Business attire should reflect:

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

Body language is a form of nonverbal communication that has been defined as silent messages.

Ken considers what factor (or factors)key to determining sales success?

Connie's character is often described as strong.It is comprised of her personal standards of behavior,including:

The beliefs,opinions and perceptions we have about ourselves which influence our behaviour is called:

Characteristics of win-win people are:

When you practice what you believe in,you have:

The acronym CARE stands for:

Which of the following would be considered secondary decision makers?

One of the strategies to improve our self-concept is to:

Cam has taken several Dale Carnegie Training courses.When giving advice on building strong relationships,concerns often include good listening skills,speaking in terms of your customers interests,and:

In a partnering relationship,the role of the salesperson must move from selling to supporting.

How do empathy and ego drive reinforce each other in personal selling?

Facial expressions vary from one culture to another,so salespeople must have cultural sensitivity training when selling to people from other cultures.

Randy wants to develop strong relationships to encourage high performance results.He should communicate with:

In the information age,successful salespeople will have to have the ability to imagine themselves in someone else's position and understand that person's feelings.

One way to develop a positive self-concept would be through:

Before meeting her clients,Karen forms a mental picture of herself succeeding in making that sale.This is an example of:

What are some strategies for self-improvement?

In addition to the empathizer quality an effective salesperson must have:

Business attire should reflect:

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