Question 1

A strategy of overriding negative thoughts and replacing it with positive thoughts is called:

Accepted Answer

A) self-talk. 
B) double win philosophy. 
C) image management. 
D) positioning. 
E) positivism. 
A) self-talk. 
B) double win philosophy. 
C) image management. 
D) positioning. 
E) positivism.

Question 2

Salespeople need good communication skills as verbal messages convey much more impact than nonverbal ones.

Accepted Answer

A) True 
 B)False

Question 3

Self-talk means:

Accepted Answer

A) talking to one self. 
B) talking about one self. 
C) having a mentally imbalanced state of mind. 
D) being more emotionally intelligent. 
E) an effort to override past negative mental programming by erasing or replacing it with conscious,positive new directions. 
A) talking to one self. 
B) talking about one self. 
C) having a mentally imbalanced state of mind. 
D) being more emotionally intelligent. 
E) an effort to override past negative mental programming by erasing or replacing it with conscious,positive new directions.

Question 4

Selling in the information age involves relationship challenges such as:

Accepted Answer

A) transforming a relationship from personal level to business level. 
B) cultural barriers make relationship strategy ineffective with most customers. 
C) globalization. 
D) people are too busy to form long-term relationships. 
E) competitors are constantly using better products and lower prices to gain your market share. 
A) transforming a relationship from personal level to business level. 
B) cultural barriers make relationship strategy ineffective with most customers. 
C) globalization. 
D) people are too busy to form long-term relationships. 
E) competitors are constantly using better products and lower prices to gain your market share.

Question 5

Unconscious expectations or views about appropriateness of dress means:

Accepted Answer

A) we should dress in high quality and expensive clothing. 
B) we should dress in clothing that reflects our values. 
C) we should dress in clothing that reflects our self-concept. 
D) we should dress to reflect our company culture. 
E) we should dress based on expectations of our clients. 
A) we should dress in high quality and expensive clothing. 
B) we should dress in clothing that reflects our values. 
C) we should dress in clothing that reflects our self-concept. 
D) we should dress to reflect our company culture. 
E) we should dress based on expectations of our clients.

A strategy of overriding negative thoughts and replacing it with positive thoughts is called:

Salespeople need good communication skills as verbal messages convey much more impact than nonverbal ones.

Self-talk means:

Selling in the information age involves relationship challenges such as:

Unconscious expectations or views about appropriateness of dress means:

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

A strategy of overriding negative thoughts and replacing it with positive thoughts is called:

Salespeople need good communication skills as verbal messages convey much more impact than nonverbal ones.

Self-talk means:

Selling in the information age involves relationship challenges such as:

Unconscious expectations or views about appropriateness of dress means:

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