Question 1

Almost every sales person knows they will face customer objections.What types of objections should a sales person anticipate?

Accepted Answer

Price,delivery,terms

Question 2

Natalie represents medical office management systems.She frequently consults with clients,redesigning systems and using the technical expertise of her firm to address the strategic needs of her customers.Natalie is involved in _________ selling.

Accepted Answer

A) Transactional 
B) Reflective 
C) Consultative 
D) Enterprise 
A) Transactional 
B) Reflective 
C) Consultative 
D) Enterprise

Question 3

Compare the time investment at each stage of a sale in transactional versus value-added selling.

Accepted Answer

During the developing an understanding o

Question 4

Changes in how government views business mergers would be assessed as part of a firm's ______________ environment.

Accepted Answer

A) Natural 
B) Social and cultural 
C) Legal and political 
D) Technological 
A) Natural 
B) Social and cultural 
C) Legal and political 
D) Technological

Question 5

Changes in the total potential demand for a product are assessed as part of a firm's____________ environment.

Accepted Answer

A) Natural 
B) Social and cultural 
C) Economic 
D) Technological 
A) Natural 
B) Social and cultural 
C) Economic 
D) Technological

Question 6

As the vice president for sales,Carrie is assessing her company's internal sales environment.She will probably include ____________ in her assessment.

Accepted Answer

A) Human resources. 
B) Financial resources. 
C) Production capabilities. 
D) All of the choices are correct. 
A) Human resources. 
B) Financial resources. 
C) Production capabilities. 
D) All of the choices are correct.

Question 7

Customers who need to be in control,want to define what they need,and seek the best price encourage sales people to engage in _____________ selling.

Accepted Answer

A) Transactional 
B) Relationship 
C) Consultative 
D) Enterprise 
A) Transactional 
B) Relationship 
C) Consultative 
D) Enterprise

Question 8

Sales training focuses on __________,while sales development focuses on ____________.

Accepted Answer

A) Careers; skills. 
B) Incentives; rewards. 
C) Skills; careers. 
D) Autonomy; ethics. 
A) Careers; skills. 
B) Incentives; rewards. 
C) Skills; careers. 
D) Autonomy; ethics.

Question 9

One of the characteristics that make sales jobs attractive is:

Accepted Answer

A) Pressure. 
B) Customer delight. 
C) Autonomy. 
D) All of the choices are correct. 
A) Pressure. 
B) Customer delight. 
C) Autonomy. 
D) All of the choices are correct.

Question 10

"CRM" stands for Customer Reminder Management.

Accepted Answer

A) True 
 B)False

Question 11

"Employees who receive my work are my customers," is an example of Internal Customer Mindset.

Accepted Answer

A) True 
 B)False

Question 12

Ethics,in sales,is simply complying with the appropriate laws.

Accepted Answer

A) True 
 B)False

Question 13

You are considering a career in sales and know it involves considerable self-management.What self-management issues and questions will you likely have to address?

Accepted Answer

Sales people typically determine how to

Question 14

________________ ________________ is defined as a salesperson's belief that understanding and satisfying customers,whether internal or external to the organization,is central to doing his or her job well.

Accepted Answer

The answer of ________________ ________________ is defined as a salesperson's...

Question 15

Because salespeople are very results-oriented,sales managers spend considerable effort developing appropriate____________________ systems.

Accepted Answer

A) Compensation and incentive 
B) Correspondence and value 
C) Expectancy and cultural 
D) Mindset and objections handling 
A) Compensation and incentive 
B) Correspondence and value 
C) Expectancy and cultural 
D) Mindset and objections handling

Question 16

Stereotypical used car sales people communicate using the _____ message.

Accepted Answer

A) Persuasive relationship 
B) Hard sell 
C) Soft sell 
D) Hand-holding 
A) Persuasive relationship 
B) Hard sell 
C) Soft sell 
D) Hand-holding

Question 17

Highly effective salespeople practice certain strategies for success.List four of the seven in the text.

Accepted Answer

1.Look to the customer for the solution

Question 18

The strategy of "under promise and over deliver" can result in:

Accepted Answer

A) Objection contraction. 
B) Customer delight. 
C) Persuasive autonomy. 
D) Expectancy turnover. 
A) Objection contraction. 
B) Customer delight. 
C) Persuasive autonomy. 
D) Expectancy turnover.

Question 19

Most relationship selling is accomplished today by a combination of face-to-face communication and ___________communication.

Accepted Answer

A) Electronic 
B) Mail 
C) Non- 
D) All of the choices are correct. 
A) Electronic 
B) Mail 
C) Non- 
D) All of the choices are correct.

Question 20

Kathy is involved in transactional selling.Compared to value-added selling she will spend more time ____________ and less time _____________.

Accepted Answer

A) Closing the sale; developing an understanding of the buyer's needs. 
B) Presenting her solution; closing the sale. 
C) Developing an understanding of the buyer's needs; closing the sale. 
D) Developing an understanding of the buyer's needs; presenting her solution. 
A) Closing the sale; developing an understanding of the buyer's needs. 
B) Presenting her solution; closing the sale. 
C) Developing an understanding of the buyer's needs; closing the sale. 
D) Developing an understanding of the buyer's needs; presenting her solution.

Almost every sales person knows they will face customer objections.What types of objections should a sales person anticipate?

Natalie represents medical office management systems.She frequently consults with clients,redesigning systems and using the technical expertise of her firm to address the strategic needs of her customers.Natalie is involved in _________ selling.

Compare the time investment at each stage of a sale in transactional versus value-added selling.

Changes in how government views business mergers would be assessed as part of a firm's ______________ environment.

Changes in the total potential demand for a product are assessed as part of a firm's____________ environment.

As the vice president for sales,Carrie is assessing her company's internal sales environment.She will probably include ____________ in her assessment.

Customers who need to be in control,want to define what they need,and seek the best price encourage sales people to engage in _____________ selling.

Sales training focuses on ,while sales development focuses on __.

One of the characteristics that make sales jobs attractive is:

"CRM" stands for Customer Reminder Management.

"Employees who receive my work are my customers," is an example of Internal Customer Mindset.

Ethics,in sales,is simply complying with the appropriate laws.

You are considering a career in sales and know it involves considerable self-management.What self-management issues and questions will you likely have to address?

is defined as a salesperson's belief that understanding and satisfying customers,whether internal or external to the organization,is central to doing his or her job well.

Because salespeople are very results-oriented,sales managers spend considerable effort developing appropriate____________________ systems.

Stereotypical used car sales people communicate using the _____ message.

Highly effective salespeople practice certain strategies for success.List four of the seven in the text.

The strategy of "under promise and over deliver" can result in:

Most relationship selling is accomplished today by a combination of face-to-face communication and ___________communication.

Kathy is involved in transactional selling.Compared to value-added selling she will spend more time and less time _.

Using Information to Understand Sellers and Buyers

Value Creation in Buyer-Seller Relationships

Ethical and Legal Issues in Relationship Selling

Prospecting and Sales Call Planning

Communicating the Sales Message

Negotiating for Win-Win Solutions

Closing the Sale and Follow-Up

Self-Management: Time and Territory

Salesperson Performance: Behavior,Motivation,and Role Perceptions

Recruiting and Selecting Sales-people

Training Sales-People for Sales Success

Sales-Person Compensation and Incentives

Evaluating Sales-Person Performance

Filters

Exam 1: Introduction to Relationship Selling

Almost every sales person knows they will face customer objections.What types of objections should a sales person anticipate?

Natalie represents medical office management systems.She frequently consults with clients,redesigning systems and using the technical expertise of her firm to address the strategic needs of her customers.Natalie is involved in _________ selling.

Compare the time investment at each stage of a sale in transactional versus value-added selling.

Changes in how government views business mergers would be assessed as part of a firm's ______________ environment.

Changes in the total potential demand for a product are assessed as part of a firm's____________ environment.

As the vice president for sales,Carrie is assessing her company's internal sales environment.She will probably include ____________ in her assessment.

Customers who need to be in control,want to define what they need,and seek the best price encourage sales people to engage in _____________ selling.

Sales training focuses on __________,while sales development focuses on ____________.

One of the characteristics that make sales jobs attractive is:

"CRM" stands for Customer Reminder Management.

"Employees who receive my work are my customers," is an example of Internal Customer Mindset.

Ethics,in sales,is simply complying with the appropriate laws.

You are considering a career in sales and know it involves considerable self-management.What self-management issues and questions will you likely have to address?

________________ ________________ is defined as a salesperson's belief that understanding and satisfying customers,whether internal or external to the organization,is central to doing his or her job well.

Because salespeople are very results-oriented,sales managers spend considerable effort developing appropriate____________________ systems.

Stereotypical used car sales people communicate using the _____ message.

Highly effective salespeople practice certain strategies for success.List four of the seven in the text.

The strategy of "under promise and over deliver" can result in:

Most relationship selling is accomplished today by a combination of face-to-face communication and ___________communication.

Kathy is involved in transactional selling.Compared to value-added selling she will spend more time ____________ and less time _____________.

Using Information to Understand Sellers and Buyers

Value Creation in Buyer-Seller Relationships

Ethical and Legal Issues in Relationship Selling

Prospecting and Sales Call Planning

Communicating the Sales Message

Negotiating for Win-Win Solutions

Closing the Sale and Follow-Up

Self-Management: Time and Territory

Salesperson Performance: Behavior,Motivation,and Role Perceptions

Recruiting and Selecting Sales-people

Training Sales-People for Sales Success

Sales-Person Compensation and Incentives

Evaluating Sales-Person Performance

Filters

Sales training focuses on ,while sales development focuses on __.

is defined as a salesperson's belief that understanding and satisfying customers,whether internal or external to the organization,is central to doing his or her job well.

Kathy is involved in transactional selling.Compared to value-added selling she will spend more time and less time _.