Question 1

Sales careers appeal to people who prefer a structured work environment and defined compensation.

Accepted Answer

A) True 
 B)False

Question 2

In addition to possessing product knowledge,knowledge of the industry,and knowledge of each customer,top sales performers must:

Accepted Answer

A) Keep their sales strategies secret. 
B) View each new customer as a potential conquest. 
C) Propose integrated solutions that are relevant to current customer needs. 
D) Teach the customer what they really need. 
A) Keep their sales strategies secret. 
B) View each new customer as a potential conquest. 
C) Propose integrated solutions that are relevant to current customer needs. 
D) Teach the customer what they really need.

Question 3

Sales careers appeal to people who value:

Accepted Answer

A) Structure. 
B) Security. 
C) Independence. 
D) Repetition. 
A) Structure. 
B) Security. 
C) Independence. 
D) Repetition.

Question 4

What is a virtual office?

Accepted Answer

A virtual office is an electro

Question 5

Research has identified "key success factors" in relationship selling.Describe any four of the ten factors that have been identified.

Accepted Answer

The ten factors include: Listening skill

Question 6

It generally takes _________ calls to close a new account than an existing account.

Accepted Answer

A) More 
B) The same number 
C) Less 
D) It cannot be determined 
A) More 
B) The same number 
C) Less 
D) It cannot be determined

Question 7

Sales people use the same skills as managers.

Accepted Answer

A) True 
 B)False

Question 8

Caroline is a missionary sales person.She typically focuses on:

Accepted Answer

A) Selling only socially appropriate products. 
B) Religious organizations as target clients. 
C) Providing information to existing and potential customers. 
D) All of the choices are correct. 
A) Selling only socially appropriate products. 
B) Religious organizations as target clients. 
C) Providing information to existing and potential customers. 
D) All of the choices are correct.

Question 9

Fiona has a canned sales presentation but,realizing this particular customer is already quite knowledgeable about her product,she changes the presentation.Fiona is engaged in:

Accepted Answer

A) Hard-selling. 
B) Adaptive selling. 
C) Repeat purchase selling. 
D) Selling center adjustment. 
A) Hard-selling. 
B) Adaptive selling. 
C) Repeat purchase selling. 
D) Selling center adjustment.

Question 10

Most sales jobs create a work/family conflict.

Accepted Answer

A) True 
 B)False

Question 11

Because of the negative image,sales people need to prove their value to society.

Accepted Answer

A) True 
 B)False

Question 12

Objections are a natural part of any sales process.Sales representatives can overcome objections by:

Accepted Answer

A) Developing a trusting relationship with the client over the long run. 
B) Working to negotiate win-win solutions. 
C) Both A and B. 
D) Neither A nor B. 
A) Developing a trusting relationship with the client over the long run. 
B) Working to negotiate win-win solutions. 
C) Both A and B. 
D) Neither A nor B.

Question 13

What is perceived risk and how does it affect selling?

Accepted Answer

Perceived risk is the how risky a decisi

Question 14

Many manufacturers allow their suppliers access to their sales information and automatically authorize purchase of materials to replace those used in the products that have been sold.In these organizations,sales are based on:

Accepted Answer

A) Profit margins. 
B) Extrinsic rewards. 
C) Outsourcing. 
D) Derived demand. 
A) Profit margins. 
B) Extrinsic rewards. 
C) Outsourcing. 
D) Derived demand.

Question 15

Selling often requires tenacity,sticking with a task.Great salespeople always keep in mind the ____________ while working on the details.

Accepted Answer

A) Big picture 
B) Intrinsic rewards 
C) Work/family conflict 
D) Virtual memory system 
A) Big picture 
B) Intrinsic rewards 
C) Work/family conflict 
D) Virtual memory system

Question 16

One of the reasons the average cost of a sales call is increasing is because of the:

Accepted Answer

A) The increasing use of technology. 
B) Non-selling activities expected of sales people. 
C) Changing rewards requiring greater sales effort. 
D) All of the choices are correct. 
A) The increasing use of technology. 
B) Non-selling activities expected of sales people. 
C) Changing rewards requiring greater sales effort. 
D) All of the choices are correct.

Question 17

The key to successful team selling structure is developing a team that:

Accepted Answer

A) Knows everything. 
B) Knows everyone. 
C) Meets customer needs. 
D) All of the choices are correct. 
A) Knows everything. 
B) Knows everyone. 
C) Meets customer needs. 
D) All of the choices are correct.

Question 18

Why is creativity important on the job?

Accepted Answer

It can make a job ea

Question 19

Valerie is considering a switch from retailing to business sales.She knows B2B selling is different from B2C selling in that B2B selling typically involves:

Accepted Answer

A) Fewer customers. 
B) More complex products. 
C) More expensive products. 
D) All of the choices are correct. 
A) Fewer customers. 
B) More complex products. 
C) More expensive products. 
D) All of the choices are correct.

Question 20

The largest percentage of a salesperson's time is spent on:

Accepted Answer

A) Administrative tasks. 
B) Prospecting. 
C) With customers. 
D) On service calls. 
A) Administrative tasks. 
B) Prospecting. 
C) With customers. 
D) On service calls.

Sales careers appeal to people who prefer a structured work environment and defined compensation.

In addition to possessing product knowledge,knowledge of the industry,and knowledge of each customer,top sales performers must:

Sales careers appeal to people who value:

What is a virtual office?

Research has identified "key success factors" in relationship selling.Describe any four of the ten factors that have been identified.

It generally takes _________ calls to close a new account than an existing account.

Sales people use the same skills as managers.

Caroline is a missionary sales person.She typically focuses on:

Fiona has a canned sales presentation but,realizing this particular customer is already quite knowledgeable about her product,she changes the presentation.Fiona is engaged in:

Most sales jobs create a work/family conflict.

Because of the negative image,sales people need to prove their value to society.

Objections are a natural part of any sales process.Sales representatives can overcome objections by:

What is perceived risk and how does it affect selling?

Many manufacturers allow their suppliers access to their sales information and automatically authorize purchase of materials to replace those used in the products that have been sold.In these organizations,sales are based on:

Selling often requires tenacity,sticking with a task.Great salespeople always keep in mind the ____________ while working on the details.

One of the reasons the average cost of a sales call is increasing is because of the:

The key to successful team selling structure is developing a team that:

Why is creativity important on the job?

Valerie is considering a switch from retailing to business sales.She knows B2B selling is different from B2C selling in that B2B selling typically involves:

The largest percentage of a salesperson's time is spent on:

Introduction to Relationship Selling

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 2: Using Information to Understand Sellers and Buyers

Sales careers appeal to people who prefer a structured work environment and defined compensation.

In addition to possessing product knowledge,knowledge of the industry,and knowledge of each customer,top sales performers must:

Sales careers appeal to people who value:

What is a virtual office?

Research has identified "key success factors" in relationship selling.Describe any four of the ten factors that have been identified.

It generally takes _________ calls to close a new account than an existing account.

Sales people use the same skills as managers.

Caroline is a missionary sales person.She typically focuses on:

Fiona has a canned sales presentation but,realizing this particular customer is already quite knowledgeable about her product,she changes the presentation.Fiona is engaged in:

Most sales jobs create a work/family conflict.

Because of the negative image,sales people need to prove their value to society.

Objections are a natural part of any sales process.Sales representatives can overcome objections by:

What is perceived risk and how does it affect selling?

Many manufacturers allow their suppliers access to their sales information and automatically authorize purchase of materials to replace those used in the products that have been sold.In these organizations,sales are based on:

Selling often requires tenacity,sticking with a task.Great salespeople always keep in mind the ____________ while working on the details.

One of the reasons the average cost of a sales call is increasing is because of the:

The key to successful team selling structure is developing a team that:

Why is creativity important on the job?

Valerie is considering a switch from retailing to business sales.She knows B2B selling is different from B2C selling in that B2B selling typically involves:

The largest percentage of a salesperson's time is spent on:

Introduction to Relationship Selling

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