Question 1

"How many working hours are lost when your employees are using the existing low-speed copier?" The above question is a:

Accepted Answer

A) Problem discovery question. 
B) Solution value question. 
C) Problem impact question. 
D) Confirmatory question. 
E) None of these. 
A) Problem discovery question. 
B) Solution value question. 
C) Problem impact question. 
D) Confirmatory question. 
E) None of these. C

Question 2

Do you have to order far in advance of need to ensure the product is here when you need it?

Accepted Answer

A) Is a problem discovery question. 
B) Is a situational question. 
C) Is a solution value question. 
D) Is a problem impact question. 
E) Is a confirmatory question. 
A) Is a problem discovery question. 
B) Is a situational question. 
C) Is a solution value question. 
D) Is a problem impact question. 
E) Is a confirmatory question. A

Question 3

A laid-back approach in product demonstration has been proven most effective.

Accepted Answer

A) True 
 B)False  False

Question 4

Which of the following is not the purpose of prospecting?

Accepted Answer

A) Finding customers who have needs similar to the product offerings. 
B) Learning whether the target customers have needs for the product. 
C) Learning about the determinants for the prospect's purchasing decision. 
D) Networking with existing customers. 
E) Learning names of customers who can afford the product. 
A) Finding customers who have needs similar to the product offerings. 
B) Learning whether the target customers have needs for the product. 
C) Learning about the determinants for the prospect's purchasing decision. 
D) Networking with existing customers. 
E) Learning names of customers who can afford the product.

Question 5

According to study cited in the text,the most successful salespeople are those who spend less time on _________________ questions,and more time on the other question types.

Accepted Answer

A) Problem discovery. 
B) Situational. 
C) Confirmatory. 
D) Problem impact. 
E) Solution value. 
A) Problem discovery. 
B) Situational. 
C) Confirmatory. 
D) Problem impact. 
E) Solution value.

Question 6

Which of the following is/are (an)appropriate benchmark(s)against which to measure the result of preapproach.

Accepted Answer

A) Whether the salesperson has closed the deal. 
B) Better understanding on the product the salesperson is going to sell. 
C) Better understanding of the prospect's selective criteria for the product/service provider. 
D) Whether the customer has agreed to increase increase its last order. 
E) All of these. 
A) Whether the salesperson has closed the deal. 
B) Better understanding on the product the salesperson is going to sell. 
C) Better understanding of the prospect's selective criteria for the product/service provider. 
D) Whether the customer has agreed to increase increase its last order. 
E) All of these.

Question 7

"Canned" presentations are designed to eliminate the individual/unique personality of reps,therefore eliminating errors in presentation as a whole.

Accepted Answer

A) True 
 B)False

Question 8

To close the sales of a complex business product,

Accepted Answer

A) the sales rep typically must make multiple sales calls. 
B) the assumptive close tends to be best. 
C) the sales rep must be careful to not ask for a commitment. 
D) the sales rep must be aggressive with high-pressure selling. 
E) the sales rep is advised to pass this responsibility on to an operational-level employee. 
A) the sales rep typically must make multiple sales calls. 
B) the assumptive close tends to be best. 
C) the sales rep must be careful to not ask for a commitment. 
D) the sales rep must be aggressive with high-pressure selling. 
E) the sales rep is advised to pass this responsibility on to an operational-level employee.

Question 9

Which of these is not a condition for qualifying leads?

Accepted Answer

A) The customer can afford to buy the product. 
B) The customer had bought the product within the past 12 months. 
C) The customer has a need for the products being sold. 
D) The customer is receptive to being called upon by the salesperson. 
E) All of these are conditions for qualifying leads. 
A) The customer can afford to buy the product. 
B) The customer had bought the product within the past 12 months. 
C) The customer has a need for the products being sold. 
D) The customer is receptive to being called upon by the salesperson. 
E) All of these are conditions for qualifying leads.

Question 10

When not understanding what the rep is talking about,customers:

Accepted Answer

A) seldom admit it. 
B) readily admit their ignorance. 
C) need more more industry jargon. 
D) are impressed with the sales rep's intelligence. 
E) Two of the above are correct. 
A) seldom admit it. 
B) readily admit their ignorance. 
C) need more more industry jargon. 
D) are impressed with the sales rep's intelligence. 
E) Two of the above are correct.

Question 11

Which is not a situational question?

Accepted Answer

A) How often do you change the wire felt in your paper processors? 
B) How do these maintenance problems affect operations? 
C) Who makes purchasing decisions in your company? 
D) How many yards of wire felt do you keep on hand? 
E) All of these (are situational questions). 
A) How often do you change the wire felt in your paper processors? 
B) How do these maintenance problems affect operations? 
C) Who makes purchasing decisions in your company? 
D) How many yards of wire felt do you keep on hand? 
E) All of these (are situational questions).

Question 12

Which of the following is an element of the approach?

Accepted Answer

A) Making appointments with the prospect. 
B) Identifying the decision-maker for the purchasing decision. 
C) Conducting competitive analysis on one's own product. 
D) Following-up after the sale. 
E) None of these. 
A) Making appointments with the prospect. 
B) Identifying the decision-maker for the purchasing decision. 
C) Conducting competitive analysis on one's own product. 
D) Following-up after the sale. 
E) None of these.

Question 13

The sales approach is the step in the sales process immediately before qualifying leads.

Accepted Answer

A) True 
 B)False

Question 14

Concepts of relationship marketing have lead sales organization to de-emphasize ___________________;and instead,focus more on ___________________ .

Accepted Answer

A) product presentation;meeting objections. 
B) follow-up;closing. 
C) pre-call planning;gaining commitment. 
D) need assessment;qualifying leads. 
E) prospecting;follow-up. 
A) product presentation;meeting objections. 
B) follow-up;closing. 
C) pre-call planning;gaining commitment. 
D) need assessment;qualifying leads. 
E) prospecting;follow-up.

Question 15

"How much inventory of this product do you carry?" is an example of:

Accepted Answer

A) Problem discovery question. 
B) Confirmatory question. 
C) Problem impact question. 
D) Solution value question. 
E) Situational question. 
A) Problem discovery question. 
B) Confirmatory question. 
C) Problem impact question. 
D) Solution value question. 
E) Situational question.

Question 16

A trial close is most similar to:

Accepted Answer

A) a special offer close 
B) a canned sales talk 
C) a procrastinating objection. 
D) a confirmatory question. 
E) a hot prospect. 
A) a special offer close 
B) a canned sales talk 
C) a procrastinating objection. 
D) a confirmatory question. 
E) a hot prospect.

Question 17

The approach is the make-or-break part of the presentation - if it goes poorly,the salesperson does not get a chance to give a presentation.

Accepted Answer

A) True 
 B)False

Question 18

Which of the following is a common sales close?

Accepted Answer

A) Humbling. 
B) Summation. 
C) Begging. 
D) The presentation never closes until your relationship with the client is ended. 
E) None of these. 
A) Humbling. 
B) Summation. 
C) Begging. 
D) The presentation never closes until your relationship with the client is ended. 
E) None of these.

Question 19

If I could provide evidence that reduction of solder points from 40 down to 38 would not hamper production,output or product quality as well as increase profits,would you be interested?

Accepted Answer

A) Is a problem discovery question. 
B) Is a situational question. 
C) Is a solution value question. 
D) Is a problem impact question. 
E) Is a confirmatory question. 
A) Is a problem discovery question. 
B) Is a situational question. 
C) Is a solution value question. 
D) Is a problem impact question. 
E) Is a confirmatory question.

Question 20

A prospect who is not interested in buying:

Accepted Answer

A) seldom raises any objections. 
B) most commonly makes procrastinating objections. 
C) most commonly makes value objections. 
D) is a hot prospect. 
E) None of these. 
A) seldom raises any objections. 
B) most commonly makes procrastinating objections. 
C) most commonly makes value objections. 
D) is a hot prospect. 
E) None of these.

"How many working hours are lost when your employees are using the existing low-speed copier?" The above question is a:

Do you have to order far in advance of need to ensure the product is here when you need it?

A laid-back approach in product demonstration has been proven most effective.

Which of the following is not the purpose of prospecting?

According to study cited in the text,the most successful salespeople are those who spend less time on _________________ questions,and more time on the other question types.

Which of the following is/are (an)appropriate benchmark(s)against which to measure the result of preapproach.

"Canned" presentations are designed to eliminate the individual/unique personality of reps,therefore eliminating errors in presentation as a whole.

To close the sales of a complex business product,

Which of these is not a condition for qualifying leads?

When not understanding what the rep is talking about,customers:

Which is not a situational question?

Which of the following is an element of the approach?

The sales approach is the step in the sales process immediately before qualifying leads.

Concepts of relationship marketing have lead sales organization to de-emphasize _;and instead,focus more on _ .

"How much inventory of this product do you carry?" is an example of:

A trial close is most similar to:

The approach is the make-or-break part of the presentation - if it goes poorly,the salesperson does not get a chance to give a presentation.

Which of the following is a common sales close?

If I could provide evidence that reduction of solder points from 40 down to 38 would not hamper production,output or product quality as well as increase profits,would you be interested?

A prospect who is not interested in buying:

The Field of Sales Force Management

Strategic Sales Force Management

Sales Force Organization

Profiling and Recruiting Salespeople

Selecting and Hiring Applicants

Developing, Delivering, and Reinforcing a Sales Training Program

Motivating a Sales Force

Sales Force Compensation

Sales Force Quotas Expenses

Leadership of a Sales Force

Sales Forecasting and Developing Budgets

Sales Territories

Analysis of Sales Volume

Marketing Cost and Profitability Analysis

Evaluating a Salespersons Performance

Ethical and Legal Responsibilities of Sales Managers

Filters

Exam 3: Personal Selling Process

"How many working hours are lost when your employees are using the existing low-speed copier?" The above question is a:

Do you have to order far in advance of need to ensure the product is here when you need it?

A laid-back approach in product demonstration has been proven most effective.

Which of the following is not the purpose of prospecting?

According to study cited in the text,the most successful salespeople are those who spend less time on _________________ questions,and more time on the other question types.

Which of the following is/are (an)appropriate benchmark(s)against which to measure the result of preapproach.

"Canned" presentations are designed to eliminate the individual/unique personality of reps,therefore eliminating errors in presentation as a whole.

To close the sales of a complex business product,

Which of these is not a condition for qualifying leads?

When not understanding what the rep is talking about,customers:

Which is not a situational question?

Which of the following is an element of the approach?

The sales approach is the step in the sales process immediately before qualifying leads.

Concepts of relationship marketing have lead sales organization to de-emphasize ___________________;and instead,focus more on ___________________ .

"How much inventory of this product do you carry?" is an example of:

A trial close is most similar to:

The approach is the make-or-break part of the presentation - if it goes poorly,the salesperson does not get a chance to give a presentation.

Which of the following is a common sales close?

If I could provide evidence that reduction of solder points from 40 down to 38 would not hamper production,output or product quality as well as increase profits,would you be interested?

A prospect who is not interested in buying:

The Field of Sales Force Management

Strategic Sales Force Management

Sales Force Organization

Profiling and Recruiting Salespeople

Selecting and Hiring Applicants

Developing, Delivering, and Reinforcing a Sales Training Program

Motivating a Sales Force

Sales Force Compensation

Sales Force Quotas Expenses

Leadership of a Sales Force

Sales Forecasting and Developing Budgets

Sales Territories

Analysis of Sales Volume

Marketing Cost and Profitability Analysis

Evaluating a Salespersons Performance

Ethical and Legal Responsibilities of Sales Managers

Filters

Concepts of relationship marketing have lead sales organization to de-emphasize _;and instead,focus more on _ .