Question 1

Technology helps salespeople to:

Accepted Answer

A)  rely on fewer environmental signals. 
B)  identify customer personality styles. 
C)  implement frequent trial closes. 
D)  view customers as decision makers. 
E)  serve customers faster and better. 
A)  rely on fewer environmental signals. 
B)  identify customer personality styles. 
C)  implement frequent trial closes. 
D)  view customers as decision makers. 
E)  serve customers faster and better. E

Question 2

People with strong economic needs will consider only price in a purchase situation.

Accepted Answer

A) True 
 B)False  False

Question 3

The "S" in the SELL Sequence reminds the salesperson to show the benefits first.

Accepted Answer

A) True 
 B)False  False

Question 4

_____ is defined as the tension a buyer feels over whether he/she made the right decision in buying a product.

Accepted Answer

A)  Postpurchase evaluation 
B)  Purchase satisfaction 
C)  Purchase dissonance 
D)  Purchase dissatisfaction 
E)  Purchase evaluation 
A)  Postpurchase evaluation 
B)  Purchase satisfaction 
C)  Purchase dissonance 
D)  Purchase dissatisfaction 
E)  Purchase evaluation

Question 5

Which of the following purchases would most likely involve extensive decision making?

Accepted Answer

A)  Scheduling an annual dentist appointment 
B)  Buying a new towel rack for your bath 
C)  Purchasing a birthday gift for a friend 
D)  Renewing a magazine subscription 
E)  Purchasing a condominium 
A)  Scheduling an annual dentist appointment 
B)  Buying a new towel rack for your bath 
C)  Purchasing a birthday gift for a friend 
D)  Renewing a magazine subscription 
E)  Purchasing a condominium

Question 6

When using the _____, a salesperson relates a product's benefits to the customers' needs using the product's features and advantages to support the claims made.

Accepted Answer

A)  trial close 
B)  detail approach 
C)  SELL analysis 
D)  SWOT method 
E)  FAB selling technique 
A)  trial close 
B)  detail approach 
C)  SELL analysis 
D)  SWOT method 
E)  FAB selling technique

Question 7

Which of the following is a false assumption made by many salespeople?

Accepted Answer

A)  Benefits are very important to buyers. 
B)  Price is the only factor in a buying decision. 
C)  Psychological factors influence buying decisions. 
D)  Wants and needs motivate buying decisions. 
E)  Unimportant benefits should be deemphasized. 
A)  Benefits are very important to buyers. 
B)  Price is the only factor in a buying decision. 
C)  Psychological factors influence buying decisions. 
D)  Wants and needs motivate buying decisions. 
E)  Unimportant benefits should be deemphasized.

Question 8

Christine has just answered a prospect's question about some negative publicity her product received. To find out if her prospect has any more objections with which she should deal, Christine should:

Accepted Answer

A)  hand her catalog to the prospect. 
B)  use the questions approach. 
C)  begin her demonstration. 
D)  implement a trial close. 
E)  lead into a benefit. 
A)  hand her catalog to the prospect. 
B)  use the questions approach. 
C)  begin her demonstration. 
D)  implement a trial close. 
E)  lead into a benefit.

Question 9

Dissonance increases with the importance of the decision and the difficulty of choosing between products.

Accepted Answer

A) True 
 B)False

Question 10

All of the following are the appropriate times for a salesperson to use a trial close EXCEPT:

Accepted Answer

A)  after making a strong selling point in the presentation. 
B)  immediately before moving to close the sale. 
C)  immediately after closing the sale. 
D)  after answering an objection. 
E)  after the presentation. 
A)  after making a strong selling point in the presentation. 
B)  immediately before moving to close the sale. 
C)  immediately after closing the sale. 
D)  after answering an objection. 
E)  after the presentation.

Question 11

Routine decision making is most likely involved when an individual purchases a _____.

Accepted Answer

A)  Gibson guitar 
B)  Honda sedan 
C)  Canon printer 
D)  People magazine 
E)  Golden Retriever puppy 
A)  Gibson guitar 
B)  Honda sedan 
C)  Canon printer 
D)  People magazine 
E)  Golden Retriever puppy

Question 12

Buyer's remorse would most likely occur if:

Accepted Answer

A)  Harris used the SELL sequence for prospecting prior to the sales presentation. 
B)  the customer tried to save money by buying fewer modules than needed. 
C)  Harris used uniform delivery pricing. 
D)  the customer had perceptual objections. 
E)  Harris used too many trial closes. 
A)  Harris used the SELL sequence for prospecting prior to the sales presentation. 
B)  the customer tried to save money by buying fewer modules than needed. 
C)  Harris used uniform delivery pricing. 
D)  the customer had perceptual objections. 
E)  Harris used too many trial closes.

Question 13

Describe the three stages in the stimulus-response model of buyer behavior.

Accepted Answer

The classic model of buyer behavior is c

Question 14

Security, comfort, self-preservation, and personal pleasure are common psychological needs of buyers.

Accepted Answer

A) True 
 B)False

Question 15

People's _____ result from a lack of something desirable like food or drink.

Accepted Answer

A)  beliefs 
B)  perceptions 
C)  wants 
D)  attitudes 
E)  needs 
A)  beliefs 
B)  perceptions 
C)  wants 
D)  attitudes 
E)  needs

Question 16

The initial task of a salesperson when first meeting a potential customer is to differentiate between important buying needs and needs of lesser or no importance.

Accepted Answer

A) True 
 B)False

Question 17

Briefly describe the FAB selling technique. Show how a salesperson could use the FAB technique to sell a can of regular cola.

Accepted Answer

The FAB selling technique presents a pro

Question 18

The easiest people to sell to are people at the _____ level of need awareness.

Accepted Answer

A)  conscious 
B)  preconscious 
C)  unconscious 
D)  subconscious 
E)  intermediate 
A)  conscious 
B)  preconscious 
C)  unconscious 
D)  subconscious 
E)  intermediate

Question 19

According to the two Ls in the SELL Sequence, a salesperson should:

Accepted Answer

A)  lead into the benefits, and let the customer talk. 
B)  limit the length of a sales presentation, and let visual aids do the talking. 
C)  learn the prospect's personality type, and let the personality type guide the closing. 
D)  limit the number of benefits discussed, and list features at the end of the presentation. 
E)  locate the prospect's needs, and leave closing until the end of the sales presentation. 
A)  lead into the benefits, and let the customer talk. 
B)  limit the length of a sales presentation, and let visual aids do the talking. 
C)  learn the prospect's personality type, and let the personality type guide the closing. 
D)  limit the number of benefits discussed, and list features at the end of the presentation. 
E)  locate the prospect's needs, and leave closing until the end of the sales presentation.

Question 20

What is most needed when working with a prospect at the unconscious need level?

Accepted Answer

A)  Perceptive observations of the customer's social class 
B)  Skillful questioning to determine the customer' needs 
C)  Self-awareness modification to gain customer trust 
D)  Highly detailed feature descriptions 
E)  Multiple attempts at a trial closing 
A)  Perceptive observations of the customer's social class 
B)  Skillful questioning to determine the customer' needs 
C)  Self-awareness modification to gain customer trust 
D)  Highly detailed feature descriptions 
E)  Multiple attempts at a trial closing

Technology helps salespeople to:

People with strong economic needs will consider only price in a purchase situation.

The "S" in the SELL Sequence reminds the salesperson to show the benefits first.

_____ is defined as the tension a buyer feels over whether he/she made the right decision in buying a product.

Which of the following purchases would most likely involve extensive decision making?

When using the _____, a salesperson relates a product's benefits to the customers' needs using the product's features and advantages to support the claims made.

Which of the following is a false assumption made by many salespeople?

Christine has just answered a prospect's question about some negative publicity her product received. To find out if her prospect has any more objections with which she should deal, Christine should:

Dissonance increases with the importance of the decision and the difficulty of choosing between products.

All of the following are the appropriate times for a salesperson to use a trial close EXCEPT:

Routine decision making is most likely involved when an individual purchases a _____.

Buyer's remorse would most likely occur if:

Describe the three stages in the stimulus-response model of buyer behavior.

Security, comfort, self-preservation, and personal pleasure are common psychological needs of buyers.

People's _____ result from a lack of something desirable like food or drink.

The initial task of a salesperson when first meeting a potential customer is to differentiate between important buying needs and needs of lesser or no importance.

Briefly describe the FAB selling technique. Show how a salesperson could use the FAB technique to sell a can of regular cola.

The easiest people to sell to are people at the _____ level of need awareness.

According to the two Ls in the SELL Sequence, a salesperson should:

What is most needed when working with a prospect at the unconscious need level?

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then Customer Relationships

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Prospecting the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters

Exam 4: The Psychology of Selling: Why People Buy

Technology helps salespeople to:

People with strong economic needs will consider only price in a purchase situation.

The "S" in the SELL Sequence reminds the salesperson to show the benefits first.

_____ is defined as the tension a buyer feels over whether he/she made the right decision in buying a product.

Which of the following purchases would most likely involve extensive decision making?

When using the _____, a salesperson relates a product's benefits to the customers' needs using the product's features and advantages to support the claims made.

Which of the following is a false assumption made by many salespeople?

Christine has just answered a prospect's question about some negative publicity her product received. To find out if her prospect has any more objections with which she should deal, Christine should:

Dissonance increases with the importance of the decision and the difficulty of choosing between products.

All of the following are the appropriate times for a salesperson to use a trial close EXCEPT:

Routine decision making is most likely involved when an individual purchases a _____.

Buyer's remorse would most likely occur if:

Describe the three stages in the stimulus-response model of buyer behavior.

Security, comfort, self-preservation, and personal pleasure are common psychological needs of buyers.

People's _____ result from a lack of something desirable like food or drink.

The initial task of a salesperson when first meeting a potential customer is to differentiate between important buying needs and needs of lesser or no importance.

Briefly describe the FAB selling technique. Show how a salesperson could use the FAB technique to sell a can of regular cola.

The easiest people to sell to are people at the _____ level of need awareness.

According to the two Ls in the SELL Sequence, a salesperson should:

What is most needed when working with a prospect at the unconscious need level?

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then Customer Relationships

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Prospecting the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters