The Robinson-Patman Act of 1936 prevents sellers from granting quantity discounts to
larger buyers.
Salespeople should avoid providing information to their companies or customers about
competitors’ activities or market opportunities since such actions violate client
confidence and are considered unethical.
College recruiting is an expensive process but a major source of high-quality
applicants.
A simile is a direct comparison using “like” or “as.”
The most successful salespeople never experience call reluctance.
An outside salesperson operates with less direct supervision compared to other
employees in an organization.
Obtaining referrals is a continuous process for salespeople.
Electronic calendar management can result in improved time management.
If prospects are allowed to hold your catalog, price list, or brochure during a
presentation, it will increase the probability of sale.
For a group sales presentation, prices should be included in an appendix of the
proposal document.
A direct negative-no question is highly effective for creating interest with prospects.
The best possible sales call objective is to get an order because it reflects the
salesperson’s self-confidence and a specific goal.
The practice of making an appointment before calling on a prospect shows respect
toward the prospect.
When engaged in marginal listening, Andrew, the salesperson, focuses on the speaker’s
words and tries to see the prospects’ point of view.
A public relations firm is trying to convince a former President of the U.S. that he
needs their services. When the publicist says, “We currently are handling public
relations for the royal family of Monaco, Prince Andrew of Great Britain, and Colin
Powell,” the public relations firm is using a prestige suggestion.
Adrian, who has just met his prospect, begins by telling an interesting story about the
last customer who bought his product and benefited by it immediately. The prospect is
initially interested but growing impatient. What should Adrian do?
A. Discuss the ROI potential of the product
B. Ask the prospect about his current needs
C. Ask the prospect for additional referrals
D. Tell another story about a satisfied client
E. Ask the prospect to buy the product
The right time for a salesperson to use a speakerphone in an office setting is when he or
she is:
A. inputting data into a computer.
B. participating in a conference call.
C. part of a regional sales team.
D. talking to someone in an office.
E. talking to a key customer.
The prospect says, “Your company has only been in business for two years. I like to
buy from established companies.” The prospect is using a _____ objection.
A. stalling
B. covert
C. no-need
D. hidden
E. source
_____ skill is the cognitive ability to see the selling process as a whole and the
relationship among its parts.
A. Human
B. Observational
C. Conceptual
D. Technical
E. Developmental
Which of the following is the best example of a source objection?
A. “I want to buy from a more established car dealer.”
B. “I prefer to buy a used car.”
C. “I am happy with the vehicle I am currently driving.”
D. “I cannot afford a large monthly payment.”
E. “I’ll get back to you later after my wife and I have decided which car we like.”
According to the two Ls in the SELL Sequence, a salesperson should:
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.
_____ is defined as the tension a buyer feels over whether he/she made the right
decision in buying a product.
A. Postpurchase evaluation
B. Purchase satisfaction
C. Purchase dissonance
D. Purchase dissatisfaction
E. Purchase evaluation
A salesperson should attempt the close when the:
A. prospect is at the ‘˜desire’ stage of the mental buying process.
B. prospect is ready.
C. salesperson is ready.
D. salesperson has handled an objection successfully.
E. sales presentation is complete.
Imagine that you are trying to sell baby furniture to a daycare owner. You are in the
midst of your presentation when one of your prospect’s employees enters the room to
talk about a sick child. After a 10-minute conversation, the employee leaves. The
daycare owner turns to you and says, “Now what were we discussing?” You should:
A. briefly restate the selling points in which the daycare owner was most interested.
B. continue with the rest of the presentation after some small talk.
C. continue the presentation from where you stopped.
D. offer to reschedule your appointment.
E. start your presentation from scratch.
Which of the following is primarily a trade sales promotion?
A. Free samples
B. Consumer demonstrations
C. Store coupons
D. Sweepstakes
E. Special purchase prices
Which of the following is a formal, written statement describing the nature,
requirements, and responsibilities of a specific sales position?
A. Job evaluation
B. Job design
C. Job rotation
D. Job specification
E. Job description
Which of the following statements about approach techniques and presentation
methods is most likely true?
A. The benefit technique is used only with the formula sales method.
B. The showmanship technique does not always include a demonstration.
C. The approach technique should be chosen before the sales presentation method.
D. The statement approach technique is effective with any sales presentation method.
E. The need-satisfaction sales presentation method should always use the questions
approach technique.
In a large firm like Hewlett-Packard or General Electric, a salesperson’s career path
usually begins at the level of:
A. district sales manager.
B. sales engineer.
C. sales trainee.
D. key account salesperson.
E. assistant manager.
Assume the prospect says, “I really like the ergonomic design of the office furniture
you are selling, but I need to ask my boss about it before I buy.” According to the text,
which of the following would NOT be an appropriate response for the salesperson to
make?
A. “What are some of the issues you want to talk to him about?”
B. “Did you need to ask about financing or get his approval to buy?”
C. “Good! I’ll call you later in the day.”
D. “If it was up to you, would you buy now?”
E. “If you had the authority, you would go ahead with the purchase, wouldn’t you?”
What is the primary purpose of the sales presentation goal model?
A. Minimizing unfavorable features
B. Maintaining two-way communication
C. Choosing the best marketing mix components to stress
D. Capturing the prospect’s attention during a sales presentation
E. Determining which elements of the sales presentation mix to use
During the typical first step of the problem-solution presentation, a salesperson
should:
A. prepare the sales presentation based on previously gathered customer knowledge.
B. convince the prospect to allow an analysis of the prospect’s problem.
C. reach a mutual agreement with the prospect on the nature of the problem.
D. prepare a written problem-solution proposal for the prospect.
E. show how the product will satisfy mutual needs.
If you walk into your prospect’s office and she says “I’m sorry, but there’s no use in our
talking. I’m satisfied with my current suppliers. Thanks for coming by.” You should use
a _____ question to move the conversation from the negative ground to a more positive
condition.
A. direct
B. nondirective
C. rephrasing
D. directional
E. redirect
According to the text, the steps of the buying decision process, in their correct order,
are:
A. need arousal, collection of information, alternative selection, purchase decision, and
postpurchase evaluation.
B. need arousal, alternative determination, information gathering, purchase decision,
and purchase evaluation.
C. need arousal, collection of information, information evaluation, purchase decision,
and postpurchase behavior.
D. need arousal, information collection, purchase, purchase evaluation, and repurchase.
E. need arousal, purchase, purchase evaluation, postpurchase behavior, and repurchase.
Which of the following is NOT an appropriate time to request a referral?
A. Preapproach
B. Sales presentation
C. Product delivery stage
D. Service and follow-up
E. Trial close stage
How do sales jobs differ from other jobs? What aspects would you enjoy or dislike?
Why?
Why is the development of sales territories inefficient for some companies?
What can you as a salesperson do to win back a valuable account that has been taken
by a competitor?
How can a salesperson use break-even analysis as a time management tool?
What is involved in the planning function of management?