The right to be free of sexual harassment is a part of the 1980 EEOC guidelines.
Do not deny objections even if they are based on incorrect information.
In sales, the need for netiquette mostly arises when using text messaging.
Ethical behavior specifically refers to carrying out one’s share of the work and
responsibility with 100 percent effort.
The 80/20 principle is a time management concept that favors a salesperson putting 80
percent of his or her time on planning and 20 percent on selling.
The salesperson who uses the cold canvass method of prospecting usually knows
something about the prospect.
Four levels of need awareness have been identified’”conscious, preconscious,
post-conscious, and unconscious.
A prospect says, “I cannot afford a $500 monthly car payment.” A salesperson should
feel confident that the prospect is setting a condition.
Marketing helps generate sales by providing the quality of service customers expect.
The third level of relationships, intimate friends, applies to personal relationships but
not business relationships.
Unlike traditional and Golden Rule salespeople, professional salespeople have a
tendency to attribute sales success to others rather than to their own actions.
A straight salary compensation plan can be effectively used to curtail salespeople from
concentrating on easy-to-sell products.
If the recruiter has set a time for notifying the applicant of a decision and if that time
has passed, a follow-up letter or call is appropriate.
Closing the sale can be the easiest step in the sales presentation if the previous steps
have been followed well.
_____ refers to the physical placement of the product within the retail store.
A. Inventory management
B. Shelf positioning
C. Suggestion selling
D. Shelf facing
E. Stock locating
Which of the following statements is NOT a reason that explains why a salesperson
should welcome prospect objections?
A. Objections show the prospect is interested in the presentation.
B. Objections help the salesperson know what stage in the buying cycle the prospect
has reached.
C. Most customer objections are raised at the closing stages of a sales presentation.
D. Objections show the prospect wants to know about the salesperson’s offer.
E. Some customers raise objections because they want and need more information.
According to the text, when a company directs its sales force members to use multiple
selling strategies, this means salespeople are expected to:
A. split commissions if a buyer’s purchasing office is in one salesperson’s territory and
the retail outlet is the territory of another salesperson.
B. have several sales approaches planned so that if their first sales attempt is
unsuccessful, they can shift to an alternate approach without delay.
C. develop different sales approaches for the different products in the company’s
product line.
D. invest the bulk of their time and resources in the key accounts in their territories.
E. develop one form of presentation for existing accounts and another for prospects.
Todd, a sales representative for a textbook publisher, knows the name and direct line of
each client’s administrative assistant. Which type of software most likely helps Todd
keep track of this information?
A. GIS
B. POP
C. Inventory management
D. Contact management
E. Calendar management
What are the two types of answerable objections?
A. Pragmatic and conditional
B. Practical and impractical
C. Direct and indirect
D. Major and minor
E. Objective and subjective
The commission rates of sales decreases as the sales increase. This is an example of the
_____ commission plan.
A. progressive
B. regressive
C. parabolic
D. negative
E. curvilinear
Which of the following is an example of a social factor that could influence consumers’
buying behaviors?
A. Situation
B. Past experiences
C. Perception
D. Income
E. Family
As a general rule, you, as a salesperson, after receiving an order should leave the
customer’s office as soon as possible to avoid talking yourself out of the order.
According to the text, it is not necessary for you to follow this rule if:
A. you are explaining how to use the product correctly for health and safety reasons.
B. you are asking the customer for the names of other potential prospects.
C. you are describing the full benefits of the customer’s purchase.
D. the prospect buys before sooner than you expected.
E. the product is technologically complex.
One of the reasons why a salesperson must constantly look for new prospects is to:
A. fill-in otherwise unproductive parts of the day.
B. gain additional sales presentation experience.
C. fulfill corporate social responsibilities.
D. prevent the loss of current customers.
E. increase product and service sales.
The use of the ELMS system is most closely related to the:
A. 50-50 method.
B. 80/20 principle.
C. SELL sequence
D. FAB closing.
E. KISS selling process.
Which of the following statements about undifferentiated selling is most likely true?
A. The undifferentiated selling approach is only useful if customers are heterogeneous.
B. Many door-to-door salespeople use the undifferentiated approach.
C. The undifferentiated selling approach allows salespeople to devote time to customers
in proportion to the customer’s potential value.
D. The undifferentiated selling approach allows salespeople to streamline their pre-call
preparation and thus is growing in popularity.
E. Undifferentiated selling cannot be used in conjunction with a stimulus-response
presentation.
Which type of proof statement would be best for a salesperson trying to convince a
current customer to place a larger order?
A. Research results from independent studies
B. Past sales figures of the buyer
C. Guarantees and warranties
D. Customer testimonials
E. Proof results of the seller
Which term refers to the performance of any helpful or professional work or activity
for a person, family, or organization?
A. Customer satisfaction
B. Value creation
C. Customer service
D. Market follow-up
E. Service customization
Gulf Technology manufactures platforms for deep sea oil rigs. Costs for the platforms
can exceed $1 million. Which sales approach would a Gulf Technology salesperson
most likely use?
A. Persuasive selling
B. Need-satisfaction
C. Response-stimulus
D. AIDA selling
E. Participative
The two basic types of commission plans are straight commission and:
A. non-financial commission.
B. draw against commission.
C. quota-based commission.
D. experience-based commission.
E. performance bonuses.
Why is postponing an objection necessary sometimes?
Why is it recommended that a salesperson remain quiet after asking for an order?
Why is it important to emphasize benefits to a prospective buyer?
Ruth sells bathroom fixtures. She believes that if she can get a customer she is calling
on to go out to lunch with her, she will close the sale. What do you think about Ruth’s
assumption?
Why should salespeople welcome sales objections?
What are the major factors that determine managerial salary? What is a sales
manager’s primary goal?
Why do companies select the straight commission plan?