A stall tends to mean that the customer appreciates the benefits of a product but is
unwilling to engage in negotiations.
Another name for missionary salespeople is “detail salespeople.”
People buy products if they fulfill a problem-solving need.
Adapting to the customer’s preferred communication style can enhance sales
performance.
Frequency of visits to established customers should generally be related to sales
potential.
The person who withdraws money from a savings account and uses this money to buy
government bonds at a higher return on investment is very likely guided by rational
buying motives.
The objectives for the sales presentation are developed after completion of the
presentation plan.
A growing number of professional buyers have completed training in negotiation.
“Would this computer software meet your current business needs?” is an example of a
confirmation question.
Salespeople at the dealer level can play an important role in positioning an automobile
for competitive advantage.
When people say, “Your price is too high,” they probably mean, “You haven’t sold me
yet.”
The goal of prospecting is to build a prospect base made up of current and potential
customers.
Full-line selling is also known as:
A) approach selling
B) upselling
C) cross-selling
D) suggestion selling
E) expansion selling
When customers ask, “What is the anticipated rate of return on this mutual fund?” they
are requesting product information from the category of:
A) performance data
B) product design
C) manufacturing process
D) product application
E) quality improvement
Braeden Innovations is a company that sells database systems and software integration
packages to schools and universities. Po Komacho is a trade sales representative with
Braeden Innovations. As a trade sales representative, she promotes the company and its
products to software resellers and supports their sales representatives in selling
Braeden’s software to clients. A large part of her job involves attending industry trade
shows and working at the Braeden Innovations booth at the exhibit hall of the trade
show.
Po does not sell directly to clients, but she is still responsible for keeping track of the
interactions she has with resellers. Where should she keep track of these interactions?
A) in the notepad of her smartphone
B) in a spiral-bound notebook she keeps in her laptop bag
C) in a file on her laptop computer
D) in her company’s computerized CRM system
E) in a monthly email to her manager
Which of the following is true with respect to negotiations in foreign cultures?
A) Different cultural expectations can cause miscommunication.
B) It is sometimes advisable to become antagonistic during negotiations.
C) Business rituals are largely the same across cultures.
D) German buyers are unlikely to look you in the eye.
E) In China, negotiations are less straightforward than in Japan.
Salespeople should most likely do which of the following when a product is delivered
to a customer?
A) Call the shipping agent to monitor delivery.
B) Mail an instruction manual to the customer.
C) Offer training in the use of the product.
D) Change the price charged to the customer.
E) Unpack the product by hand.
Your ability to separate yourself and your product from that of your competitors is
referred to as:
A) positioning
B) differentiation
C) value processing
D) product placement
E) marketing alliance
Karyn Fleishman is the lead sales representative on a team selling super-powered
microscopes to research laboratories and other research institutions. She and her team
just made a presentation to the buying team of a large lab, and they are about to enter
the negotiation process to work toward closing a deal.
Which of the following would be an example of logrolling in this negotiation?
A) The sales team gives the buyer a lower price than in the initial proposal.
B) The sales team creates a whole new proposal with different terms and pricing.
C) The sales team offers the buyer an advantageous payment schedule.
D) The sales team holds firm on the original price.
E) The buyers pit two sellers against each other.
What essential quality will Roni need to have to be successful in sales?
A) She will need to enjoy interacting with potential customers and customers.
B) She will need to enjoy making money.
C) She will need to enjoy creating branding and marketing campaigns for products.
D) She will need to enjoy servicing customers who have purchased the product from
the company.
E) She will need to enjoy competing fiercely with other salespeople for sales and
commissions.
A customer who is higher in dominance tends to do which of the following?
A) display an eagerness to agree quickly
B) curb a desire to initiate demands
C) cooperate excessively with others
D) attempt to control situations
E) wait for others to speak first
In transactional sales, the customer’s primary focus is a trustworthy:
A) product
B) salesperson
C) organization
D) culture
E) industry
Customer loyalty depends on quality products and:
A) quality relationships
B) low prices
C) free shipping
D) custom installation
E) little contact
________ is an intrinsic reward that occurs when a duty or task is performed.
The ________ provides a quick, efficient, and instantly interactive way to follow up a
sale.
A(n) ________ is a well thought-out plan for establishing, building and maintaining
quality selling relationships.
________ involves selling products that are not directly related to products that you
have sold to an established customer.
List the guiding principles that can be used to develop a routing and scheduling plan.
Describe the difference between lower dominance and higher dominance.
Salespeople who have the ability to imagine themselves in someone else’s position and
understand what that person is feeling are known as ________.