The partnering concept, as an enhancement of personal selling, became very popular in
the 1970s.
Sight is considered the most powerful attention-attracting sense; therefore, it is the most
important motivating force in every selling situation.
The “budget limitation tactic” is often used by buyers who have been trained in
negotiation.
An empathizer is someone who understands the ways humans interact.
There are no precise rules to observe in establishing a sales routing and scheduling plan.
An effective sales presentation involves showing the prospect how the product fills
specific needs.
According to the authors of How to Hire and Develop Your Next Top Performer, about
half of the people working in sales should be doing something else.
Customers who perceive added value are less likely to choose a competing product
simply on the basis of price.
Yellow Freight Systems must provide clean, well-maintained trucks and well-trained
drivers. This is most likely an example of a(n):
A) value-added product
B) generic product
C) potential product
D) expected product
E) customer product
Which of the following is recommended when making a telephone contact with a
prospect?
A) Avoid giving the receptionist or secretary too much information.
B) Confirm the telephone appointment with a pre-appointment call.
C) Avoid telling the person how much time the appointment may take.
D) State the purpose of your call and explain how the prospect can benefit from a
meeting.
E) Avoid developing a written presentation, which may sound too structured for a
telephone call.
Which of the following is the LEAST likely cause of sales call reluctance?
A) fear of rejection
B) fear of group presentations
C) fear of taking risks
D) lack of self-confidence
E) fear of networking
Which of the following is an example of a bridge statement?
A) “You will get good gas mileage when you buy this car.”
B) “These are the finest fund-raising donuts you can buy.”
C) “This hotel has 24-hour room service and free parking.”
D) “Buy one, get one at half price.”
E) “We have trained technicians, so you will experience less downtime.”
A major barrier to prospecting is time. Therefore, salespeople should:
A) try to avoid spending time available for actual selling on prospecting
B) try to spend at least 50 percent of every week on prospecting
C) get involved in prospecting only after completing all regular selling activities
D) assign prospecting tasks to lower-level employees
E) integrate prospecting activities with regular selling duties
Which of the following would LEAST likely help a salesperson earn a repeat sale?
A) providing professional looking business cards
B) ensuring timely delivery of a product
C) acting as the customer’s advocate
D) ensuring the accuracy of invoices
E) offering technical expertise
Of the following activities routinely performed by salespeople, which one contributes
LEAST financially to both the salesperson and the company?
A) service calls
B) face-to-face selling
C) telephone selling
D) waiting and traveling
E) billing clients
Which of the following is an accurate statement regarding the sales presentation?
A) It is best to communicate all you know about the product.
B) The location of the sales presentation is an irrelevant factor.
C) Each product feature is of equal importance to every customer.
D) Appealing to the prospect’s senses makes the sales presentation more powerful.
E) A sales presentation that does not use technology is not likely to be successful.
In recent years, the “fax attack” model of car shopping has become popular. In a “fax
attack,” a customer sends a fax to every car dealership within a certain radius listing the
make and features of the car they would like, along with the price they are willing to
pay, and asks dealerships that will match that price to contact the customer. In essence,
the customers set both the features and the price for the car. McCall Automotive has
experienced a sharp increase in the number of fax attacks, and Phil, the sales manager,
is seeking methods for addressing the situation. Phil is also concerned about the
dealership€s positioning strategies and market share.
Phil believes that the dealership should lower car prices to capture a higher share of the
market. Competing on price will most likely work with which of the following car
buyers?
A) a high-involvement buyer who values quality and durability
B) a high-involvement buyer who is willing to research features and performance
extensively
C) a low-involvement buyer who has a tight budget
D) a low-involvement buyer who is unwilling to purchase online
E) a low-involvement buyer who asks an employee to make the buying decision
What is the primary benefit of seeking job candidates within your own company?
A) Job descriptions are unnecessary.
B) Mentors are more willing to provide assistance.
C) Hiring requirements can be lowered for cost savings.
D) Current employees are familiar with company policies.
E) Private employment agencies charge fees for recruitment.
A(n) ________ is a benefit that will, in most cases, outweigh the customer’s specific
concern.
There are a number of factors that will increase the odds that you will close the sale.
List the guidelines for closing the sale that have universal application.
The practice of marketing goods and services through telephone contact is known as
________.
Sound time management techniques can pave the way to greater sales productivity. List
and discuss four time-saving techniques used by time-conscious people in all walks of
life.
Joe Girard, popular sales trainer and consultant, used the “________” concept to
illustrate the relationship between prospecting and the loss of customers due to attrition.
The procedure used to obtain names of potential prospects from current prospects and
customers is called ________.
List and discuss the four major parts of the Consultative Sales Presentation Guide.
A(n) ________ is a transitional phrase that connects a statement of features with a
statement of benefits.
What suggestions would you give to a salesperson that does not successfully close a
sale?