A major weakness of decentralized training is that the costs associated with it are
extremely high.
The last part of most sales calls is ‘small talk” which aids in building rapport between
the salesperson and the prospect.
A person who engages in whistle-blowing is called an ethics ombudsperson.
Most sales managers focus on completing assigned tasks in an attempt to earn large
commissions, but most salespeople focus on long-term objectives and organizational
goals.
The Leaking Bucket Customer concept illustrates how all leads and prospects are
considered and filtered out before they become qualified prospects.
A major disadvantage associated with drawing accounts is that the amount given to
salespeople is not based on the individual needs of the salesperson.
Salespeople do not need increase sales in old accounts if they are generating a
sufficient quantity of new customers.
An effective way to attract prospects without having to go out prospecting is to submit
regular articles about your business to trade magazines, journals, and newspapers.
Salespeople should not attempt to close a sale before completing the sales
presentation.
Each salesperson at a firm should receive at least one formal evaluation every year.
Job specifications are formal, written statements describing the nature, requirements,
and responsibilities of a specific sales position.
Trade advertising is advertising the retailer conducts with the cost shared between
manufacturer and retailer.
A salesperson has a greater chance of sales success by offering the lowest price.
Morals refer to people’s adherence to right or wrong behavior and right or wrong
thinking.
Usually, handling a source objection requires calling on the prospect routinely over a
period to break this resistance barrier.
The complimentary approach is the most common and the least powerful because it
does little to capture the prospect’s attention and interest.
The formula selling approach is appropriate for straight rebuy situations, especially
when selling consumer goods.
Salespeople from all geographical areas served by the company can participate in
centralized training.
In a normal two-person conversation, at least 60 percent of the social meaning is
expressed verbally.
Successful salespeople are true to their own self-image and do not try to match their
communication style with that of their prospect.
Which information is the LEAST important for a salesperson to know about a channel
member that sells the same products as the salesperson’s employer?
A. Distribution policies
B. Product lines carried
C. Pricing policies
D. Purchase history
E. Inventory methods
Which of the following would most likely be considered an operating cost for a sales
force when determining a sales budget?
A. Variable production costs
B. Advertising costs
C. Product samples
D. Development fees
E. Product distribution costs
Which of the following statements about the selling process is true?
A. The selling process consists of ten basic steps.
B. Some steps in the selling process occur simultaneously.
C. Prospecting is the second step in the selling process.
D. Preapproach planning is the third step in the selling process.
E. Trial close is the last step of the selling process.
What is the first step in learning how to overcome call reluctance?
A. Determine your personality type
B. Avoid customers that refuse to buy
C. Admit having a call reluctance problem
D. Seek help for treating call reluctance issues
E. Practice verbal and nonverbal communication
A salesperson who is a true professional:
A. keeps customers informed about competitors.
B. leave beliefs and morals out of business dealings.
C. speaks well of others, including the competition.
D. knows when to use high pressure techniques on prospects.
E. knows that finding new customers is more important than servicing current ones.
The prospect is likely to be in the _____ stage of the mental buying process when
ready for a close.
A. attention
B. interest
C. desire
D. conviction
E. action
Which of the following is NOT a reason why a customer might be dissatisfied with a
product?
A. Product was not delivered by the specified date.
B. Product delivered was different from the one ordered.
C. The product performed an additional, unadvertised function.
D. Customer believed the product could perform a function that it cannot.
E. Discounts offered by the salesperson were not given by the manufacturer.
Peter sells electrical supplies to retailers and home builders. Peter’s organization buys
the electrical supplies from various manufacturers. Peter is best classified as a(n)
_________.
A. retail salesperson
B. detail salesperson
C. accounts representative
D. wholesale salesperson
E. sales engineer
The _____ close permits the prospect to focus on identifying their real objections to
making a purchase.
A. assumptive
B. balance-sheet
C. standing-room-only
D. probability
E. minor-points
A centralized training program would most likely:
A. facilitate the growth of a multicultural organization.
B. be less costly than decentralized training.
C. supplement basic field training.
D. involve online lectures.
E. encourage team selling.
Which of the following would most likely benefit a salesperson?
A. Empathize with the prospect and ask personal questions.
B. Use only questions for which you can anticipate the answer.
C. Use more open ended questions and less close ended questions.
D. Ask a redirecting question when your prospect waits to respond.
E. Do not repeat or summarize what the prospect has just said.
One of Hillcrest Manufacturing Company’s most successful salespersons was promoted
to a sales management position three weeks ago, and he is still feeling overwhelmed by
all the changes he is facing. This new manager is experiencing which stage of the
transition from subordinate to boss?
A. Immobilization
B. Incompetence
C. Denial
D. Depression
E. Searching for meanings
During the _____ part of the role playing procedure, the trainee is asked to think about,
and then describe, the largest potential account and its buyer?
A. ‘critique the participants’
B. ‘act-out the buyer’
C. ‘establish the situation’
D. ‘brief the participants’
E. ‘cast the characters’
Miles sells greenhouse equipment. When meeting with Ray Dover, Miles said, “I
talked to the owner of Tarpon Gardens today, and she said you have the best selection of
roses of any grower in this area. I think my products can help you maintain healthy
bushes with less work.” What type of close did Miles use?
A. Negotiation
B. Assumptive
C. Compliment
D. Summary-of-benefits
E. Minor-points
After dealing with a prospect’s objection, the very next thing the professional
salesperson should do is to:
A. apply the FAB sequence.
B. use the 5-question sequence.
C. return to the SELL sequence.
D. conduct a trial close.
E. continue the presentation.
_____ refers to efficiently and effectively reaching sales force goals by planning,
staffing, training, directing, and evaluating organizational resources.
A. Performance optimization
B. Sales management
C. Sales forecasting
D. Resource mobilization
E. Sales training
Based on the following data, calculate the breakeven point in dollars:
Sales = $400,000
Gross Profit = $100,000
Transportation = $8,000
Cost of Goods Sold = $280,000
Expenses = $10,000
Salary = $40,000
A. $96,667
B. $133,333
C. $166,000
D. $232,000
E. Cannot be calculated with the information provided
Which leadership style is characterized by low task behavior and high relationship
behavior?
A. Telling
B. Persuading
C. Complying
D. Participating
E. Delegating
A court would most likely rule in favor of an employer charged with employment
discrimination if the employment decision was based on a(n):
A. unrelated employment practice.
B. non-limiting physical disability.
C. bona fide occupational qualification.
D. compensation for reverse discrimination.
E. regulation against an underrepresented minority group.
In order to serve more pet owners, East Rome Boarding Kennel seeks the assistance of
area veterinarians in identifying people who are likely to need its services. This is an
example of the _____ method of prospecting.
A. cold canvass
B. group
C. public exhibition
D. center of influence
E. endless chain
When a salesperson selling a table saw asked for the sale, the prospect responded, “I’m
happy with the saw I’m now using.” The prospect is using a _____ objection.
A. hidden
B. conditional
C. stalling
D. no-need
E. money
What is an assumptive close? When can it be used?
Discuss what a salesperson should review and analyze during the planning phase of
negotiation.
Briefly explain the three levels of listening.
Why would a salesperson use probes in an approach?
As a future salesperson, what characteristics would enable you to be most successful?
Which characteristics do you have or not have?
What are four ways to involve a prospect in a demonstration?
What are the steps involved in the problem-solution approach to selling?