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Which of the following is recommended when using suggestion selling?
A) Don't waste time suggesting low-profit items.
B) Don't hesitate to make suggestions before closing the sale.
C) Don't make suggestions until you have first satisfied the customer's primary need.
D) Show the suggested item only if the customer seems interested and profit margins
are high.
E) Suggestion selling should be used to generate half again as much revenue as the
primary product does.
A purchase based on the result of an objective review of available information is based
on a(n):
A) product buying motive
B) patronage buying motive
C) rational buying motive
D) emotional buying motive
E) stable buying motive
Customized service agreements add value to a sale by:
A) allowing salespeople to charge more money for features that are usually free
B) requiring salespeople to spend more time with customers
C) convincing customers to spend more money on longer terms
D) incorporating the customer's special priorities, feelings, and needs
E) requiring that customers trust salespeople to keep their verbal promises
Salespeople use social media to:
A) design web pages with product features
B) learn to use administrative software
C) create and maintain customer contact
D) set up mobile offices from their vehicles
E) automate selling so they do not have to make client contact
During a presentation, when communicating the value proposition to the customer,
Jenny should most likely focus on:
A) the features that make the bus special
B) how much money driving a bus saves over chartering a plane
C) how the bus will solve problems for the customer
D) the gas mileage the bus gets
E) the materials used in the modification of the bus
Which of the following would be considered a secondary decision-maker?
A) a credit department staffer employed by the same company as the salesperson
B) the administrative assistant who works for the CEO of an established customer
C) a shipping department worker employed by the same company as the salesperson
D) the secretary who provides support services for the sales staff
E) the accounts payable clerk who works for the vendor
The major advantage of a telephone call over written correspondence is that:
A) it is cheaper
B) less time is involved
C) it offers spontaneity
D) the buyer is a "captive audience"
E) two-way communication is involved
Which type of question is best for clarifying and gaining commitment on several buying
conditions?
A) open
B) closed
C) probing
D) summary-confirmation
E) need-satisfaction
Which of the following statements indicates the salesperson is using the survey
approach?
A) "Would you be interested in a security system that is currently used by most major
banks in America?"
B) "Tammy Williams, buyer for the Mayfield Company, has been very pleased with our
line of drapes and suggested I arrange to show you our products."
C) "I am anxious to show you our newest copy machine."
D) "I want to study your traffic patterns to be sure that our product meets your needs."
E) "Please accept this sample of our floor cleanser."
Which tactic most likely involves making a price concession to the buyer?
A) budget limitation
B) take-it-or-leave-it
C) let-us-split-the-difference
D) "if...then"
E) 'sell low now, make profits later"
Right before graduation, Roni receives two job offers. One is for a sales position and
offers a base salary of $30,000 plus commissions. The other is for a marketing assistant
position and offers a straight salary of $40,000. Which of the following is likely to be
true about the two positions?
A) The sales job could end up paying more than the marketing job if Roni does well
and makes more than $10,000 in commissions.
B) The sales and marketing positions will have roughly equivalent duties, but different
salaries.
C) Roni will need more training to do the marketing job than to do the sales job.
D) The marketing job pays more in salary because it is more demanding than the sales
job is.
E) The sales job relies more on personality and the marketing job relies more on skills.
Which of the following motives would most likely make a customer buy from the same
business they have been buying from?
A) systems buying motives
B) emotional buying motives
C) brand loyalty motives
D) product buying motives
E) patronage buying motives
The practice of reciprocity:
A) involves an illegal exchange of cash
B) is monitored closely by the FCPA
C) results in improved competition among sales and marketing firms
D) is illegal when one company pressures another company to join an agreement
E) is another name for slander
