A primary obstacle faced by a salesperson who is trying to get shelf space for a new
product is limited retail store space.
It is easier to sell to a stranger than to an existing customer, because former customers
are high maintenance.
Follow-up refers to maintaining contact with a customer in order to evaluate the
effectiveness of the product and the satisfaction of the customer.
Employment planning refers to the allocation of sales staff to various territories and
districts.
Research indicates that a business lunch almost always leads directly to a quick sale.
Job descriptions include education, specific aptitudes, personality type, and experience
that the organization feels are necessary for successful job performance.
You are calling on a new prospect. During the sales call, the prospect carefully
scrutinizes the sample product that you have given him. This is an example of a buying
signal.
A wholesale salesperson would sell athletic shoes to a sporting goods store which in
turn would resell the shoes to individual customers.
Direct-mail advertising helps expose users to a product or remind them that the product
is available to meet a specific need.
If sales personnel loosely describe their product or service in glowing terms, the law
treats these comments as statements of fact and warranties.
Probes help salespeople develop two-way communication with prospects.
The sales force budget is the amount of money available or assigned to a sales manager
for a period of time, usually one month.
People can listen approximately twice as fast as they can talk.
By using the SPIN approach, salespeople hope to gain a prospect’s permission to
analyze a problem.
The two reasons a salesperson must consistently look for new prospects are to increase
sales and to replace customers that will be lost over time.
Which of the following statements about compensation for salespeople is most likely
true?
A. Compensation refers only to monetary motivational tools.
B. A sales reward system is the only means of motivating salespeople.
C. Studies show that nonfinancial compensation fails to motivate salespeople.
D. Straight salary plans are complex to implement and provide minimal motivation.
E. Money is a powerful performance motivator if used with the right compensation
plan.
The salesperson’s _____ contains the central information provided in the sales
presentation.
A. customer benefit plan
B. sales call objective
C. customer profile
D. marketing plan
E. business proposition
A POP display would most likely be used by a retailer to:
A. facilitate the SELL sequence in a sales presentation.
B. develop long-term customer relationships.
C. meet environmental requirements.
D. attract customer attention.
E. expand shelf space.
A _____ would answer questions such as “What is the buyer’s background?” and
“What are the company’s purchasing policies?”
A. sales call objective
B. company’s marketing plan
C. competitive portfolio
D. customer profile
E. business proposition
The statement “The new Maytag washer saves you time, work, and money,” is an
example of a(n):
A. feature.
B. segmentation variable.
C. advantage.
D. benefit.
E. market trait.
Which type of close is intended to motivate a prospect to act immediately?
A. Compliment
B. Summary-of-benefits
C. Alternative-choice
D. Standing-room-only
E. Balance-Sheet
All of the following are benefits of e-selling for salespeople EXCEPT:
A. developing rapport with new customers.
B. increasing the speed for qualifying leads.
C. reducing paperwork.
D. reporting new sales to the company.
E. servicing customers after the sale.
A senior salesperson regularly contacts the larger, more important customers. This
function is referred to as a(n) _____ sales position.
A. technical
B. imagery
C. key account
D. composite
E. alternate
Cooperative acceptance supports:
A. termination of employees at the will of the employer.
B. the right of the employees to be free of sexual harassment.
C. price discrimination as a legal activity.
D. free market competition which benefits consumers.
E. the ethical treatment of employees with drug or alcohol addictions.
When the salesperson discusses a product’s _________, the salesperson is answering
the question, “What is it?”
A. features
B. benefits
C. advantages
D. primary achievements
E. performance characteristics
_____ are composed of multifunctional specialists who ensure that their organizations
convey their needs to the seller and evaluate the accuracy of the supplier’s
recommendations.
A. Buying teams
B. Focus groups
C. Executive juries
D. Customer advisors
E. Selling teams
Which of the following is most likely a characteristic of traditional salespeople?
A. Building long-term relationships with customers
B. Making legal and ethical decisions
C. Focusing exclusively on customer service
D. Finding others’ interests more important than their own
E. Seeking recognition for their efforts
“How often would you use a garage door opener?” is an example of a _____ question.
A. direct
B. redirect
C. rephrasing
D. participative
E. nondirective
Which of the following leadership styles is characterized by high task behavior and
low relationship behavior?
A. Telling
B. Complying
C. Participating
D. Surmising
E. Delegating
Rico’s sales manager has told him that if he wants to quit wasting time making
presentations to people who are not qualified, he should think “MAD.” What was the
sales manager trying to tell Rico?
A. Rico should set up a “money accumulation determination” system for himself as a
form of motivation.
B. Rico can improve his presentations and make them more memorable if he “makes a
demonstration” on each sales call.
C. Rico can improve his success rate if he persuades customers that his products can
“make a difference.”
D. Rico should qualify his prospects by determining if they have the ‘œmoney,
authority, and desire’ to buy.
E. Rico must ‘œmotivate’ his customers to pay ‘œattention,’ and use his sales
presentations to create ‘œdemand.’
Empathy is defined as the ability to:
A. adjust communication signals.
B. recognize and respond to buyer feedback.
C. identify and understand the other person’s feelings.
D. change a person’s beliefs, position, or course of action.
E. uncover customer needs by using one or more questions.