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In a parallel referral sale, salespeople must sell the product as well as the after-sales
service.
The easiest type of person to sell a product to is a buyer who is at the unconscious
need level.
The '˜tells' leadership style has both high task orientation and low relationship
behavior.
The single most important factor in improving the climate for ethical behavior in a
sales force is the existence of a detailed code of ethics.
The sales presentation should include elements that appeal to the prospect's five senses.
Coaching refers training a salesperson in the home office and rarely involves a
manager accompanying a salesperson on a sales call.
Partnering selling generally is more structured, whereas transactional selling requires a
more customized presentation.
Industrial advertising has more specified channels of communication and a smaller
number of potential customers, leading to lower advertising costs.
Experts recommend that salespeople limit themselves to no more than two routes per
day to make sure enough time is spent with each customer.
The opinion approach is recommended for new salespeople.
According to the text, which close is especially useful as a secondary or backup close?
A. T-account
B. Compliment
C. Alternative-choice
D. Assumptive
E. Minor-points
If you enter into a new prospect's _____ space without his/her permission, the prospect
may not only find your behavior socially unacceptable, but also possibly offensive.
A. collective
B. intimate
C. social
D. shared
E. public space
All of the following are relationship behaviors EXCEPT:
A. providing clarification.
B. giving positive feedback.
C. providing useful guidance.
D. giving appropriate encouragement.
E. describing organizational responsibilities.
What is the primary factor that differentiates the four sales presentation methods?
A. Type of customer
B. Number of decision-makers
C. Type and cost of product or service
D. Measurability of the sales call objective
E. Amount of communication controlled by the salesperson
_____ is traditionally defined as the personal communication of information to
persuade a prospective customer to buy something which satisfies that individual's
needs.
A. Marketing
B. Personal selling
C. Public relations
D. Advertising
E. Promotion
Gene sells ski clothing and is meeting with the retail buyer for a large ski resort. When
the prospect says, "I've seen enough, Gene. There is no doubt in my mind that your
company will provide our resort with the best quality ski clothes for the money," the
prospect has reached the mental step called:
A. action.
B. interest.
C. conviction.
D. desire.
E. purchase.
Which term refers to the rights desired by employees regarding their job security and
treatment by employers?
A. Cultural acceptance
B. Human rights
C. Affirmative action
D. Employee rights
E. Workers' compensation
A person promoted from a selling position to a sales management position goes
through a series of phases, the first of which is:
A. denial of change.
B. testing behaviors.
C. evaluation.
D. searching for meanings.
E. immobilization.
From a communications model perspective, the salesperson in a sales call is the:
A. interpreter.
B. dispatcher.
C. receiver.
D. source.
E. decoder.
Which term refers to the different beliefs people have about the world around them?
A. Multiculturalism
B. Social morals
C. World ethics
D. Worldview
E. Citizenship
The most productive number of sales calls to make to a customer has been reached
when:
A. demand equals supply.
B. additional calls do not result in additional sales.
C. marginal cost equals marginal revenue.
D. the salesperson works five full days per week.
E. the total cost of sales calls equals the value of business from that customer.
Kevin contacted his local phone company yesterday and talked to the receptionist
about whether or not it is possible to have an Internet connection without having local
phone service. The receptionist is likely to have put him in touch with a(n):
A. detail salesperson.
B. retail salesperson.
C. order-taker.
D. account representative.
E. sales engineer.
Which of the following statements is true about how you, as a salesperson, should cope
with the competition during a sales presentation?
A. It is impossible to develop a sales presentation without specifically referring to the
competition.
B. Comments about the competition should be based on information gathered from
other salespeople.
C. When selling industrial products, avoid making detailed comparisons with a
competitor.
D. Ignore customer comments and questions about a competitor's product.
E. Negative comments about a competitive product may insult the prospect.
A company most likely forms sales territories to:
A. sell a complex product.
B. obtain thorough market coverage.
C. operate fully in a monopolistic market.
D. use an undifferentiated selling approach.
E. control its credit rating more effectively.
When the salesperson helps her prospect make a two-column list with reasons in favor
of buying on one side and reasons against buying on the other, she is using the _____
close.
A. summary-of-benefits
B. alternative-choice
C. minor-points
D. assumptive
E. T-account
