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Systems selling appeals to buyers who prefer to purchase individual products from a
variety of sellers.
The primary goal of a detail salesperson is to develop goodwill and stimulate demand
for products.
Tone of voice can be a clue to identifying a customer's communication style.
One way to neutralize a competitor's proposal that beats your price or terms is by
employing a value-added approach.
Expense records are likely to be required not only by a salesperson's own company but
by a government agency.
A good way to get the prospect's attention would be to use the customer benefit
approach.
The direct appeal works best if it occurs early in sales presentation before a prospect
shows clear interest in a product.
When setting professional fees, which of the following should LEAST likely be
considered?
A) professional experience
B) exclusivity of skills
C) number of channels
D) value to clients
E) target market
Logrolling refers to:
A) selling customers new products
B) expanding sales territories and shifting customers
C) asking customers to pay full price in the short term
D) offering an alternate solution to a negotiation problem
E) increasing customer service to reach a win-win solution
The referral approach is most likely effective because customers:
A) appreciate prepared salespeople
B) expect to ask and answer many questions
C) tend to focus on benefits instead of features
D) usually trust a salesperson who presents statistical data
E) are impressed by product benefits presented by satisfied customers
The number of calls made on an account should most likely:
A) equate to the maturity of the product
B) correspond to the seniority of the salesperson
C) be the same for all accounts in the territory
D) vary from salesperson to salesperson
E) relate to the sales potential of the account
The three major types of organizational buying situations are:
A) new task buy, rebuy, and limited task buy
B) new task buy, straight rebuy, and modified rebuy
C) habitual buying decisions, variety-seeking buying decisions, and complex buying
decisions
D) transactional buy, consultative buy, and strategic alliance buy
E) transactional buy, product buy, strategy buy
The step in the Presentation Plan involving recognizing closing cues and initiating
closing methods is the:
A) approach
B) needs identification
C) presentation
D) negotiation
E) close
Braeden Innovations is a company that sells database systems and software integration
packages to schools and universities. Jameson Kilpatrick is a field sales representative
with Braeden Innovations. As a field sales representative, he makes sales presentations
in person and contacts clients and prospects by phone, email, text, and in person. He
enjoys the variety of his daily schedule, but is occasionally overwhelmed by the amount
of travel he must do.
One of the most stressful aspects of Jameson's life is scheduling his required work
travel and still being present at home for his wife and children, who have expressed that
they hate not knowing for sure when he will be home. Which of the following would
most likely enable Jameson to balance home and career better?
A) telecommuting part of the week from a home office
B) relying on the inside sales team to develop prospects
C) sending form letters to customers and prospects
D) segmenting his territory into two smaller sections
E) seeking a mentor on the sales team
Salespeople should most likely make benefit statements that:
A) cannot be matched by competitors
B) match the specific needs of the customer
C) match the needs of the typical buyer
D) are similar in every presentation
E) align with recent research
Ken Blanchard says that the key to developing people is to:
A) focus on catching them doing something right
B) give them a clear path to follow for their careers
C) mentor them closely for many years
D) make sure they're in jobs that fit their skill sets
E) use both internal and external rewards
Alan Karbashian spends all day driving from customer site to customer site for sales
meetings in his job with a national medical parts manufacturer. Alan is considered a/an:
A) inside sales rep
B) outside sales rep
C) alignment rep
D) distributing rep
E) interchange rep
Lacey Abrams is the sales representative for the Brook Park Zoo. She sells events, such
as wedding receptions, corporate dinners, and fundraisers that are held on zoo grounds.
She has just finished negotiating all the details of Anne Mason's upcoming wedding
reception and is preparing to close the sale.
Which of the following is a signal that Anne is ready to sign the contract to book the
reception?
A) She looks at her watch.
B) She checks her phone for messages.
C) She asks, "How much do I need to put down now to reserve the date?"
D) She asks, "Why don't you offer pre-set desserts?"
E) She says, "The country club offers a chocolate fountain at no extra cost."
The duties of inside salespeople may overlap heavily with the duties of:
A) sales managers
B) account managers
C) product developers
D) supply buyers
E) internal auditors
List five common types of buyer concerns.
Rosalinda Goldstein, a sales manager, is rated very low in the quality described as
'structure." What steps should she take to incorporate more structure into her leadership
style?
What are the guidelines for preparing and conducting a group sales presentation?
Sales personnel who have adopted the consultative style use the survey and ________
approaches most frequently.
________, not to be confused with telemarketing, includes many of the same elements
as traditional sales.
Salespeople can benefit from viewing every product as being four-dimensional. List the
four "possible" products.
A(n) ________ is an indication, either verbal or nonverbal, that the prospect is
preparing to make a buying decision.
The product selection process is often referred to as ________.
________ is communicating in a way more readily understood by and more agreeable
to persons of another communication style.
________ evolved because of broader and more diverse product lines, demand for
specific customized solutions, and more competition.
