Which of the following is most likely a strategy for self-improvement?
A) comparing your performance to others
B) setting specific goals for yourself
C) focusing on your obstacles
D) clarifying your mistakes
E) demanding help from others
AdVance Corporation is a company that formulates and manufactures fertilizers for the
farming industry. The company produces several standardized formulas that can be
purchased directly through the retail arms of the company, but it also formulates custom
fertilizers for farms.
The structure of AdVance’s business model€formulating custom fertilizers for
customers€relies on which of the following sales models?
A) partnering
B) persuading
C) cobranding
D) body language
E) transactional selling
An approach that involves giving the customer free samples of the product is the:
A) referral approach
B) question approach
C) product demonstration approach
D) survey approach
E) premium approach
The idea that the characteristics that make others respect you can also make others
frustrated with you is called the ________ paradox.
A) sociability
B) dominance
C) strength-weakness
D) flexing
E) communication-bias
Tamara Grindel is a doctor who practices with a group of other physicians with the
same specialty. She is considering taking a course on selling skills. What is the most
important way in which this will help her medical practice?
A) Learning selling skills will give Dr. Grindel an alternate career once she retires from
medicine.
B) Learning selling skills will help Dr. Grindel bring new patients to her practice.
C) Learning selling skills will aid Dr. Grindel in communicating effectively with
pharmaceutical reps who show her new medications.
D) Learning selling skills will show Dr. Grindel how to ensure that her patients take the
medications she prescribes them.
E) Learning selling skills will require Dr. Grindel to understand the financial pressures
of running a practice.
ScranTone is a paper mill and supplier serving the Upper Midwest. Since the
commercial paper market is saturated, the only room for growth is to expand existing
accounts or to win over competitors’ accounts. Kevin Salazar is a sales representative
who has gotten another meeting with the head of purchasing for the copy centers at a
large university system. The purchasing agent has been buying from ScranTone’s main
competitor for three years. Kevin met with the purchasing again two months ago but
was unable to make a sale.
The first step Kevin Salazar should take in preparing for the presentation is to:
A) revisit the discount schedule for educational purchasers
B) review his notes from the previous presentation he made to the buyer
C) renew his personal commitment to pursuing the sale
D) research the competition on the Internet
E) revise the standard PowerPoint presentation
Shane Chadwick is a sales representative for the Metropolitan Commuter Rail Service,
selling ad space inside commuter rail train cars and stations. He has presented and
negotiated to a representative from new church trying to attract members by advertising
their philosophy and service times.
Which of the following would most likely help Shane close a sale with the church
representative?
A) considering the value proposition from the prospect’s point of view
B) focusing on every benefit and feature of rail car advertising
C) negotiating tough points during the close
D) mentioning additional fees during the close
E) asking for the order only one time
In a market characterized by vigorous competition, look-alike products and customer
loyalty that depends on quality relationships as well as quality products, the salesperson
should fully utilize the:
A) product strategy
B) customer strategy
C) presentation strategy
D) relationship strategy
E) marketing strategy
Which statement is most likely true about the communication-style model?
A) It is based on three important dimensions of human behavior.
B) Emotion and dominance are the two primary dimensions.
C) It is composed of four distinct quadrants.
D) It is based on a highly accurate self-rating system.
E) Successful salespeople tend to score high on dominance.
Terrance Simpson is a sales representative for Swim-Tex, a swimming pool service and
supply company. Swim-Tex sells the chemicals needed for pool maintenance as well as
pool accessories like slides, ladders, and diving boards. Swim-Tex sells to both
consumers and businesses.
Terrance relies on the buyer resolution theory to pursue sales. Terrance is most likely
vulnerable to which of the following factors?
A) increasing the time it takes to close the sale
B) spending too little time building rapport with the customer
C) losing focus on the features and benefits of the product
D) shifting all the power in the transaction to the customer
E) focusing on a decision in the process that is not an issue for the customer
When a customer reveals confidential information about a competitor to a salesperson,
the preferred course of action is for the salesperson to:
A) preserve the confidentiality of information they receive
B) accurately relate the details to top management
C) inform the competing company about the useful information in exchange for a sale
D) request that the customer not comment further because of the conflict of interest
E) clarify the details to make sure the information is correct
Which step in the buying process most likely adds customer value after the sale?
A) need awareness
B) evaluation of solutions
C) resolution of problems
D) purchase evaluation
E) implementation
Salespeople today are most likely encouraged by employers to:
A) push products on customers for quick, short-term sales
B) build careers that will translate across many industries
C) maximize their time by automating most functions
D) build long-term partnerships with customers
E) focus more heavily on the product life cycle
Paolo dos Santos, a sales manager for Paronille Corporation, provides all of his
salespeople with scheduled performance appraisals. This behavior indicates that he is
attempting to incorporate the dimension of:
A) feedback
B) structure
C) empowerment
D) consideration
E) responsibility
Ron, a sales representative for a software firm, is giving a sales presentation to Mona, a
buyer for a large manufacturing firm. Making a sale to Mona would double Ron’s sales
amount for the month and lead to a large commission. As they’re engaging in small talk,
Mona mentions to Ron that she’s a huge fan of the local college football team. Ron’s
wife works at that college and can get season tickets for the games. What should Ron
most likely do?
A) Ron should ask Mona more about her interest in the football team to discover if she
would like tickets or if she already has her own.
B) Ron should ask his sales manager after the sales meeting if he should offer Mona
tickets to the games.
C) Ron should assume that by mentioning the team, Mona is subtly letting him know
what her preferences are so that he can give her a gift to win her business.
D) Ron should offer Mona season tickets to the games to influence her to buy the
software product he is selling.
E) Ron should let the comment go and continue with the presentation to win Mona’s
business on the merits of the product and price.