Before making a close, a salesperson should put away all visual aids since they will
distract the prospect.
The ideal self is how people see themselves, and the looking-glass self refers to how
people think others regard them.
To maintain the spontaneity of presentation, professional salespeople do not rehearse
the presentation.
The problem-solution presentation method is structured in nature.
The duties of a sales training manager rarely include organization, coordination, or
scheduling of the training.
The main purpose of the trial close is to induce feedback from the buyer.
In a limited decision making situation, buyers are already in the habit of buying a
specific product or brand.
Donna buys two laptop computers for $2,000. Jackson buys 15 units of the same laptop
computer for $12,000. This selling situation provides evidence for price discrimination.
Salespeople who use a mobile office are not as efficient as those who work out of a
stable office.
Territorial evaluations use quantitative quotas or goals instead of qualitative quotas to
determine the performance of individual territories.
Most sales people operate at the conventional level of moral development.
The majority of sales personnel operate at the _____ level of moral development.
A. intentional
B. principled
C. discretionary
D. conventional
E. preconventional
Which term refers to giving some customers promotional allowances and support while
not making other customers aware of such opportunities?
A. Customer discrimination
B. Selective discounting
C. Price discrimination
D. Exclusive dealing
E. Functional discounting
A good relationship with the client can be maintained if the:
A. client takes full control.
B. client outdoes the salesperson.
C. salesperson outdoes the client.
D. salesperson changes the client’s mind on issues.
E. roles and expectations of each person are defined.
Dell Computers wants to reach all potential users of their products, both industrial
buyers and final consumers. They would most likely use _____ advertising because it
has the greatest reach.
A. trade
B. national
C. industrial
D. retail
E. cooperative
The _____ refers to the sales philosophy of unselfishly treating others as you would
like to be treated.
A. Equity Sales Theory
B. Reciprocity Principle
C. 80/20 Principle of Sales
D. ABCS Rule of Salesmanship
E. Golden Rule of Personal Selling
_____ refers to reaching an agreement that is mutually satisfactory to both buyer and
seller.
A. Collaboration
B. Strategic allying
C. Negotiation
D. Partnering
E. Teamwork
Which of the following is an advantage of using a memorized sales presentation?
A. It ensures that the company’s salespeople provide the same information to all
customers.
B. It has a problem solving orientation that ensures customized benefits.
C. It is flexible and adapts readily to long or short presentation times.
D. It keeps prospect participation at a minimum.
E. It can be used for highly technical products.
The AIDA procedure is most closely related to the _____ method of sales presentation.
A. persuasive selling
B. problem-solution
C. need-satisfaction
D. straight rebuy
E. memorized
_____ is the final step in the selling process.
A. Presentation
B. Meeting objections
C. Sale closing
D. Follow-up and service
E. Sales delivery
A Green River ordinance states that:
A. door-to-door sales are illegal unless being made for nonprofit organizations like
schools and Girl Scouts.
B. door-to-door salespersons who are not residents of the city in which they do business
must purchase sales licenses.
C. all persons selling directly to consumers must pay a bond.
D. door-to-door sales are not allowed within city limits.
E. all salespeople in a city must obtain a sales license.
_____ means using more than one criterion to characterize an organization’s accounts.
A. Parallel account integration
B. Multiple positioning
C. Multivariable account segmentation
D. Operational integration
E. Horizontal integration
What two components should determine the best leadership style to use?
A. Product and situation
B. Salesperson and situation
C. Salesperson and compensation plan
D. Organization and product complexity
E. Compensation plan and organizational culture
Which of the following is NOT a valid reason for using dramatics in the sales
presentation?
A. To provide a clear explanation of the product
B. To create two-way communications
C. To capture the prospect’s interest
D. To increase the salesperson’s persuasive powers
E. To create a powerful proof technique
_____ is defined as the management function of establishing a broad outline for goals,
policies, and procedures that will accomplish the objectives of the organization.
A. Planning
B. Evaluating
C. Training
D. Directing
E. Staffing
_____ is the reception and translation of information by the receiver.
A. Feedback
B. Communication design
C. Encoding
D. Medium optimization
E. Decoding
The text defines _____ as “personal communication of information to unselfishly
persuade a prospective customer to buy something that satisfies an individual’s needs.”
A. promotion
B. personal selling
C. publicity
D. sales promotion
E. advertising
Which of the following statements about bribery is most likely true?
A. Bribes always involve money.
B. Bribery accounts for more than half of all white-collar crimes in the U.S.
C. Commissioned salespeople cannot be bribed because of the commission system.
D. The difference between a business gift and a bribe is quite clear.
E. Bar bills, meals, and entertainment are always considered bribes.
A(n) _____ comprises a group of customers or a geographical area assigned to a
salesperson.
A. market development area
B. undifferentiated account
C. sales territory
D. market segment
E. business domain
An organization would most likely use a regressive commission plan to:
A. reward newly-hired salespeople during training periods.
B. motivate the highest-performing salespeople.
C. encourage top sales performers to be managers.
D. decrease fixed costs of maintaining the sales force.
E. maintain a drawing account for customer returns.
Imagine that you are talking to the owner of a motel chain about buying furniture from
your company. His secretary comes in and asks him to sign some papers immediately.
He takes about ten minutes to read over the papers before he signs them. What should
you as the professional salesperson do?
List four reasons why a salesperson should carefully plan his/her sales call.
Kendra is an inexperienced salesperson. What three criteria would help her determine
the best prospecting method for each type of sales situation?
Discuss the dos and don’ts of handshakes in a business situation.
What skills and knowledge do salespeople need to be effective strategic problem
solvers?