Audience, objective, structure, and visual aids are considerations in the sales
presentation goal model.
Relationship marketing involves using promotions and service to create customer
loyalty.
Multivariable account segmentation means using multiple salespeople to call on a few
accounts.
Firms typically spend more money on advertising and promotion than on the sales
force.
A salesperson should be prepared to respond to a prospect’s objection at any time
during the presentation.
Under the progressive commission plan, commission rates increase as the sales
increase.
After Helen, a realtor, closes a sale on a house, she usually calls her customers the
following week to find out if they are pleased with their new home. This is an example
of transaction selling.
The consumer buying decision process ends for the buyer once a product is purchased.
According to research, buyer’s reaction to the salesperson in the early minutes of the
sales presentation is less important than an effective closing.
It is common for interruptions to occur during a sales presentation.
The main reason a prospect purchases your product is that its benefits fulfill certain
needs or solve certain problems.
Sales territories can be used to obtain thorough coverage of the market.
The rules of netiquette encourage the use of all capital letters in e-mails that need to be
communicated quickly.
The formation of sales territories can help increase sales, but it frequently leads to
increased selling costs.
Handling returned goods and bad debts is a greater administrative problem for firms
that pay salespeople using a commission plan than for firms that pay straight salaries.
A salesperson should entertain both prospects and current customers regularly to
ensure customer satisfaction.
According to the text, the six elements of the sales presentation mix are product,
participation, proof, visuals aids, persuasive communication, and demonstration.
Research shows that the summary of benefits close is the most powerful way to close a
sales call.
The acronym L-O-C-A-T-E is useful for remembering how to handle a prospect’s
objections.
A prospect is a qualified business that has the potential to buy a salesperson’s product.
Local supermarkets and department stores regularly advertise nationally distributed
brand products. Which of the following advertisement types are they most likely to
use?
A. Retail advertising
B. National advertising
C. Cooperative advertising
D. Trade advertising
E. Industrial advertising
Which of the following is an example of a practical objection?
A. Resistance to spending money
B. Dislikes making decisions
C. Delivery schedule issues
D. Negative image of a salesperson
E. Predetermined beliefs
An automobile dealer asks a couple visiting the car lot, “Since the birth of the triplets,
don’t you find it difficult to wedge three car seats and all the baby paraphernalia into
your old Toyota?” What type of question is he using?
A. Beneficial
B. Implication
C. Need
D. Strategic
E. Product
The relatively fixed, formally defined relationship among jobs within an organization
is called its organizational:
A. evaluation.
B. function.
C. description.
D. design.
E. structure.
Which of the following questions would most likely be asked by a person at the
preconventional level of moral development?
A. What can I get away with?
B. What does my family want me to do?
C. What am I legally required to do?
D. What is the right thing to do?
E. What does society expect from me?
Which of the following is typically used to explain how something works?
A. Metaphor
B. Simile
C. Alliteration
D. Parable
E. Anagram
Discounts on prices are usually determined by the firm’s ____.
A. chief executive officer
B. marketing managers
C. channel partners
D. salespeople
E. distributors
In most offices, the salesperson sits directly across the desk from the prospect. This
defensive barrier allows the prospect to control much of the conversation and remain
safe from:
A. space hijack.
B. territory assault.
C. space invasion.
D. personal intrusion.
E. information overload.
Danny is out of work, but he is very good at fixing things around the house. He has
spent much of his time during the last week going door-to-door asking people who live
in the area if they have any odd jobs for him. In terms of the selling process, Danny is
engaged in:
A. prospecting.
B. identifying.
C. referring.
D. networking.
E. direct marketing.
A salesperson invests time in direct proportion to the actual or potential sales that the
account represents. This relationship of sales volume to sales calls is the:
A. sales response function.
B. break-even function.
C. time allocation coefficient.
D. territory coefficient.
E. alternate correlation.
Which of the following sales personnel activities is considered ethically acceptable?
A. Splitting commissions with fellow employees to win a sales contest
B. Taking a family vacation and writing it off on an expense account
C. Working a second job during company time to earn additional income
D. Calling in sick to prepare for a test in a college course later in the day
E. Giving a $10 dollar gift to a $10,000 customer
The counterbalance method of dealing with objections is also known as the _____
method.
A. price
B. compensation
C. trade-off
D. reciprocal
E. return-on-investment
Imagine you sell radio advertising and you have just made a sales call at Leon Travel
Agency. You notice that Mr. Leon’s desk is messy and that his tie is loose. Mr. Leon
seems energetic, assertive, and impatient, so you conclude that he is the _____
personality type.
A. senser
B. instigator
C. intuitor
D. feeler
E. thinker
According to the text, MCI salespeople plan questions to ask during sales
presentations for the purpose of:
A. assessing verbal and nonverbal feedback about MCI.
B. requesting additional information about MCI products.
C. gathering statistical information for MCI management.
D. providing positive feedback about MCI products to buyers.
E. determining how a prospect feels about an MCI competitor.
An ongoing Barna Research study finds that all of the following are primary influences
on the ethical and moral decision-making process of Americans EXCEPT:
A. religion.
B. books.
C. the Internet.
D. television.
E. family.
How can salespeople use technology when responding to objections?
When does a salesperson achieve the most productive number of sales calls?
How has technology changed the prospecting component of the sales process? How do
modern salespeople use technology when prospecting?
What is straight salary compensation plan? What are the disadvantages associated with
the straight salary compensation plan?
How does recruitment differ from selection?
Describe the four statement approaches frequently used by salespeople.
What are the four main elements in the customer relationship process? What is the
purpose of building customer relationships?