Transactional buyers are well aware of their needs and usually know a great deal about
the products or services they intend to purchase.
Salespeople need to know what their goals are to be able to manage their time
effectively.
Decision-making authority in the area of pricing gives the salesperson more
responsibility but less power because firms profit from all sales.
Very few purchases are guided by emotional buying motives.
The sales manager who treats each member of the sales force as an individual is
displaying the dimension of leadership described as “consideration.”
A product strategy involves becoming a product expert and configuring value-added
solutions.
CRM software can help salespeople plan better sales calls.
For a growing number of customers, short-term savings that result from low prices are
more important than long-term value.
Plant tours do not represent a good source of product information.
Cross-selling involves selling products that are directly related to products that you
have sold to an established customer.
The “endless chain” prospecting technique is easy to use because it fits naturally into
most sales presentations.
Requirements posed by the customer may indicate readiness to buy.
According to the author of Integrity Selling for the 21st Century, which of the following
statements about values is true?
A) Our values change frequently throughout life.
B) Most people find it easy to clarify their values.
C) A salesperson’s values contribute more to sales success than do techniques.
D) Values have only limited influence on our behavior.
E) Values should be aligned with the culture of the firm.
According to the text, high-performing salespeople build and maintain partnering
relationships with all of the following key groups EXCEPT:
A) secondary decision makers
B) company support staff
C) management personnel
D) publicity specialists
E) customers
If the customer is aware of the problem and the salesperson sells a product that can
solve the problem, the salesperson should:
A) recommend another source
B) ask more probing questions
C) end the sales call and ask for a future meeting
D) recommend the solution immediately
E) define the problem and recommend multiple options
The “feel-felt-found” method is used in conjunction with which of the following?
A) indirect denial
B) direct denial
C) trial offer
D) superior benefit
E) demonstration
Which of the following is a factor that determines a product’s life cycle stage?
A) the length of time the product sits in the warehouse before shipping
B) the product’s benefits and the importance of the needs it fulfills
C) the competitors’ compensation structure for salespeople
D) changes in the product’s production method
E) the length of time a product has been around
What is the best rule for salespeople to follow when choosing a wardrobe?
A) Business casual is acceptable in all corporate environments.
B) The salesperson should dress more formally than the client.
C) Men should wear blazers, and women should wear heels and skirts.
D) Salespeople should mimic the type and style of clothing worn by customers.
E) Clothing has no impact on job performance when salespeople act professionally.
A sales manager is writing the script for his salespeople to follow when approaching
new potential clients. What part of the process is most important for the manager to
leave open for sales reps to flex according to the communications style of the
prospective client?
A) asking for the close
B) presenting the benefits of the services
C) developing rapport with the prospective client
D) presenting the pricing structure
E) discovering the prospective client’s needs
According to Abraham Maslow, self-fulfillment is achieved through satisfaction of
which of the following needs?
A) esteem
B) social
C) safety and security
D) self-actualization
E) fullness
To effectively and efficiently sell the product, what type of salespeople should the
company hire?
A) inside sales reps
B) outside sales reps
C) detail reps
D) missionary reps
E) direct sales reps
After closing a sale, the salesperson should do which of the following?
A) Discuss the customer’s family and other personal matters.
B) Describe the satisfaction that will come from owning the product.
C) Ask the customer to write a testimonial about the value of the product.
D) Initiate a general conversation about the industry and economy.
E) Discuss other products the buyer could have purchased instead.
People who display their emotions with less intensity are said to be in:
A) zone one
B) zone two
C) zone three
D) zone four
E) the excess zone