Which of the following statements about sales success is most likely true?
A. For success in sales, it is more important to speak well than to listen well.
B. Modern salespeople make contributions to the welfare of others through service.
C. Operational orientation is more important to salespeople than strategic orientation.
D. Successful salespeople are more focused on closing than the other aspects of sales.
E. Physical attributes such as stamina are not relevant to long-term sales success.
Clearwater Hampers
Clearwater Hampers is a small British company that sells luxury food and drink in
various combinations in picnic hampers. Food and wine are seen as classic, fail-safe
gifts in a market where present-buying is increasingly tricky. Corporate customers, both
in the United Kingdom and abroad, are important to the business. Clearwater has had
several orders for more than a quarter of a million dollars. The company’s leading
salesperson, Peter Austin, is preparing the approach he will use during his first sales call
on the CEO of Diamonite, a company that specializes in designing, manufacturing, and
installing aircraft interiors for executives and heads of state.
What type of approach will Austin be using if he enters the CEO’s office and says,
“Good morning. I’m Peter Austin from Clearwater Hampers.”
A. Situational
B. Introductory
C. Self-effacing
D. Neutral
E. Curiosity
Brenda is hungry. She has learned to meet that need by seeking out the CiCi Pizza
all-you-can-eat buffet. By preferring this type of eating opportunity, Brenda is
satisfying a(n):
A. belief.
B. perception.
C. want.
D. attitude.
E. opportunity
When the prospect asked, “Will I get a 2-year service warranty on this heating
system?” The salesperson responded, “Before you decide to buy, let me tell you about
how this new timer will save you money.” What method was the salesperson using to
meet the prospect’s objection?
A. Boomerang
B. Rephrase
C. Compensation
D. Forestall
E. Dodge
According to the text, what is the most difficult trait for a salesperson to develop?
A. Kindness
B. Self-control
C. Patience
D. Caution
E. Fairness
The acronym L-O-C-A-T-E is used to:
A. remember the sequence of steps in benefit selling.
B. list the steps needed to use stimulus-response selling.
C. remember techniques for uncovering important buying needs.
D. remind the seller to identify product features, advantages, and benefits.
E. remember the six types of trial closes.
According to the text, which of the following is a true statement regarding business
attire?
A. Clothes send a vocal message about the salesperson.
B. Few major corporations still encourage conservative clothing.
C. A salesperson’s wardrobe plays a significant factor in sales success.
D. Sporty clothing and business casual are appropriate in most situations.
E. Overly conservative clothing highlights a salesperson’s aggressiveness.
Which of the following would be an example of a salesperson who is moonlighting
unethically?
A. A retail sales clerk who works Monday through Friday and is taking a weekend
MBA program.
B. A building supply salesperson who sells vacation real estate on company time.
C. A travel agent who sells antiques on the Internet during the weekends.
D. A fire equipment salesperson who demonstrates her equipment to prospects by
setting real fires.
E. A retail ad salesperson who tells his wife when store sales are scheduled before they
are announced to the public.
Which of the following pieces of information would be LEAST important for a
salesperson to know about the product she sells?
A. How the product performs
B. How the product is selling in the market
C. Specific features and benefits of the product
D. Physical size and characteristics of the product
E. Steps and safety precautions required to make the product
A sales representative in the 1940s would most likely receive training from an
employer on which of the following topics?
A. Customer service
B. Product features
C. Market analysis
D. Sales presentations
E. Promotional techniques
The first step of time and territory management is:
A. setting quotas.
B. seeking referrals.
C. scheduling calls.
D. planning travel routes.
E. engaging in prospecting.
The motivation mix consists of all of the following components EXCEPT:
A. management control procedures.
B. special financial incentives.
C. nonfinancial rewards.
D. leadership techniques.
E. hygiene factors.
The development of package design, trademarks, warranties, and service policies is
associated with the _____ element of the marketing mix.
A. product
B. presentation
C. price
D. place
E. promotion
Direct suggestions are commonly used by professional salespeople because they are:
A. empathetic.
B. conclusive.
C. inoffensive.
D. impersonal.
E. logical.
The typical last step of the problem-solution sales presentation is to:
A. make the sales presentation.
B. propose follow-up activities.
C. analyze the prospect’s problem.
D. prepare a written solution for the prospect’s problem.
E. agree with the prospect on the specific problem to address.