Which of the following would be an example of partnering?
A) selling a customized bus to the CEO of the bus manufacturer
B) renting customized buses to corporate customers through a car service agency that
services corporations
C) using the same brand of paint on all the buses they customize
D) developing s standardized process to ensure the buses all receive the same steps,
with differences within those steps
E) creating two or more identical customizations for the same customer
Salesforce.com is a leading provider of:
A) industry research
B) account metrics
C) product development research
D) CRM software
E) payroll software
Adding value with a cluster of satisfactions would be an effective way to deal with:
A) time resistance
B) adaptive selling
C) price resistance
D) third-party testimonials
E) decision postponements
Which of the following is a guiding principle used in establishing a sales routing and
scheduling plan?
A) Develop a routing plan that gives equal attention to each customer.
B) If your territory is quite large, consider organizing it into two smaller zones.
C) Develop a schedule that best accommodates your personal and professional needs.
D) Avoid scheduling tentative calls, which may be distracting and costly.
E) Ask for assistance from other salespeople if you cannot complete your route.
Confirmation questions are most likely intended to reveal:
A) mutual understanding
B) pain and implications
C) problems and situations
D) negotiation capabilities
E) pleasure satisfaction
Craig is a classic emotive salesperson-friendly, interested in people, excited about the
product he sells, and ready to sell to anyone who wants to buy. His sales manager
cautions him to consider how he will approach the buyer for a major client, who is
known to be blunt, humorless, and focused only on quality assurance reports and
pricing. What aspect of Craig’s normal approach should he consider altering the most?
A) Craig should consider lowering the prices he offers to this buyer from the beginning
in order to make the sale.
B) Craig should consider presenting features instead of benefits, since the buyer will
not respond to anything emotional.
C) Craig should consider advanced information-gathering to discover what the buyer’s
hobbies and interests are to be able to discuss them at the first sales call.
D) Craig should consider pulling back on the relationship-building moves, since the
buyer is not interested in personal rapport.
E) Craig should consider waiting longer to ask for the close than he usually does to give
the buyer adequate time to think thoroughly through the decision.
Which of the following is most likely a true statement about price?
A) Transactional buying at a low price involves a strategic relationship with the seller.
B) Features and benefits are not always related to the price of a product.
C) Lower prices are equivalent to lower costs and higher quality.
D) The highest quality can never be obtained at the lowest price.
E) Paying too much is typically worse than paying too little.
On average, salespeople spend most of their work time on:
A) sales meetings and conference calls
B) administrative tasks and travel
C) face-to-face selling
D) customer follow-up
E) prospecting
The major purpose of the approach is to:
A) quantify the prospect’s interest in the product
B) encourage the prospect to buy your product
C) capture the prospect’s full attention and build interest in the product
D) gather facts about the prospect’s authority to buy your product
E) ensure that the prospect is a qualified lead
Victor Craig is sales director for a software company selling diagnostic software to
automotive repair shops all across the country. He has been with the company for 14
months and manages a staff of six sales representatives. Victor also covers a four-state
territory himself. On Monday the CEO of the company calls Victor into his office and
states that management is dissatisfied with Victor’s performance as sales director. Victor
has 90 days to turn his performance around, or he will be fired.
Since Victor spends part of his time on the road meeting with customers, which of the
following would most likely help Victor manage his sales staff?
A) active listening principles
B) videoconferencing tools
C) territory management skills
D) stress relief activities
E) blogging capabilities
Test results are most effective as a demonstration tool when they:
A) are part of a bound paper presentation
B) come from a respected independent agency
C) have been presented to the prospect in a spreadsheet or chart
D) demonstrate that the product is superior to the competition
E) have been sponsored by the vendor
The immature characteristics of each style can most likely:
A) never be altered because of heredity
B) overcome communication-bias issues
C) enhance overall sales performance
D) change with time and effort
E) lead to increased sociability
How can Andrew use those two days in the exhibit hall to increase his pipeline?
A) spend time studying product literature to increase his product knowledge
B) present to unqualified visitors to the booth to improve his elevator pitch
C) make calls to current customers during breaks to provide after-sale service
D) ask co-workers to call some of his prospects to obtain potential referrals
E) qualify prospects with a few questions when they first enter the booth