Braeden Innovations is a company that sells database systems and software integration
packages to schools and universities. Jameson Kilpatrick is a field sales representative
with Braeden Innovations. As a field sales representative, he makes sales presentations
in person and contacts clients and prospects by phone, email, text, and in person. He
enjoys the variety of his daily schedule, but is occasionally overwhelmed by the amount
of travel he must do.
Jameson’s territory stretches over eight states and two time zones. What is the first step
Jameson should take to manage his sales territory?
A) develop a routing plan
B) classify his customers
C) create a scheduling plan
D) identify potential prospects
E) create a sales call plan for management
Which of the following is a major step to be followed when using the multiple options
close?
A) Review methods of payment.
B) Create one solid product configuration for the client.
C) Include all the bestselling products in the configuration.
D) Introduce new products during a lull in the conversation.
E) Concentrate on the options the prospect seems to be interested in.
ScranTone is a paper mill and supplier serving the Upper Midwest. Since the
commercial paper market is saturated, the only room for growth is to expand existing
accounts or to win over competitors’ accounts. Kevin Salazar is a sales representative
who has gotten another meeting with the head of purchasing for the copy centers at a
large university system. The purchasing agent has been buying from ScranTone’s main
competitor for three years. Kevin met with the purchasing again two months ago but
was unable to make a sale.
Which need-satisfaction strategy does Kevin most likely use?
A) canned
B) persuasion
C) informative
D) reminder
E) adaptive
An incremental close is especially appropriate for a product:
A) with a direct sales cycle
B) with a long, complex sales cycle
C) that is extremely expensive
D) that involves a buying committee
E) that involves few closing clues
Accu-Tech, a small company in a tightly-contested market, discovers that sales reps of
the firm’s main competitor, Compu-World, have been making false and negative
statements about Accu-Tech products and services. One of Accu-Tech’s best customers
calls the company’s CEO asking about the rumors, and the CEO realizes that Accu-Tech
may lose business from the Compu-World claims. What should Accu-Tech most likely
do?
A) Take out a full-page ad in the local newspaper disputing the claims with facts and
stating that Compu-World has been lying to customers.
B) Talk to Accu-Tech customers in person to give them the facts and research that
support the truth about the firm’s products and services.
C) Contact the Compu-World CEO and arrange to divide up the local market to avoid
duplicitous sales tactics.
D) Take Compu-World to court for business libel and reciprocity unless the firm issues
a public apology.
E) Engage in a mass media campaign to spread negative information about
Compu-World.
According to the text, which type of selling situation relies most heavily on building a
relationship with the customer?
A) transactional
B) straight re-buy
C) strategic alliance
D) consultative
E) outbound telemarketing
A closing clue can be described as a(n):
A) indication that the customer is undecided about the buying decision
B) indication you should speed up the sales presentation
C) verbal or nonverbal form of feedback from the customer
D) indication that the prospect fully understands the merits of your product
E) request from the customer for more information
Which type of price discount would most likely be offered by a ski lodge during the
summer months?
A) quality discount
B) seasonal discount
C) promotional allowance
D) associate allowance
E) functional discount
Which of the following questions is most relevant to qualifying a prospect?
A) How long has the prospect been interested in the product?
B) Does the prospect know the firm’s decision maker?
C) Can the prospect make the buying decision?
D) Can the prospect pay in cash for the purchase?
E) Has the prospect purchased anything similar before?
Alana Pierce is the director of Membership Programs for the Tammerline Zoo. She
develops the programs and sells them to zoo visitors. The programs are tiered and
include discounts and special perks for members.
Every week, Gail puts together a summary of all the information about all the flights
coming up in the next month and emails it to the client. This most likely allows her to:
A) cover her tracks so she can provide a record of customer service
B) save on the transmission time it would take to fax the information
C) leave the details to the client to arrange
D) keep the client informed in real time as arrangements are made
E) keep the client informed without overwhelming them with multiple emails
Salespeople in the U.S. report that they work in sales primarily to:
A) be promoted to management
B) avoid working traditional hours
C) have greater flexibility with retirement
D) make more money
E) generate pension credits
If a customer tells a sales representative from Johnson Supply, “I’ve always purchased
my supplies from the Ralston Company,” this person is most likely raising an objection
to:
A) product
B) time
C) need
D) source
E) price
Clyde, the owner of Quick-Clean, a laundromat, notices that the laundromat across the
street, E-Z Clean, offers free pick-up and delivery of laundry from Monday to Friday,
9-5. Clyde has observed that many Quick-Clean customers seem frazzled and
overburdened both when they drop clothing off before work in the morning and when
they pick up their clean laundry after work.
Given Clyde’s observations about his customers, which of the following would be the
best product configuration to increase Quick-Clean business?
A) offering extended hours and free pick-up and delivery of laundry
B) training employees to fold clothes in a distinctive pattern
C) using bags labeled with the laundromat logo and address
D) using floral-scented laundry detergent on all orders
E) hiring workers with extensive laundry experience
Cross-generational selling is most likely a challenge because different generations:
A) have different basic emotional needs
B) prefer different forms of contact
C) have different physiological needs
D) feel mistrust for each other
E) have power dynamic issues
Before the salesperson makes an approach, he or she needs to plan the:
A) implementation
B) solution
C) presentation
D) close
E) preapproach
A grain supplier to cattle farmers has developed a new grain mixture, Green Grain, with
nutritional additives that approximate the nutrient mixture in grass. Farmers who feed
their cattle this enriched grain can sell beef and milk that taste similar to grass-fed beef
and have many of the nutritional benefits to humans of grass-fed beef or dairy at a
significantly lower production cost than actual grass-fed beef or dairy.
What would be the best way to position Green Grain relative to traditional grain?
A) as a higher-priced product that would allow farmers to make greater profits
B) as a higher-priced product that is more socially responsible than traditional grain
C) as an experimental product with which farmers could be the first on the market
D) as a product that exceeds federal standards for cattle feed
E) as a product that stores well throughout the winter