The highest compensation for salespeople generally goes to those focusing on
transactional sales.
Knowledge workers need selling skills to communicate information to consumers.
One of the least subtle buying signals displayed by the customer is the question.
In most cases, technicians, receptionists, bank tellers, and other non-sales personnel can
do little to help with prospecting.
A major reason for the demise of the product solution is the growing number of
look-alike products.
If your customer’s most preferred communication style is directive, you should keep the
relationship as businesslike as possible.
As a general rule, a salesperson should ask for the sale no more than three times.
Sanchez decides to try something new in the Southwest Region. He had been following
the model of sending outside sales reps to follow up with prospects who expressed
interest in the product by various prospecting methods. Now he will augment those
efforts by hiring teams of sales reps to show the product to managers and buyers at
stores that do not carry the DECA line but sell complimentary products, and to call
these managers on the phone based on qualifying work the sales reps in the store have
done. What two types of sales reps will Sanchez most likely hire to comprise these
teams?
A) missionary salespeople and inside salespeople
B) outside salespeople and inside salespeople
C) competing salespeople and detail salespeople
D) missionary salespeople and detail salespeople
E) trade salespeople and detail salespeople
Women’s swimwear designer Meli Kinaua’a designs high-end swimsuits. The suits are
sexy in style, but fit a wide variety of body shapes and sizes, which is unusual in the
high-end market. Sales director Jeannie Park sells the suits to boutiques at exclusive
resorts and hotels. These boutiques usually carry other high-end swimsuit lines.
Which of the following is a confirmation question Jeannie could ask a boutique buyer?
A) Can we arrange delivery for next Wednesday?
B) Are the limited sizes of the other swimsuits you carry affecting sales?
C) What are the shapes and sizes of the guests at the resort?
D) So, the swimsuit lines you currently stock do not sell to larger or older customers?
E) What if we could give you a line to sell that is luxurious but also looks as good on
older and bigger women as it does on smaller women?
Expansion selling encompasses which of the following?
A) partial-line selling
B) reselling
C) suggestion selling
D) undercutting the competition
E) cross-purpose selling
In a well-structured sales department, inside and outside salespeople often:
A) compete for sales and customers
B) duplicate their efforts and increase the company’s cost per sale
C) work together to generate leads, close sales, and provide service
D) exchange leads depending on what the expected sales will be
E) combine their monthly sales figures to increase commissions
Braeden Innovations is a company that sells database systems and software integration
packages to schools and universities. Po Komacho is a trade sales representative with
Braeden Innovations. As a trade sales representative, she promotes the company and its
products to software resellers and supports their sales representatives in selling
Braeden’s software to clients. A large part of her job involves attending industry trade
shows and working at the Braeden Innovations booth at the exhibit hall of the trade
show.
Because Po is not meeting with prospects, her time is divided into 2-3 day blocks of
attending trade shows or training resellers. Which of the following is most likely true?
A) Po has a flexible job so maintaining a schedule is unrealistic.
B) Po should rely on floaters to record appointments and deadlines.
C) Po’s situation is too unusual to fit into appointment calendars.
D) Po should return emails promptly but return calls every few days.
E) Po should plan to return emails and calls within her larger time blocks.
One of the most effective methods of dealing with stress is to:
A) choose the “flight” response
B) maintain an optimistic outlook
C) initiate a crusade to alleviate all sources of stress
D) throw yourself with renewed vigor into your job
E) set up a home office so you can work more frequently
When a marketer decides to adopt partnering, emphasis will most likely be placed on:
A) selling strategies
B) product development
C) selling tactics
D) the customer
E) the salesperson
“Behavior style” and ‘social style” are other ways of referring to:
A) communication style
B) emotive style
C) directive style
D) higher dominance
E) lower dominance
Which of the following is an effective suggestion for dealing with sales call reluctance?
A) Try to avoid feeling anxious about the initial contact because anxiety is abnormal.
B) Do not anticipate success because you may become overconfident.
C) Avoid the loss of spontaneity that comes with a well-rehearsed approach.
D) Develop a deeper commitment to your goals.
E) Employ the premium approach method.
The primary goal of a ________ presentation strategy is to influence the prospect’s
beliefs, attitudes, or behavior and to encourage buyer action.
A) value
B) sensory
C) reminder
D) persuasive
E) informative
List and describe the four major employment settings for sales personnel.
Describe and discuss the four steps in the self-improvement plan.
Today’s better educated and more demanding customers are seeking a(n) ________ of
satisfactions.
A(n) ________ is an explanation of what the salesperson will do and under what
conditions the work will be performed.
Differentiate between business slander, business libel, and product disparagement.
________ questions help us to determine if there is mutual understanding of the
problems and circumstances the customer is experiencing.
List and describe the five major customer follow-up strategies.
The ________ communication style combines high sociability and high dominance.
People with high levels of ________ tend to display the characteristics needed for
success in sales, such as self-awareness, self-confidence, empathy, and adaptability.