A sales executive makes decisions based upon what her boss says is right; this person
is at the principled level of moral development.
The use of a multiple-close sequence increases the probability of losing a sale.
The salesperson should not slow down a presentation even if the prospect is a slow
thinker.
In the memorized sales presentation, the salesperson takes time initially to understand
the prospect’s needs.
The better a salesperson is at creatively marshaling all available resources to address a
customer’s strategic needs, the stronger the customer relationship becomes.
Closing ends the relationship between a salesperson and a customer.
When a salesperson has determined that a prospect is in the desire stage of the mental
buying process, then the salesperson should attempt to close.
Before using a demonstration in a sales presentation, a salesperson should determine
the probability that his or her demonstration will backfire.
The sale is made once the prospect states an intention to buy the product/service.
The most productive number of calls to make on an account is reached when additional
calls do not lead to additional sales.
Salespeople who fulfill the consultative role of long-term ally work to eliminate the
relationship gap.
According to the Golden Rule of Selling, the honesty of your sales presentation will
convince people that you can be trusted.
The levels of need awareness in order from first to last are:
A. conscious, self-conscious, and unconscious.
B. conscious, preconscious, and subconscious.
C. conscious, unconscious, and subconscious.
D. conscious, preconscious, and unconscious.
E. conscious, preconscious, and self-conscious.
Which of the following helps predict a firm’s future revenues when planning the
company’s marketing and sales force activities?
A. Employee appraisal
B. Organizational design
C. HR optimization
D. Sales force optimization
E. Sales forecasting
Arthur, a pharmaceutical sales representative, is liked by his clients and he likes them.
He is never critical and unsympathetic of his customers. Arthur most likely has _____
skills.
A. networking
B. operational
C. technical
D. human
E. conceptual
A salesperson walked into the wholesale floral center and said, “Ms. Ruiz, in my job I
visit a lot of nurseries, and I believe you grow the most beautiful flowers I have ever
seen.” This is an example of the _____ approach.
A. introductory
B. complimentary
C. referral
D. demonstration
E. product
During a sales call, a prospect was in a state of visible anxiety during the early stages
of the sales presentation. However, towards the end of the presentation, the prospect
became friendly and appeared relaxed. This description indicates that:
A. the buyer has hidden objections that need to be uncovered.
B. a stronger relationship has to be established before close.
C. the buyer wants to buy the product but at a later stage.
D. the buyer expects a significant discount.
E. the buyer is ready for a close.
The prospect says, “I like your company’s accounting software package, but our
employees just don’t have the time to learn a new system.” This is an example of a
_____ objection.
A. stalling
B. conditional
C. money
D. product
E. source
A company is hiring bathroom attendants. The company would NOT be discriminating
if it hires employees on the basis of ____________.
A. age
B. ethnicity
C. religion
D. gender
E. national origin
During the _____ phase of the need-satisfaction sales presentation, the salesperson
begins to take control of the conversation by restating the prospect’s needs to clarify the
situation.
A. need-fulfillment
B. need-awareness
C. need-utilization
D. need-feedback
E. need-diffusion
You have completed the sales call and are no longer with the client. What should be
your immediate next step?
A. Meet with your sales lead club
B. Identify the competition
C. Evaluate the sales call
D. Contact new referrals
E. Plan a follow-up call
At the beginning of a presentation, a salesperson asks a catalog retailer, “What type of
inventory management software would you like your company to use?” The salesperson
is most likely starting a _____ presentation.
A. transactional
B. stimulus-response
C. formula
D. persuasive selling
E. need-satisfaction
Clearwater Hampers
Clearwater Hampers is a small British company that sells luxury food and drink gifts in
various combinations in picnic hampers. 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. According to the company’s leading
salesperson, Peter Austin, “We have lots of repeat corporate customers as a result of the
importance we place on getting the hampers out on time and filled with the right
products.”
The fact that Clearwater Hampers has repeat corporate customers indicates that it most
likely creates _____ with its customers.
A. transactional relationships
B. exchange-oriented dependencies
C. symbiotic relationships
D. strategic relationships
E. joint decision-making alliances
Enthusiasm in sales is the ability to:
A. express a desire for long-term relationships.
B. show excitement toward a product or customer.
C. turn disagreement signals into acceptance signals.
D. understand the other person’s feelings and situation.
E. change a person’s belief, position, or course of action.
The key to selling and negotiating is seeking to:
A. identify gatekeepers.
B. create a win-win situation.
C. provide all product information.
D. generate profitable, one-time sales.
E. understand significant group behaviors.
The person who telephoned James last night to ask him if he was interested in adding
HBO and Cinemax to his current television cable system would be classified as a(n):
A. relationship seller.
B. retail salesperson.
C. order-taker.
D. account representative.
E. sales engineer.
A sales call objective:
A. reduces the flexibility of the presentation.
B. always needs elaborate planning.
C. reduces the focus of a sales persons efforts.
D. cannot be changed once fixed.
E. needs to be as specific as possible.
At the end of a group sales presentation, the salesperson should provide prospects with
a(n):
A. proposal document.
B. summary of benefits.
C. order form.
D. service contract.
E. price list.
Which of the following positions appears lower than other positions in the upward
sequence of job movements during a sales career?
A. District sales manager
B. Key account salesperson
C. Regional sales manager
D. Area sales manager
E. Divisional sales supervisor