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Which of the following is most likely a want rather than a need?
A. shelter
B. water
C. clothing
D. spaghetti
E. transportation
According to the text, which of the following is an example of a technical skill?
A. Mastering presentation techniques
B. Solving problems strategically
C. Building customer relationships
D. Setting long-term goals
E. Working with others
A salesperson that adheres to the Golden Rule of Personal Selling:
A. is primarily motivated by money.
B. is driven by pride and recognition.
C. focuses on laws rather than morals.
D. finds others' interests most important.
E. requires intensive monitoring from managers.
When using the _____, a salesperson relates a product's benefits to the customers'
needs using the product's features and advantages to support the claims made.
A. trial close
B. detail approach
C. SELL analysis
D. SWOT method
E. FAB selling technique
A salesperson asks the prospect," What do you think about our new line of products?"
Which approach is being used?
A. Product
B. Opinion
C. Curiosity
D. SPIN
E. Customer benefit
Which term refers to the process of helping the customer achieve strategic goals
through use of the seller's good and/or service?
A. Consultative selling
B. Transactional selling
C. Aggressive selling
D. Telemarketing selling
E. One-time selling
An objections such as "I'll think it over," is simply a smoke screen designed to get rid
of a salesperson. This objection is an example of a _____ objection.
A. source
B. product
C. stalling
D. no-need
E. money
If one case of Winston brand chocolate molds costs $10.00, but a single order for 10
cases costs a total of $94.00, it is most accurate to say that:
A. the manufacturer's finance department made an error.
B. the manufacturer offers a cash discount.
C. the manufacturer offers a cumulative quantity discount.
D. the manufacturer offers a noncumulative quantity discount.
E. the manufacturer offers a trade discount.
The sales manager at OBC Office Supplies has determined that the office manager of
Hoffman Realty has the money, desire, and authority to purchase a new copy machine.
Hoffman Realty is best described as a:
A. potential referral.
B. qualified prospect.
C. network prospect.
D. qualified referral.
E. network agent.
People like to buy from people they know and trust, which illustrates the importance of
using:
A. the Golden Rule of Selling.
B. traditional methods of selling.
C. a transactional approach to sales.
D. the trial close ahead of close.
E. an alternative sales close.
Which of the following statements describes a disadvantage inherent in the straight
salary compensation plan?
A. The straight salary plan causes the salesperson to experience uncertainty and
insecurity of payment.
B. The plan makes it difficult for an organization to take corrective action to improve
sales if the performance of the salesperson is low for a prolonged period.
C. A lack of incentive may cause efficient, high-performing salespeople to change jobs.
D. Directing salespeople toward tasks the company believes are important becomes
difficult.
E. Management cannot project future compensation expenses of the sales force.
Which of the following types of approaches is especially good for a new salesperson?
A. Product
B. Showmanship
C. Complementary
D. SPIN
E. Opinion
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.
Austin enters the CEO's office with a small basket of cheese, wine caviar, and other
luxury food items for the CEO to enjoy later. What type of an approach is Austin
using?
A. Premium
B. Curiosity
C. Complementary
D. Action
E. SPIN
Hana Cho sells gas-powered generators. She finds it useful to divide the accounts in
her territory on the basis of whether they sell at wholesale or retail as well as according
to their potential sales volume. Cho is using:
A. dual operational integration.
B. multivariable account segmentation.
C. parallel account integration.
D. territory-aggregate management.
E. double positioning.
In terms of the communication process, probing stimulates which of the following?
A. Sending
B. Decoding
C. Receiving
D. Feedback
E. Channeling
The most common tool used in hiring is:
A. intelligence tests.
B. in-depth interviews.
C. detailed examinations.
D. application forms.
E. social networking.
Which of the following is an acceptance signal?
A. Uncrossed legs
B. Leaning backward
C. Little eye contact
D. Closed arms
E. Closed hands
Terrell, the marketing manager of Tekna Tools, is planning to attend the Anaheim
Woodworking Trade Fair. Terrell will have a higher probability of success if he:
A. memorizes his sales pitch.
B. avoids the use of lead cards.
C. sets up in an area with little foot traffic.
D. acts assertively toward approaching passersby.
E. refuses to accept any rejections from leads and prospects.
Which term refers to special sales programs offering salespeople incentives to achieve
short-term sales goals?
A. Fringe benefits
B. Sales contests
C. Performance bonuses
D. Compensation awards
E. Organizational bonuses
Kylie Lumberton was hired by a cosmetics company to replace a former employee. She
did not know where to start looking for customers to start her sales. The ideal place for
her to start would be:
A. sales lead clubs.
B. cold canvassing.
C. orphaned customers.
D. customer referrals.
E. e-prospecting.
_____ occurs when the salesperson brings company resource people to discuss a major
problem or opportunity.
A. Educational selling
B. Need-satisfaction selling
C. Seminar selling
D. Conference selling
E. Empowerment selling
