The prospect says, “Your price is two percent higher than your competitor’s.” The
salesperson responds, “What you’re saying is you want to get the best product for your
money’”right?” The salesperson is using which technique for meeting objections?
A. Boomerang
B. Rephrase
C. Compensation
D. Counterbalance
E. Dodge
A salesperson for aquarium equipment walks into the office of a prospect
unannounced. He then engages in a small talk with the prospect. According to the text,
this is an example of:
A. poor planning.
B. wasting time.
C. professional conduct.
D. pushiness.
E. limited optimism.
Coca-Cola
For decades, people in Rome, Georgia, drank more Coca-Cola per capita than anywhere
else in the world. That success has been attributed to the Barron family who were the
local bottlers for Coke products. The Barrons believe that their success was due to
customer loyalty. Through most of the twentieth century, the bottler cultivated small
retailers and worked hard, selling Coke from stores to schools to doorsteps. The
personal service is remembered by people who grew up in Rome. When someone
passed away, the Coke salesperson would leave a couple of cases on the deceased’s
family’s front porch.
In Rome, the Coke salesperson was an important member of the _____ element of the
marketing mix.
A. price
B. production
C. product
D. promotion
E. distribution
The first level of relationship in a business friendship is that of:
A. intimate friends.
B. friends.
C. companions.
D. acquaintances.
E. adversaries.
Sasha sells how-to books and is going on a sales call to a local bookstore. Sasha knows
the purchasing policies of the store, the person responsible for buying decisions, and the
financial terms required by the store. Such information can be found in Sasha’s:
A. sales call objective.
B. marketing plan.
C. competitive portfolio.
D. customer profile.
E. business proposition.
The easiest people to sell to are people at the _____ level of need awareness.
A. conscious
B. preconscious
C. unconscious
D. subconscious
E. intermediate
Which term refers to combining a question with a discussion of a product’s FABs?
A. SWOT analysis
B. Marketing mix
C. SELL sequence
D. Sales presentation mix
E. Product dramatization
The acronym L-O-C-A-T-E reminds us of several useful methods for uncovering a
prospective buyer’s needs. If prospects drop leading remarks like “I wish I had a
television like this one,” it pertains to:
A. observing.
B. listening.
C. asking.
D. learning.
E. optimizing.
The most important ingredient in developing a successful sales force is having:
A. the right people.
B. a sizeable budget.
C. a vertical organizational structure.
D. a massive advertising campaign.
E. a premium product to sell.
The main role of marketing in an organization is to:
A. use revenues to create new products.
B. manage financial resources to meet legal requirements.
C. generate sales so the company can stay in business.
D. serve as a conduit between the firm and its stakeholders.
E. identify and correct quality control issues.
Phil, an inexperienced salesperson, is nervous about his ability to close a sale. What
type of leadership style would be most appropriate for Phil’s supervisor to use?
A. Supporting
B. Telling
C. Delegating
D. Persuading
E. Participating
Which of the following methods of sales presentation is more likely to be used when it
is necessary to present the proposal to a group of individuals?
A. Formula
B. Memorized
C. Problem-solution
D. Influential
E. Persuasive
In which of the mental steps does the prospect decide he should buy from you because
there are no remaining doubts in his mind?
A. Conviction
B. Acceptance
C. Desire
D. Purchase
E. Action
Creative imagery is a:
A. presentation method that replaces a demonstration when selling over the telephone.
B. presentation technique that replaces a demonstration when selling a service.
C. technique used by salespeople that allows them to better cope with stress.
D. manner of selecting clothing that ensures a good first impression.
E. presentation technique that employs the use of technology.
What is the primary purpose of developing a customer profile sheet?
A. Understanding the structure of the company’s buying center
B. Identifying the best strategy to use in a sales call
C. Narrowing the objective of the sales call
D. Using visual aids in a sales presentation
E. Developing rapport with the prospect