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1 The focus of much selling today is on securing, building, and maintaining short-term
relationships with unprofitable customers.
(A) True
(B) False
2 Ethics, in sales, is simply complying with the appropriate laws.
(A) True
(B) False
3 “Consultative” and “enterprise” are relationship-oriented approaches to selling.
(A) True
(B) False
4 Valerie often spends considerable time developing an understanding of her buyer’s needs
before she presents her solution. Valerie is engaged in value-added selling.
(A) True
(B) False
5 Value can be described as a “give-get” ratio.
(A) True
(B) False
6 A salesperson should stop by a customer’s office to socialize, even if it takes some of the
customer’s time.
(A) True
(B) False
7 “Employees who receive my work are my customers,” is an example of internal customer
mindset.
(A) True
(B) False
8 “CRM” stands for customer reminder management.
(A) True
(B) False
9 The net bundle of benefits the customer derives from a product being sold represents the
“value” to the customer.
(A) True
(B) False
10 Another name for problem-solving selling is solution selling.
(A) True
(B) False
