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2. How many retail branches does The Woodlands Financial Group have?
a. 3000
b. 300
c. 360
d. 3600
3. Guillory represents about __ different personal and commercial lines insurance
carriers?
4. John Brewer is a Houston-based__
5. The Brewers currently use insurance from
CHAPTER 3, EDITH BOTELLO/MATTRESS FIRM REALITY SELLING VIDEO
1. How long has Andrea had her old mattress for?
a. She just bought a new mattress
b. She doesn't have a mattress
c. She has had the mattress for 30 years
d. She has had the mattress for 15 years
2. What kind of comfort did Andrea want from her mattress?
3. What is happiness guarantee?
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Copyright © 2018 Pearson Education, Inc.
d. Both (b) and (c)
4. What is the name of the salesperson serving Andrea?
5. Which store does Andrea walk into?
CHAPTER 4, SUSANNA ROSAS/CBRE REAL ESTATE VIDEO
1. How long has Mr. Smith been in his current facility?
2. How many shipments does Mr. Smith's currently facility have?
4. What is the square footage of Mr. Smith's current facility?
5. What type of location is Mr. Smith looking for?
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Copyright © 2018 Pearson Education, Inc.
c. Cost effective
d. All of the above
CHAPTER 6, AMY VANDAVEER/TEXASMONTHLY REALITY SELLING
VIDEO
1. How long has TexasMonthly been in business?
a. 32 years
b. 34 years
c. No definite number was mentioned
d. Either (a) or (c)
2. How many awards has TexasMonthly won?
3. How many readers does TexasMonthly have?
4. What did the client want to communicate in his advertising of Woodlands?
5. How many overruns did the client want to do?
CHAPTER 8, ASHLEY PINEDA/PULTEGROUP HOME BUILDERS REALITY
SELLING VIDEO
1. What did the client say her father's job was?
a. Plumbing
b. Construction
c. Electrician
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d. None of the above
2. How much was the down payment for the house?
3. What did the client say she had to have in her home?
4. Which company did Ashley Pineda (the salesperson) work for?
5. How long has the client been renting her apartment?
CHAPTER 9, DAVE LEVITT/SALESFORCE.COM REALITY SELLING VIDEO
3. What are the keys to adoption that Dave mentions?
4. What is the retention rate at salesforce.com?
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a. Doesn’t mention anything like that
b. Salesforce.com doesn’t retain any clients – it’s a onetime selling program
c. 9.4%
d. 94%
5. What are some of the problems that Adam mentions he has and why he wants to
try salesforce.com?
CHAPTER 10, ALIM HIRANI/HILTI CORPORATION REALITY SELLING
VIDEO
1. What are some of the challenges that the client faces with a tape measure?
2. What was the client looking for that Alim had to offer?
4. What are some of the repercussions of inaccurate measurement as mentioned by
the client?
5. What is the name of device that Alim shows to the client?
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CHAPTER 12, CHRIS WYLIE/ECOLAB REALITY SELLING VIDEO
1. How long has Pat been a customer of Ecolab?
a. There wasn't any mention of Pat in the video
b. Pat has a lifetime membership with Ecolab
c. Pat is not a customer of Ecolab
d. Pat has been a customer for about 30 months
2. How much does Mr. Smith pay for the rinse additive that they are currently
using?
3. What is the quantity recommended by Ecolab for the usage of rinse additive?
4. What is the name of the salesperson selling in the video?
5. What time does Mr. Smith say is good for him to convert to Ecolab?
CHAPTER 13, HEATHER RAMSEY/MARRIOTT INTERNATIONAL REALITY
SELLING VIDEO
1. How many times does Mr. Watt host this event?
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2. When Heather asks Mr. Watt how she can make Marriott stand out in the
proposal, his response is?
3. What was Mr. Watt's budget?
4. How many people is Mr. Watts bringing in to interview?
5. How many rooms in total did Mr. Watt require?
CHAPTER 15, KHALID NAZIRUDDIN/SEWELL AUTOMOTIVE COMPANY
REALITY SELLING VIDEO
1. Naziruddin specializes in sales of which brand
2. Sewell Automotive is “Obsessed with service” since
3. Sewell Automotive sells ___ cars annually
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4. Sewell Automotive follows the ___
5. Naziruddin is a graduate of
CHAPTER 17, JAMIE BAROUH/MCKESSON MEDICAL SUPPLIES REALITY
SELLING VIDEO
1. Jamie Barouh, District Sales Manager for McKesson Corporation, discusses sales
management at her company. Which of the following is NOT considered an
2. When hiring has taken place and a new employee is brought on board at
McKesson, an orientation—as generally suggested—takes place. The orientation
3. McKesson likely creates a job description for new sales positions in the company.
4. Jamie Barouh mentioned ongoing training at McKesson. A training program can
help employees achieve success. She mentioned all EXCEPT which of the
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d. Industry Conferences
5. Two of the most common criteria for assessing the productivity of salespeople—
such as the salespeople that Jamie Barouh manages—are quantitative criteria and
qualitative criteria. Which of the following is NOT a quantitative criteria?
