Question 1

Fiona has a canned sales presentation but,realizing this particular customer is already quite knowledgeable about her product,she changes the presentation.Fiona is engaged in:

Accepted Answer

A)  Hard-selling.
B)  Adaptive selling.
C)  Repeat purchase selling.
D)  Selling center adjustment.

Question 2

What is a virtual office?

Accepted Answer

A virtual office is an electro...

Question 3

It generally takes _________ calls to close a new account than an existing account.

Accepted Answer

A)  More
B)  The same number
C)  Less
D)  It cannot be determined

Question 4

Valerie is considering a switch from retailing to business sales.She knows B2B selling is different from B2C selling in that B2B selling typically involves:

Accepted Answer

A)  Fewer customers.
B)  More complex products.
C)  More expensive products.
D)  All of the choices are correct.

Question 5

Research has identified "key success factors" in relationship selling.Describe any four of the ten factors that have been identified.

Accepted Answer

The ten factors include: Listening skill...

Question 6

Why is creativity important on the job?

Accepted Answer

It can make a job ea...

Question 7

Sales careers appeal to people who prefer a structured work environment and defined compensation.

Accepted Answer

A) True 
 B)False

Question 8

Selling often requires tenacity,sticking with a task.Great salespeople always keep in mind the ____________ while working on the details.

Accepted Answer

A)  Big picture
B)  Intrinsic rewards
C)  Work/family conflict
D)  Virtual memory system

Question 9

Because of the negative image,sales people need to prove their value to society.

Accepted Answer

A) True 
 B)False

Question 10

Most sales jobs create a work/family conflict.

Accepted Answer

A) True 
 B)False

Question 11

Caroline is a missionary sales person.She typically focuses on:

Accepted Answer

A)  Selling only socially appropriate products.
B)  Religious organizations as target clients.
C)  Providing information to existing and potential customers.
D)  All of the choices are correct.

Question 12

What is perceived risk and how does it affect selling?

Accepted Answer

Perceived risk is the how risky a decisi...

Question 13

Many manufacturers allow their suppliers access to their sales information and automatically authorize purchase of materials to replace those used in the products that have been sold.In these organizations,sales are based on:

Accepted Answer

A)  Profit margins.
B)  Extrinsic rewards.
C)  Outsourcing.
D)  Derived demand.

Question 14

The largest percentage of a salesperson's time is spent on:

Accepted Answer

A)  Administrative tasks.
B)  Prospecting.
C)  With customers.
D)  On service calls.

Question 15

In addition to possessing product knowledge,knowledge of the industry,and knowledge of each customer,top sales performers must:

Accepted Answer

A)  Keep their sales strategies secret.
B)  View each new customer as a potential conquest.
C)  Propose integrated solutions that are relevant to current customer needs.
D)  Teach the customer what they really need.

Question 16

Sales people use the same skills as managers.

Accepted Answer

A) True 
 B)False

Question 17

Objections are a natural part of any sales process.Sales representatives can overcome objections by:

Accepted Answer

A)  Developing a trusting relationship with the client over the long run.
B)  Working to negotiate win-win solutions.
C)  Both A and B.
D)  Neither A nor B.

Question 18

One of the reasons the average cost of a sales call is increasing is because of the:

Accepted Answer

A)  The increasing use of technology.
B)  Non-selling activities expected of sales people.
C)  Changing rewards requiring greater sales effort.
D)  All of the choices are correct.

Question 19

The key to successful team selling structure is developing a team that:

Accepted Answer

A)  Knows everything.
B)  Knows everyone.
C)  Meets customer needs.
D)  All of the choices are correct.

Question 20

Sales careers appeal to people who value:

Accepted Answer

A)  Structure.
B)  Security.
C)  Independence.
D)  Repetition.

Exam 2: Using Information to Understand Sellers and Buyers

Because of the negative image,sales people need to prove their value to society.

Correct AnswerverifiedShow Answer

One of the reasons the average cost of a sales call is increasing is because of the:

Correct AnswerverifiedShow Answer

In addition to possessing product knowledge,knowledge of the industry,and knowledge of each customer,top sales performers must:

Correct AnswerverifiedShow Answer

Objections are a natural part of any sales process.Sales representatives can overcome objections by:

Correct AnswerverifiedShow Answer

The largest percentage of a salesperson's time is spent on:

Correct AnswerverifiedShow Answer

Fiona has a canned sales presentation but,realizing this particular customer is already quite knowledgeable about her product,she changes the presentation.Fiona is engaged in:

Correct AnswerverifiedShow Answer

Sales people use the same skills as managers.

Correct AnswerverifiedShow Answer

Why is creativity important on the job?

Correct AnswerverifiedIt can make a job ea...View AnswerShow Answer

Research has identified "key success factors" in relationship selling.Describe any four of the ten factors that have been identified.

Correct AnswerverifiedThe ten factors include: Listening skill...View AnswerShow Answer

Sales careers appeal to people who value:

Correct AnswerverifiedShow Answer

Sales careers appeal to people who prefer a structured work environment and defined compensation.

Correct AnswerverifiedShow Answer

What is a virtual office?

Correct AnswerverifiedA virtual office is an electro...View AnswerShow Answer

Valerie is considering a switch from retailing to business sales.She knows B2B selling is different from B2C selling in that B2B selling typically involves:

Correct AnswerverifiedShow Answer

Caroline is a missionary sales person.She typically focuses on:

Correct AnswerverifiedShow Answer

What is perceived risk and how does it affect selling?

Correct AnswerverifiedPerceived risk is the how risky a decisi...View AnswerShow Answer

Selling often requires tenacity,sticking with a task.Great salespeople always keep in mind the ____________ while working on the details.

Correct AnswerverifiedShow Answer

Most sales jobs create a work/family conflict.

Correct AnswerverifiedShow Answer

The key to successful team selling structure is developing a team that:

Correct AnswerverifiedShow Answer

Many manufacturers allow their suppliers access to their sales information and automatically authorize purchase of materials to replace those used in the products that have been sold.In these organizations,sales are based on:

Correct AnswerverifiedShow Answer

It generally takes _________ calls to close a new account than an existing account.

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
It can make a job ea...
View Answer

Correct Answer
verified
The ten factors include: Listening skill...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
A virtual office is an electro...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Perceived risk is the how risky a decisi...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified