Question 1

Quantifying a solution is unnecessary when a prospect is in a high-risk situation.

Accepted Answer

A) True 
 B)False

Question 2

By investing in a John Deere PowerTech engine for $3,200,a pallet manufacturer was able to show a net savings of $500 in annual maintenance costs.Calculate the return on investment for the engine.

Accepted Answer

A)  1.6 percent 
B)  6.4 percent 
C)  15.6 percent 
D)  21.3 percent 
E)  32 percent 
A)  1.6 percent 
B)  6.4 percent 
C)  15.6 percent 
D)  21.3 percent 
E)  32 percent

Question 3

When making a sales presentation,why should a salesperson handle his or her product carefully?

Accepted Answer

The manner in which a product

Question 4

Inventory turnover is measured by dividing the average retail price of the inventory on hand by the annual sales.

Accepted Answer

A) True 
 B)False

Question 5

A measure that retailers use to assess the return on their space investment is sales per square foot or sales per shelf foot.

Accepted Answer

A) True 
 B)False

Question 6

What are electronic whiteboards?

Accepted Answer

Electronic whiteboards,commonly referred

Question 7

A salesperson who wants to make effective use of handouts during his or her sales presentation should:

Accepted Answer

A)  avoid keeping any white space in the handout. 
B)  let the goal of the presentation determine what information should be included in the handout. 
C)  discuss the contents of the handout while circulating copies among buyers. 
D)  eliminate the use of graphics in the handout. 
E)  ensure that the content in the handout and the presentation are identical. 
A)  avoid keeping any white space in the handout. 
B)  let the goal of the presentation determine what information should be included in the handout. 
C)  discuss the contents of the handout while circulating copies among buyers. 
D)  eliminate the use of graphics in the handout. 
E)  ensure that the content in the handout and the presentation are identical.

Question 8

Amiables prefer visuals without people in them and a relatively fast-moving presentation.

Accepted Answer

A) True 
 B)False

Question 9

The _____ of an investment is the net value today of future cash inflows minus the investment.

Accepted Answer

A)  net opportunity cost 
B)  return on investment 
C)  customer lifetime value 
D)  net present value 
E)  adjusted opportunity cost 
A)  net opportunity cost 
B)  return on investment 
C)  customer lifetime value 
D)  net present value 
E)  adjusted opportunity cost

Question 10

Miguel sells high-end computers to clients in his neighborhood.The profit margin is 20 percent,and the cost of each unit of computer is $10,000.The selling price of each unit must be:

Accepted Answer

A)  $12,000. 
B)  $15,000. 
C)  $12,500. 
D)  $14,000. 
E)  $13,250. 
A)  $12,000. 
B)  $15,000. 
C)  $12,500. 
D)  $14,000. 
E)  $13,250.

Question 11

Identify an accurate statement about testimonials.

Accepted Answer

A)  Progressive sales organizations rarely use testimonials. 
B)  To be valid,testimonials must be sworn before a notary in public. 
C)  They are usually written by satisfied users of a product or service. 
D)  They are more interactive than electronic whiteboards. 
E)  The effectiveness of testimonials hinges on the seller rather than the needs of the consumer. 
A)  Progressive sales organizations rarely use testimonials. 
B)  To be valid,testimonials must be sworn before a notary in public. 
C)  They are usually written by satisfied users of a product or service. 
D)  They are more interactive than electronic whiteboards. 
E)  The effectiveness of testimonials hinges on the seller rather than the needs of the consumer.

Question 12

To solve a problem with a leaking refrigerator valve,a convenience store owner can either replace the valve or continue to add more refrigerant to the system as needed.If he chooses to replace the valve,how would you classify the money he was going to invest in more refrigerant?

Accepted Answer

The money spent for

Question 13

Fiona,the manager of a retail store,wants to know whether she is maximizing her return on space investment.She will have to calculate the _____ for the area of the store.

Accepted Answer

A)  sales per square foot 
B)  cost-benefit ratio 
C)  return on investment 
D)  QR correlation coefficient 
E)  sales per employee 
A)  sales per square foot 
B)  cost-benefit ratio 
C)  return on investment 
D)  QR correlation coefficient 
E)  sales per employee

Question 14

For her sales presentation,Myra wants to design a chart which shows how much faster wounds heal when protected with SoloSite,a water-based ointment.To create the most effective chart,she should:

Accepted Answer

A)  avoid the use of pie charts or other graphical representation. 
B)  use complete sentences so the buyer does not have to wonder which words are missing. 
C)  avoid the use of bullets as they arbitrarily differentiate the points in a presentation. 
D)  intermingle major and minor selling points. 
E)  none of these. 
A)  avoid the use of pie charts or other graphical representation. 
B)  use complete sentences so the buyer does not have to wonder which words are missing. 
C)  avoid the use of bullets as they arbitrarily differentiate the points in a presentation. 
D)  intermingle major and minor selling points. 
E)  none of these.

Question 15

In which of the following instances is the salesperson using the multiple-sense appeals approach?

Accepted Answer

A)  Rhonda uses a canned presentation to deliver a standardized talk about her firm's sanitation systems. 
B)  William creates a customized sales presentation for a Webcasting session with an overseas client. 
C)  Jason leaves behind some brochures of his company's modular kitchens at the client's office for circulation among members of the buying center. 
D)  Norah uses a video to demonstrate the manner in which her company manufactures hospital goods that meet all quality control standards. 
E)  John makes a joke during his presentation when he notices that the main member of the buying center is visibly bored. 
A)  Rhonda uses a canned presentation to deliver a standardized talk about her firm's sanitation systems. 
B)  William creates a customized sales presentation for a Webcasting session with an overseas client. 
C)  Jason leaves behind some brochures of his company's modular kitchens at the client's office for circulation among members of the buying center. 
D)  Norah uses a video to demonstrate the manner in which her company manufactures hospital goods that meet all quality control standards. 
E)  John makes a joke during his presentation when he notices that the main member of the buying center is visibly bored.

Question 16

To increase the buyer's understanding of a product,sellers should use the multiple-sense appeals approach.

Accepted Answer

A) True 
 B)False

Question 17

In the context of sales presentations,analyticals prefer:

Accepted Answer

A)  visuals with people in them and a relatively slow-moving presentation. 
B)  visuals that are cathartic in nature. 
C)  presentations that are lengthy and use powerful imagery. 
D)  visuals that use strong,intense colors,cartoons,and fancy photos. 
E)  visuals that contain lots of details and a list of references. 
A)  visuals with people in them and a relatively slow-moving presentation. 
B)  visuals that are cathartic in nature. 
C)  presentations that are lengthy and use powerful imagery. 
D)  visuals that use strong,intense colors,cartoons,and fancy photos. 
E)  visuals that contain lots of details and a list of references.

Question 18

Salespeople who sell machinery are limited to appeals that will affect a buyer's senses of hearing,sight,and touch.

Accepted Answer

A) True 
 B)False

Question 19

For which of the following products would samples be least effective as a sales aid?

Accepted Answer

A)  Paper towels 
B)  Oil well drilling platforms 
C)  Stain removers 
D)  Automobile seat covers 
E)  Bottles and aluminum cans 
A)  Paper towels 
B)  Oil well drilling platforms 
C)  Stain removers 
D)  Automobile seat covers 
E)  Bottles and aluminum cans

Question 20

Jay divides the annualized cost of goods at his firm by the average inventory at cost.What is Jay calculating?

Accepted Answer

Jay is calculating inventory t

Quantifying a solution is unnecessary when a prospect is in a high-risk situation.

By investing in a John Deere PowerTech engine for $3,200,a pallet manufacturer was able to show a net savings of $500 in annual maintenance costs.Calculate the return on investment for the engine.

When making a sales presentation,why should a salesperson handle his or her product carefully?

Inventory turnover is measured by dividing the average retail price of the inventory on hand by the annual sales.

A measure that retailers use to assess the return on their space investment is sales per square foot or sales per shelf foot.

What are electronic whiteboards?

A salesperson who wants to make effective use of handouts during his or her sales presentation should:

Amiables prefer visuals without people in them and a relatively fast-moving presentation.

The _____ of an investment is the net value today of future cash inflows minus the investment.

Miguel sells high-end computers to clients in his neighborhood.The profit margin is 20 percent,and the cost of each unit of computer is $10,000.The selling price of each unit must be:

Identify an accurate statement about testimonials.

To solve a problem with a leaking refrigerator valve,a convenience store owner can either replace the valve or continue to add more refrigerant to the system as needed.If he chooses to replace the valve,how would you classify the money he was going to invest in more refrigerant?

Fiona,the manager of a retail store,wants to know whether she is maximizing her return on space investment.She will have to calculate the _____ for the area of the store.

For her sales presentation,Myra wants to design a chart which shows how much faster wounds heal when protected with SoloSite,a water-based ointment.To create the most effective chart,she should:

In which of the following instances is the salesperson using the multiple-sense appeals approach?

To increase the buyer's understanding of a product,sellers should use the multiple-sense appeals approach.

In the context of sales presentations,analyticals prefer:

Salespeople who sell machinery are limited to appeals that will affect a buyer's senses of hearing,sight,and touch.

For which of the following products would samples be least effective as a sales aid?

Jay divides the annualized cost of goods at his firm by the average inventory at cost.What is Jay calculating?

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters

Exam 9: Strengthening the Presentation

Quantifying a solution is unnecessary when a prospect is in a high-risk situation.

By investing in a John Deere PowerTech engine for $3,200,a pallet manufacturer was able to show a net savings of $500 in annual maintenance costs.Calculate the return on investment for the engine.

When making a sales presentation,why should a salesperson handle his or her product carefully?

Inventory turnover is measured by dividing the average retail price of the inventory on hand by the annual sales.

A measure that retailers use to assess the return on their space investment is sales per square foot or sales per shelf foot.

What are electronic whiteboards?

A salesperson who wants to make effective use of handouts during his or her sales presentation should:

Amiables prefer visuals without people in them and a relatively fast-moving presentation.

The _____ of an investment is the net value today of future cash inflows minus the investment.

Miguel sells high-end computers to clients in his neighborhood.The profit margin is 20 percent,and the cost of each unit of computer is $10,000.The selling price of each unit must be:

Identify an accurate statement about testimonials.

To solve a problem with a leaking refrigerator valve,a convenience store owner can either replace the valve or continue to add more refrigerant to the system as needed.If he chooses to replace the valve,how would you classify the money he was going to invest in more refrigerant?

Fiona,the manager of a retail store,wants to know whether she is maximizing her return on space investment.She will have to calculate the _____ for the area of the store.

For her sales presentation,Myra wants to design a chart which shows how much faster wounds heal when protected with SoloSite,a water-based ointment.To create the most effective chart,she should:

In which of the following instances is the salesperson using the multiple-sense appeals approach?

To increase the buyer's understanding of a product,sellers should use the multiple-sense appeals approach.

In the context of sales presentations,analyticals prefer:

Salespeople who sell machinery are limited to appeals that will affect a buyer's senses of hearing,sight,and touch.

For which of the following products would samples be least effective as a sales aid?

Jay divides the annualized cost of goods at his firm by the average inventory at cost.What is Jay calculating?

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters