Question 1

When during the sales presentation should the salesperson use a trial close?

Accepted Answer

A salesperson should use a trial close (

Question 2

A product benefit is defined as a:

Accepted Answer

A)  favorable result the buyer receives from use of the product. 
B)  performance characteristic of a product. 
C)  physical characteristic of a product. 
D)  way the product will work when used. 
E)  way in which the product will help the buyer. 
A)  favorable result the buyer receives from use of the product. 
B)  performance characteristic of a product. 
C)  physical characteristic of a product. 
D)  way the product will work when used. 
E)  way in which the product will help the buyer.

Question 3

You can help the buyer be satisfied with the product through continually reinforcing buyers' decisions by reminding them how well the product actually fulfills their needs.

Accepted Answer

A) True 
 B)False

Question 4

After the dentist spent almost $600 to purchase the Apollo Whitening System to use with patients who want their teeth bleached, he learned that a more efficient system with fewer potential side effects was available for $400. From this information you know the dentist most likely experienced:

Accepted Answer

A)  misinformation. 
B)  information overload. 
C)  purchase satisfaction. 
D)  a communication barrier. 
E)  purchase dissonance. 
A)  misinformation. 
B)  information overload. 
C)  purchase satisfaction. 
D)  a communication barrier. 
E)  purchase dissonance.

Question 5

Why is it important to emphasize benefits to a prospective buyer?

Accepted Answer

First, by emphasizing benefits customers

Question 6

The size, color, and price of a product are all examples of product benefits.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following would be the LEAST effective trial close question?

Accepted Answer

A)  How does that sound to you? 
B)  Is this important to you? 
C)  Does that answer your concern? 
D)  What do you think? 
E)  Are you ready to order? 
A)  How does that sound to you? 
B)  Is this important to you? 
C)  Does that answer your concern? 
D)  What do you think? 
E)  Are you ready to order?

Question 8

Which of the following purchases would most likely involve extensive decision making?

Accepted Answer

A)  Scheduling an annual dentist appointment 
B)  Buying a new towel rack for your bath 
C)  Purchasing a birthday gift for a friend 
D)  Renewing a magazine subscription 
E)  Purchasing a condominium 
A)  Scheduling an annual dentist appointment 
B)  Buying a new towel rack for your bath 
C)  Purchasing a birthday gift for a friend 
D)  Renewing a magazine subscription 
E)  Purchasing a condominium

Question 9

The statement "Instant rice cooks in half the time of regular rice," is an example of a:

Accepted Answer

A)  product feature. 
B)  segmentation basis. 
C)  product benefit. 
D)  market achievement. 
E)  product advantage. 
A)  product feature. 
B)  segmentation basis. 
C)  product benefit. 
D)  market achievement. 
E)  product advantage.

Question 10

"The Musica player gives you up to 50 hours of audio playback, which is 10 hours more than any other player available in the current market." This statement describes a product:

Accepted Answer

A)  benefit. 
B)  market need. 
C)  advantage. 
D)  segmentation variable. 
E)  feature. 
A)  benefit. 
B)  market need. 
C)  advantage. 
D)  segmentation variable. 
E)  feature.

Question 11

At the ________ level of need awareness, the consumer may not be sure why he/she wants to buy a product, but will go ahead with the purchase anyway.

Accepted Answer

A)  Conscious 
B)  Preconscious 
C)  unconscious 
D)  subconscious 
E)  postconscious 
A)  Conscious 
B)  Preconscious 
C)  unconscious 
D)  subconscious 
E)  postconscious

Question 12

In what order are the feature, advantage, and benefit presented in the following statement? "This television's solid-state design produces a more vivid picture that will make your television viewing more enjoyable."

Accepted Answer

A)  Feature, benefit, and advantage 
B)  Advantage, feature, and benefit 
C)  Feature, advantage, and benefit 
D)  Advantage, benefit, and feature 
E)  Benefit, advantage, and feature 
A)  Feature, benefit, and advantage 
B)  Advantage, feature, and benefit 
C)  Feature, advantage, and benefit 
D)  Advantage, benefit, and feature 
E)  Benefit, advantage, and feature

Question 13

Stage Technologies is a London-based company that supplies engineering solutions for the entertainment industry. It has helped the boy-band Westlife make a flying entrance onto stage and provided stage-rigging packages for the Princess cruise line. The company was established in 1994 after a couple of production designers decided that the automation of theater productions could be done more safely and more efficiently by using modular production rather than the old "build-as-needed" formula. The company installs wenches, stage lifts, and other equipment commonly used in stage productions. The equipment is designed so it can be operated from a single console without heavy lifting. Both opera companies and theaters see the benefit of such a system, but many are reluctant to buy because of perceived costs. Joseph Harris is the company's best salesperson. Harris is making a sales call on the manager of a theater that is planning to perform three plays this season that include complicated lifting, flying, and a working trapdoor. The manager is aware of the time, labor, and monetary costs involved in staging these productions and wishes there was an easier way to produce the three plays.
During the sales presentation to the theater manager, Harris makes a strong selling point about the benefits of the Stage Technologies system. At that point, Harris should most likely:

Accepted Answer

A)  request a short break. 
B)  re-address a negative objection. 
C)  immediately move to close the sale. 
D)  ask the manager his opinion about the system. 
E)  continue moving forward with the presentation. 
A)  request a short break. 
B)  re-address a negative objection. 
C)  immediately move to close the sale. 
D)  ask the manager his opinion about the system. 
E)  continue moving forward with the presentation.

Question 14

The buying center comprises all of the people performing different roles in the buying process based on their expertise and responsibilities within their organization.

Accepted Answer

A) True 
 B)False

Question 15

Benefit selling is often referred to as:

Accepted Answer

A)  stimulus-response selling. 
B)  FAB selling. 
C)  perception-based selling. 
D)  need/want identification. 
E)  cognitive learning. 
A)  stimulus-response selling. 
B)  FAB selling. 
C)  perception-based selling. 
D)  need/want identification. 
E)  cognitive learning.

Question 16

Since salespeople help their prospects make the choice to buy or not buy a product, it is important for salespeople to understand:

Accepted Answer

A)  the various factors that can influence a buyer's decision. 
B)  how to encourage customers to experience purchase dissonance. 
C)  the material taught in advanced psychology classes. 
D)  all that is involved in the psychological processes a buyer goes through in making a purchase decision. 
E)  the buyer's general buying needs. 
A)  the various factors that can influence a buyer's decision. 
B)  how to encourage customers to experience purchase dissonance. 
C)  the material taught in advanced psychology classes. 
D)  all that is involved in the psychological processes a buyer goes through in making a purchase decision. 
E)  the buyer's general buying needs.

Question 17

What are three common psychological buying needs?

Accepted Answer

Comfort, pleasure, s

Question 18

The statement, "The black, rectangular Intech ThinkPad has a red tracking ball and a multicolored Intech logo set at 35 degrees in the lower right corner," is an example of a(n):

Accepted Answer

A)  product benefit. 
B)  market need. 
C)  product advantage. 
D)  segmentation variable. 
E)  product feature. 
A)  product benefit. 
B)  market need. 
C)  product advantage. 
D)  segmentation variable. 
E)  product feature.

Question 19

A prospect internalizes the information presented by a salesperson and then makes a buying decision. Because we cannot see into the buyer's mind, this internalization process is referred to as a(n):

Accepted Answer

A)  black hole. 
B)  suppressed representation. 
C)  mirage. 
D)  black box. 
E)  echo chamber. 
A)  black hole. 
B)  suppressed representation. 
C)  mirage. 
D)  black box. 
E)  echo chamber.

Question 20

During the ________ phase of the buying decision process, the buyer rates her preferences among products she is considering.

Accepted Answer

A)  need arousal 
B)  information collection 
C)  information evaluation 
D)  purchase evaluation 
E)  alternative selection 
A)  need arousal 
B)  information collection 
C)  information evaluation 
D)  purchase evaluation 
E)  alternative selection

When during the sales presentation should the salesperson use a trial close?

A product benefit is defined as a:

You can help the buyer be satisfied with the product through continually reinforcing buyers' decisions by reminding them how well the product actually fulfills their needs.

After the dentist spent almost $600 to purchase the Apollo Whitening System to use with patients who want their teeth bleached, he learned that a more efficient system with fewer potential side effects was available for $400. From this information you know the dentist most likely experienced:

Why is it important to emphasize benefits to a prospective buyer?

The size, color, and price of a product are all examples of product benefits.

Which of the following would be the LEAST effective trial close question?

Which of the following purchases would most likely involve extensive decision making?

The statement "Instant rice cooks in half the time of regular rice," is an example of a:

"The Musica player gives you up to 50 hours of audio playback, which is 10 hours more than any other player available in the current market." This statement describes a product:

At the ________ level of need awareness, the consumer may not be sure why he/she wants to buy a product, but will go ahead with the purchase anyway.

In what order are the feature, advantage, and benefit presented in the following statement? "This television's solid-state design produces a more vivid picture that will make your television viewing more enjoyable."

The buying center comprises all of the people performing different roles in the buying process based on their expertise and responsibilities within their organization.

Benefit selling is often referred to as:

Since salespeople help their prospects make the choice to buy or not buy a product, it is important for salespeople to understand:

What are three common psychological buying needs?

The statement, "The black, rectangular Intech ThinkPad has a red tracking ball and a multicolored Intech logo set at 35 degrees in the lower right corner," is an example of a(n):

A prospect internalizes the information presented by a salesperson and then makes a buying decision. Because we cannot see into the buyer's mind, this internalization process is referred to as a(n):

During the ________ phase of the buying decision process, the buyer rates her preferences among products she is considering.

The Life, Times, and Career of the Professional Salesperson

Ethics First -Then Customer Relationships

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Prospectingthe Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Filters

Exam 3: The Psychology of Selling: Why People Buy

When during the sales presentation should the salesperson use a trial close?

A product benefit is defined as a:

You can help the buyer be satisfied with the product through continually reinforcing buyers' decisions by reminding them how well the product actually fulfills their needs.

After the dentist spent almost $600 to purchase the Apollo Whitening System to use with patients who want their teeth bleached, he learned that a more efficient system with fewer potential side effects was available for $400. From this information you know the dentist most likely experienced:

Why is it important to emphasize benefits to a prospective buyer?

The size, color, and price of a product are all examples of product benefits.

Which of the following would be the LEAST effective trial close question?

Which of the following purchases would most likely involve extensive decision making?

The statement "Instant rice cooks in half the time of regular rice," is an example of a:

"The Musica player gives you up to 50 hours of audio playback, which is 10 hours more than any other player available in the current market." This statement describes a product:

At the ________ level of need awareness, the consumer may not be sure why he/she wants to buy a product, but will go ahead with the purchase anyway.

In what order are the feature, advantage, and benefit presented in the following statement? "This television's solid-state design produces a more vivid picture that will make your television viewing more enjoyable."

The buying center comprises all of the people performing different roles in the buying process based on their expertise and responsibilities within their organization.

Benefit selling is often referred to as:

Since salespeople help their prospects make the choice to buy or not buy a product, it is important for salespeople to understand:

What are three common psychological buying needs?

The statement, "The black, rectangular Intech ThinkPad has a red tracking ball and a multicolored Intech logo set at 35 degrees in the lower right corner," is an example of a(n):

A prospect internalizes the information presented by a salesperson and then makes a buying decision. Because we cannot see into the buyer's mind, this internalization process is referred to as a(n):

During the ________ phase of the buying decision process, the buyer rates her preferences among products she is considering.

The Life, Times, and Career of the Professional Salesperson

Ethics First -Then Customer Relationships

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Prospectingthe Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Filters