Question 1

According to the two Ls in the SELL Sequence, a salesperson should:

Accepted Answer

A)  lead into the benefits, and let the customer talk. 
B)  limit the length of a sales presentation, and let visual aids do the talking. 
C)  learn the prospect's personality type, and let the personality type guide the closing. 
D)  limit the number of benefits, and list features at the end of the presentation. 
E)  locate the prospect's needs, and leave closing until the end of the sales presentation. 
A)  lead into the benefits, and let the customer talk. 
B)  limit the length of a sales presentation, and let visual aids do the talking. 
C)  learn the prospect's personality type, and let the personality type guide the closing. 
D)  limit the number of benefits, and list features at the end of the presentation. 
E)  locate the prospect's needs, and leave closing until the end of the sales presentation.

Question 2

Technology helps salespeople to:

Accepted Answer

A)  rely on fewer environmental signals. 
B)  identify customer personality styles. 
C)  implement frequent trial closes. 
D)  view customers as decision makers. 
E)  serve customers faster and better. 
A)  rely on fewer environmental signals. 
B)  identify customer personality styles. 
C)  implement frequent trial closes. 
D)  view customers as decision makers. 
E)  serve customers faster and better.

Question 3

What is the primary purpose of the stimulus-response model?

Accepted Answer

A)  Recognizing product benefits 
B)  Changing sales methodology 
C)  Analyzing consumer trends 
D)  Measuring sales success rates 
E)  Understanding buyer behavior 
A)  Recognizing product benefits 
B)  Changing sales methodology 
C)  Analyzing consumer trends 
D)  Measuring sales success rates 
E)  Understanding buyer behavior

Question 4

Benefits that would satisfy buyers' unimportant needs should be deemphasized in the sales presentation.

Accepted Answer

A) True 
 B)False

Question 5

The "S" in the SELL Sequence reminds the salesperson to show the benefits first.

Accepted Answer

A) True 
 B)False

Question 6

Rachel has just walked into her local Serta mattress outlet and told the salesperson, "I'd like to buy a pillow-top mattress with individually wrapped coils and a five-year warranty. What can you show me?" At what level of need awareness is Rachel?

Accepted Answer

A)  Conscious 
B)  Preconscious 
C)  Postconscious 
D)  Unconscious 
E)  Subconscious 
A)  Conscious 
B)  Preconscious 
C)  Postconscious 
D)  Unconscious 
E)  Subconscious

Question 7

The decision process ends for the buyer once a product is purchased.

Accepted Answer

A) True 
 B)False

Question 8

People with strong economic needs will consider only price in a purchase situation.

Accepted Answer

A) True 
 B)False

Question 9

Martin recently purchased a Nissan Maxima and is concerned that he may have overpaid for the car. Martin is experiencing emotional dissonance.

Accepted Answer

A) True 
 B)False

Question 10

When a consumer gives little thought or time to the purchase of a product she is in the habit of buying, she is making a(n) ________ buying decision.

Accepted Answer

A)  routine 
B)  limited 
C)  extensive 
D)  high-involvement 
E)  preconscious 
A)  routine 
B)  limited 
C)  extensive 
D)  high-involvement 
E)  preconscious

Question 11

All of the following are the appropriate times for a salesperson to use a trial close EXCEPT:

Accepted Answer

A)  after making a strong selling point in the presentation. 
B)  after the presentation. 
C)  after answering an objection. 
D)  immediately after closing the sale. 
E)  immediately before moving to close the sale. 
A)  after making a strong selling point in the presentation. 
B)  after the presentation. 
C)  after answering an objection. 
D)  immediately after closing the sale. 
E)  immediately before moving to close the sale.

Question 12

The organizational buying process is impacted by a variety of factors, including social and organizational factors but not individual factors.

Accepted Answer

A) True 
 B)False

Question 13

LeAnn, a salesperson for a home building company, has spent the last 20 minutes with a customer who came to the office. LeAnn listened carefully to the customer and asked questions about the customer's needs and interests. LeAnn has determined that the customer most likely is interested in buying a new townhome. What should LeAnn do next?

Accepted Answer

A)  Share the information with the customer on both a single family home and a townhome 
B)  Discuss the number of newly built townhomes in the area 
C)  Share the drawbacks of renting a place 
D)  Discuss the benefits of owning a newly built townhome 
E)  Determine monthly costs for buying a townhome 
A)  Share the information with the customer on both a single family home and a townhome 
B)  Discuss the number of newly built townhomes in the area 
C)  Share the drawbacks of renting a place 
D)  Discuss the benefits of owning a newly built townhome 
E)  Determine monthly costs for buying a townhome

Question 14

A sales presentation that focuses primarily on product features is highly persuasive.

Accepted Answer

A) True 
 B)False

Question 15

Four levels of need awareness have been identified-conscious, preconscious, post-conscious, and unconscious.

Accepted Answer

A) True 
 B)False

Question 16

The stimulus-response model of buyer behavior assumes a prospect will respond in some unpredictable manner to a sales presentation.

Accepted Answer

A) True 
 B)False

Question 17

During a trial close, an effective salesperson asks a prospect to purchase a product.

Accepted Answer

A) True 
 B)False

Question 18

Selena is hungry. She has learned to meet that need by seeking out the CiCi's Pizza all-you-can-eat buffet. By preferring this type of eating opportunity, Selena is satisfying a(n):

Accepted Answer

A)  belief. 
B)  perception. 
C)  want. 
D)  attitude. 
E)  opportunity. 
A)  belief. 
B)  perception. 
C)  want. 
D)  attitude. 
E)  opportunity.

Question 19

List the three levels of need awareness.

Accepted Answer

(1) Conscious, (2) p

Question 20

The statement "This chicken is quick-frozen at 30 degrees below zero," is an example of a(n):

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.

According to the two Ls in the SELL Sequence, a salesperson should:

Technology helps salespeople to:

What is the primary purpose of the stimulus-response model?

Benefits that would satisfy buyers' unimportant needs should be deemphasized in the sales presentation.

The "S" in the SELL Sequence reminds the salesperson to show the benefits first.

Rachel has just walked into her local Serta mattress outlet and told the salesperson, "I'd like to buy a pillow-top mattress with individually wrapped coils and a five-year warranty. What can you show me?" At what level of need awareness is Rachel?

The decision process ends for the buyer once a product is purchased.

People with strong economic needs will consider only price in a purchase situation.

Martin recently purchased a Nissan Maxima and is concerned that he may have overpaid for the car. Martin is experiencing emotional dissonance.

When a consumer gives little thought or time to the purchase of a product she is in the habit of buying, she is making a(n) ________ buying decision.

All of the following are the appropriate times for a salesperson to use a trial close EXCEPT:

The organizational buying process is impacted by a variety of factors, including social and organizational factors but not individual factors.

A sales presentation that focuses primarily on product features is highly persuasive.

Four levels of need awareness have been identified-conscious, preconscious, post-conscious, and unconscious.

The stimulus-response model of buyer behavior assumes a prospect will respond in some unpredictable manner to a sales presentation.

During a trial close, an effective salesperson asks a prospect to purchase a product.

Selena is hungry. She has learned to meet that need by seeking out the CiCi's Pizza all-you-can-eat buffet. By preferring this type of eating opportunity, Selena is satisfying a(n):

List the three levels of need awareness.

The statement "This chicken is quick-frozen at 30 degrees below zero," is an example of a(n):

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

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Exam 3: The Psychology of Selling: Why People Buy

According to the two Ls in the SELL Sequence, a salesperson should:

Technology helps salespeople to:

What is the primary purpose of the stimulus-response model?

Benefits that would satisfy buyers' unimportant needs should be deemphasized in the sales presentation.

The "S" in the SELL Sequence reminds the salesperson to show the benefits first.

Rachel has just walked into her local Serta mattress outlet and told the salesperson, "I'd like to buy a pillow-top mattress with individually wrapped coils and a five-year warranty. What can you show me?" At what level of need awareness is Rachel?

The decision process ends for the buyer once a product is purchased.

People with strong economic needs will consider only price in a purchase situation.

Martin recently purchased a Nissan Maxima and is concerned that he may have overpaid for the car. Martin is experiencing emotional dissonance.

When a consumer gives little thought or time to the purchase of a product she is in the habit of buying, she is making a(n) ________ buying decision.

All of the following are the appropriate times for a salesperson to use a trial close EXCEPT:

The organizational buying process is impacted by a variety of factors, including social and organizational factors but not individual factors.

A sales presentation that focuses primarily on product features is highly persuasive.

Four levels of need awareness have been identified-conscious, preconscious, post-conscious, and unconscious.

The stimulus-response model of buyer behavior assumes a prospect will respond in some unpredictable manner to a sales presentation.

During a trial close, an effective salesperson asks a prospect to purchase a product.

Selena is hungry. She has learned to meet that need by seeking out the CiCi's Pizza all-you-can-eat buffet. By preferring this type of eating opportunity, Selena is satisfying a(n):

List the three levels of need awareness.

The statement "This chicken is quick-frozen at 30 degrees below zero," is an example of a(n):

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