Question 1

When the salesperson discusses a product's ________, he is answering the question, "What is it?"

Accepted Answer

A)  features 
B)  service records 
C)  advantages 
D)  achievements 
E)  benefits 
A)  features 
B)  service records 
C)  advantages 
D)  achievements 
E)  benefits

Question 2

The FAB selling technique is a tool for:

Accepted Answer

A)  customer needs assessment. 
B)  behavior modification. 
C)  customer retention. 
D)  benefit selling. 
E)  trial closing. 
A)  customer needs assessment. 
B)  behavior modification. 
C)  customer retention. 
D)  benefit selling. 
E)  trial closing.

Question 3

If a customer of yours is currently making a(n) ________ buying decision, you should reinforce the point that it is a correct buying decision. It is also important for you to have the product in stock.

Accepted Answer

A)  unconscious 
B)  limited 
C)  extensive 
D)  preconscious 
E)  routine 
A)  unconscious 
B)  limited 
C)  extensive 
D)  preconscious 
E)  routine

Question 4

A beneficial promotional device for a company is having its sales force help prospects and customers to evaluate products on the market.

Accepted Answer

A) True 
 B)False

Question 5

Security, comfort, self-preservation, and personal pleasure are common psychological needs of buyers.

Accepted Answer

A) True 
 B)False

Question 6

"With this tennis racquet, you'll hit harder and with less effort than other brands," is an example of a(n):

Accepted Answer

A)  product feature. 
B)  economic need. 
C)  market identifier. 
D)  product advantage. 
E)  product benefit. 
A)  product feature. 
B)  economic need. 
C)  market identifier. 
D)  product advantage. 
E)  product benefit.

Question 7

The salesperson should answer the prospect's question of "What's in it for me?" with a product advantage.

Accepted Answer

A) True 
 B)False

Question 8

The statement, "With its 25 percent market share, this is the best-selling laser printer on the market today," is an example of a(n):

Accepted Answer

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

Question 9

In what order are the feature, advantage, and benefit presented in the following statement? "This fishing trawler has a 10 percent greater capacity than boats of a similar size. It will save you at least $100 per fishing trip because it can carry more fish than other boats on the market."

Accepted Answer

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

Question 10

Which of the following statements about economic needs is true?

Accepted Answer

A)  Economic needs refer to the buyer's need to purchase the most satisfying product for the money. 
B)  Economic needs are rarely considered during times of economic recession. 
C)  Economic needs refer to the buyer's need to behave in an economically rational manner and buy the lowest priced item available. 
D)  Economic needs are unimportant to most consumers. 
E)  A product priced higher than the competition's is doomed to failure because it satisfies no economic need. 
A)  Economic needs refer to the buyer's need to purchase the most satisfying product for the money. 
B)  Economic needs are rarely considered during times of economic recession. 
C)  Economic needs refer to the buyer's need to behave in an economically rational manner and buy the lowest priced item available. 
D)  Economic needs are unimportant to most consumers. 
E)  A product priced higher than the competition's is doomed to failure because it satisfies no economic need.

Question 11

The underlying component of a successful sales presentation is:

Accepted Answer

A)  differentiating between wants and needs. 
B)  utilizing statistical information as support. 
C)  identifying important product advantages. 
D)  explaining product features clearly. 
E)  determining the customer's needs. 
A)  differentiating between wants and needs. 
B)  utilizing statistical information as support. 
C)  identifying important product advantages. 
D)  explaining product features clearly. 
E)  determining the customer's needs.

Question 12

The ________ model of buyer behavior assumes a prospect will respond to the sales presentation in some predictable manner.

Accepted Answer

A)  perceptual 
B)  stimulus-response 
C)  buying process 
D)  FAB 
E)  needs hierarchy 
A)  perceptual 
B)  stimulus-response 
C)  buying process 
D)  FAB 
E)  needs hierarchy

Question 13

Differentiate between consumer buying and organizational buying and give an example of each.

Accepted Answer

Consumer buying refers to the purchasing

Question 14

At the unconscious need level, people do not know why they buy a product-only that they do buy.

Accepted Answer

A) True 
 B)False

Question 15

"The Ultra Black Label series is a premium mobile phone made out of real stainless steel and complemented by multi-angle vision technology. This advanced technology allows you to view the screen contents from different angles. With the Ultra phone, you'll always be able to view the display and will never be out of touch." In what order are the features, benefits, and advantages presented in the statement?

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 16

During a trial close, a salesperson should learn whether the:

Accepted Answer

A)  competitor's product is better. 
B)  product is functioning as expected. 
C)  prospect likes the product's benefits. 
D)  price of the product is fair. 
E)  prospect seeks self-preservation. 
A)  competitor's product is better. 
B)  product is functioning as expected. 
C)  prospect likes the product's benefits. 
D)  price of the product is fair. 
E)  prospect seeks self-preservation.

Question 17

The SELL Sequence should be used:

Accepted Answer

A)  only at the end of the sales presentation. 
B)  prior to each trial close. 
C)  in the preapproach only. 
D)  to modify buying needs. 
E)  throughout the sales presentation. 
A)  only at the end of the sales presentation. 
B)  prior to each trial close. 
C)  in the preapproach only. 
D)  to modify buying needs. 
E)  throughout the sales presentation.

Question 18

Describe the three stages in the stimulus-response model of buyer behavior.

Accepted Answer

The first stage is the stimulus, which i

Question 19

According to the text, sales will increase if a sales presentation stresses:

Accepted Answer

A)  benefits important to the prospect. 
B)  unique product features. 
C)  physical and performance characteristics. 
D)  long-term investment opportunities. 
E)  details of the aggregation process. 
A)  benefits important to the prospect. 
B)  unique product features. 
C)  physical and performance characteristics. 
D)  long-term investment opportunities. 
E)  details of the aggregation process.

Question 20

The easiest people to sell to are people at the ________ level of need awareness.

Accepted Answer

A)  conscious 
B)  preconscious 
C)  unconscious 
D)  subconscious 
E)  postconscious 
A)  conscious 
B)  preconscious 
C)  unconscious 
D)  subconscious 
E)  postconscious

When the salesperson discusses a product's ________, he is answering the question, "What is it?"

The FAB selling technique is a tool for:

If a customer of yours is currently making a(n) ________ buying decision, you should reinforce the point that it is a correct buying decision. It is also important for you to have the product in stock.

A beneficial promotional device for a company is having its sales force help prospects and customers to evaluate products on the market.

Security, comfort, self-preservation, and personal pleasure are common psychological needs of buyers.

"With this tennis racquet, you'll hit harder and with less effort than other brands," is an example of a(n):

The salesperson should answer the prospect's question of "What's in it for me?" with a product advantage.

The statement, "With its 25 percent market share, this is the best-selling laser printer on the market today," is an example of a(n):

In what order are the feature, advantage, and benefit presented in the following statement? "This fishing trawler has a 10 percent greater capacity than boats of a similar size. It will save you at least $100 per fishing trip because it can carry more fish than other boats on the market."

Which of the following statements about economic needs is true?

The underlying component of a successful sales presentation is:

The ________ model of buyer behavior assumes a prospect will respond to the sales presentation in some predictable manner.

Differentiate between consumer buying and organizational buying and give an example of each.

At the unconscious need level, people do not know why they buy a product-only that they do buy.

During a trial close, a salesperson should learn whether the:

The SELL Sequence should be used:

Describe the three stages in the stimulus-response model of buyer behavior.

According to the text, sales will increase if a sales presentation stresses:

The easiest people to sell to are people at the ________ level of need awareness.

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 the salesperson discusses a product's ________, he is answering the question, "What is it?"

The FAB selling technique is a tool for:

If a customer of yours is currently making a(n) ________ buying decision, you should reinforce the point that it is a correct buying decision. It is also important for you to have the product in stock.

A beneficial promotional device for a company is having its sales force help prospects and customers to evaluate products on the market.

Security, comfort, self-preservation, and personal pleasure are common psychological needs of buyers.

"With this tennis racquet, you'll hit harder and with less effort than other brands," is an example of a(n):

The salesperson should answer the prospect's question of "What's in it for me?" with a product advantage.

The statement, "With its 25 percent market share, this is the best-selling laser printer on the market today," is an example of a(n):

In what order are the feature, advantage, and benefit presented in the following statement? "This fishing trawler has a 10 percent greater capacity than boats of a similar size. It will save you at least $100 per fishing trip because it can carry more fish than other boats on the market."

Which of the following statements about economic needs is true?

The underlying component of a successful sales presentation is:

The ________ model of buyer behavior assumes a prospect will respond to the sales presentation in some predictable manner.

Differentiate between consumer buying and organizational buying and give an example of each.

At the unconscious need level, people do not know why they buy a product-only that they do buy.

During a trial close, a salesperson should learn whether the:

The SELL Sequence should be used:

Describe the three stages in the stimulus-response model of buyer behavior.

According to the text, sales will increase if a sales presentation stresses:

The easiest people to sell to are people at the ________ level of need awareness.

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