Question 1

Which of the following is NOT an example of a psychological need for buying a product?

Accepted Answer

A)  Fear 
B)  Comfort or luxury 
C)  Desire for gain 
D)  Need to save money 
E)  Self-preservation 
A)  Fear 
B)  Comfort or luxury 
C)  Desire for gain 
D)  Need to save money 
E)  Self-preservation

Question 2

The city manager has to buy a replacement traffic signal with the same specifications as the other signals currently in use in the city. The manufacturer from which he purchased the last 12 signals has gone out of business and a new supplier has to be selected from a group of three possible companies. To make this purchase, the city manager will have to use ________ decision making.

Accepted Answer

A)  routine 
B)  intensive 
C)  limited 
D)  extensive 
E)  selective 
A)  routine 
B)  intensive 
C)  limited 
D)  extensive 
E)  selective

Question 3

Briefly describe the FAB selling technique. Show how a salesperson could use the FAB technique to sell a can of regular cola.

Accepted Answer

The FAB selling technique presents a pro

Question 4

The Wi-series mobile phone with touch display has an ambient light sensor that automatically adjusts brightness to suit the ambient light in your surroundings. This is a battery-saving efficiency of the Wi-series touch phone. Which of the following does this describe?

Accepted Answer

A)  Product benefit 
B)  Product advantage 
C)  Segmentation variable 
D)  Product feature 
E)  Market need 
A)  Product benefit 
B)  Product advantage 
C)  Segmentation variable 
D)  Product feature 
E)  Market need

Question 5

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.
The theater manager is very concerned about the cost and quality of the Stage Technologies system. Harris should most likely:

Accepted Answer

A)  close the deal. 
B)  address the issue. 
C)  highlight more features. 
D)  lead into product benefits. 
E)  ignore any further questions. 
A)  close the deal. 
B)  address the issue. 
C)  highlight more features. 
D)  lead into product benefits. 
E)  ignore any further questions.

Question 6

In organizational buying process, formal guidelines are not necessarily followed.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following is a false assumption made by many salespeople?

Accepted Answer

A)  Benefits are very important to buyers. 
B)  Price is the only factor in a buying decision. 
C)  Psychological factors influence buying decisions. 
D)  Wants and needs motivate buying decisions. 
E)  Unimportant benefits should be deemphasized. 
A)  Benefits are very important to buyers. 
B)  Price is the only factor in a buying decision. 
C)  Psychological factors influence buying decisions. 
D)  Wants and needs motivate buying decisions. 
E)  Unimportant benefits should be deemphasized.

Question 8

Which of the following is an example of a product feature?

Accepted Answer

A)  "This bureau comes in cherry, walnut, and mahogany finishes." 
B)  "If you stock our line of bakery products, more customers will be drawn into your store." 
C)  "Consumers prefer our line of toothbrushes 2 to l over competing brands." 
D)  "This automatic lawn sprinkling system will save you three hours a week." 
E)  "This car model will save you $25 a week for gas." 
A)  "This bureau comes in cherry, walnut, and mahogany finishes." 
B)  "If you stock our line of bakery products, more customers will be drawn into your store." 
C)  "Consumers prefer our line of toothbrushes 2 to l over competing brands." 
D)  "This automatic lawn sprinkling system will save you three hours a week." 
E)  "This car model will save you $25 a week for gas."

Question 9

All of the following hold true of extensive decision making EXCEPT:

Accepted Answer

A)  the buyer believes there is more at stake relative to other buying decisions. 
B)  the buyer may become confused during the decision-making process. 
C)  the buyer is highly involved in the buying decision. 
D)  the buyer is often unfamiliar with the brand or product. 
E)  the buyer gives little or no thought to the purchase. 
A)  the buyer believes there is more at stake relative to other buying decisions. 
B)  the buyer may become confused during the decision-making process. 
C)  the buyer is highly involved in the buying decision. 
D)  the buyer is often unfamiliar with the brand or product. 
E)  the buyer gives little or no thought to the purchase.

Question 10

A feature is the performance characteristic of a product that describes how it will help the buyer.

Accepted Answer

A) True 
 B)False

Question 11

The easiest type of person to sell a product to is a buyer who is at the unconscious need level.

Accepted Answer

A) True 
 B)False

Question 12

A product feature is defined as:

Accepted Answer

A)  a performance characteristic of a product. 
B)  a characteristic of the product that is not special enough to be called a benefit. 
C)  a favorable result the buyer receives from use of the product. 
D)  a way in which the product will help the buyer. 
E)  any physical characteristic of a product. 
A)  a performance characteristic of a product. 
B)  a characteristic of the product that is not special enough to be called a benefit. 
C)  a favorable result the buyer receives from use of the product. 
D)  a way in which the product will help the buyer. 
E)  any physical characteristic of a product.

Question 13

________ is defined as the tension the mother feels over whether she made the right decision when she purchased the least expensive bicycle helmet and protective pads for her young son who is just learning how to ride a bike.

Accepted Answer

A)  Post purchase evaluation 
B)  Dissatisfaction 
C)  Purchase dissonance 
D)  Satisfaction 
E)  Purchase evaluation 
A)  Post purchase evaluation 
B)  Dissatisfaction 
C)  Purchase dissonance 
D)  Satisfaction 
E)  Purchase evaluation

Question 14

During a sales presentation, the salesperson must be prepared to correct a negative impression the prospect may have about a product. Thus, a salesperson should most likely do all of the following EXCEPT:

Accepted Answer

A)  alter the importance of the attributes. 
B)  highlight unnoticed product attributes. 
C)  alter the prospect's beliefs about the product. 
D)  change the person's search for an ideal product into a realistic product. 
E)  emphasize the importance a prospect attaches to a product's high price. 
A)  alter the importance of the attributes. 
B)  highlight unnoticed product attributes. 
C)  alter the prospect's beliefs about the product. 
D)  change the person's search for an ideal product into a realistic product. 
E)  emphasize the importance a prospect attaches to a product's high price.

Question 15

The trial close allows the salesperson to determine whether the:

Accepted Answer

A)  prospect likes the features and benefits of the product. 
B)  salesperson will meet his/her sales quota. 
C)  salesperson should use one-way communication. 
D)  salesperson should use a memorized sales presentation. 
E)  salesperson should answer any objections. 
A)  prospect likes the features and benefits of the product. 
B)  salesperson will meet his/her sales quota. 
C)  salesperson should use one-way communication. 
D)  salesperson should use a memorized sales presentation. 
E)  salesperson should answer any objections.

Question 16

What is the final stage of the consumer buying decision process?

Accepted Answer

Post purch

Question 17

Frank, a commercial-grade air conditioning salesperson, is giving a sales presentation to a construction company using the SELL Sequence. Which statement provides the benefits of Frank's product?

Accepted Answer

A)  Our units are made of high-grade stainless steel. 
B)  Our units are backed by 15-year warranties. 
C)  Our units have high energy-efficiency ratings. 
D)  Our units will save you 10% in energy costs. 
E)  Our units use less energy than others. 
A)  Our units are made of high-grade stainless steel. 
B)  Our units are backed by 15-year warranties. 
C)  Our units have high energy-efficiency ratings. 
D)  Our units will save you 10% in energy costs. 
E)  Our units use less energy than others.

Question 18

Salespeople use the SELL Sequence to:

Accepted Answer

A)  adapt a sales presentation to the prospect's personality type. 
B)  remember what to emphasize during sales presentations. 
C)  handle consumer objections gracefully and quickly. 
D)  respond to distractions during sales presentations. 
E)  measure the success rate of sales personnel. 
A)  adapt a sales presentation to the prospect's personality type. 
B)  remember what to emphasize during sales presentations. 
C)  handle consumer objections gracefully and quickly. 
D)  respond to distractions during sales presentations. 
E)  measure the success rate of sales personnel.

Question 19

According to the consumer buying decision process, need arousal is immediately followed by information evaluation.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following is NOT a step in organizational buying process?

Accepted Answer

A)  Establish the decision criteria 
B)  Define the problem 
C)  Identify decision makers 
D)  Evaluate alternatives 
E)  Select appropriate solution 
A)  Establish the decision criteria 
B)  Define the problem 
C)  Identify decision makers 
D)  Evaluate alternatives 
E)  Select appropriate solution

Which of the following is NOT an example of a psychological need for buying a product?

Briefly describe the FAB selling technique. Show how a salesperson could use the FAB technique to sell a can of regular cola.

The Wi-series mobile phone with touch display has an ambient light sensor that automatically adjusts brightness to suit the ambient light in your surroundings. This is a battery-saving efficiency of the Wi-series touch phone. Which of the following does this describe?

In organizational buying process, formal guidelines are not necessarily followed.

Which of the following is a false assumption made by many salespeople?

Which of the following is an example of a product feature?

All of the following hold true of extensive decision making EXCEPT:

A feature is the performance characteristic of a product that describes how it will help the buyer.

The easiest type of person to sell a product to is a buyer who is at the unconscious need level.

A product feature is defined as:

________ is defined as the tension the mother feels over whether she made the right decision when she purchased the least expensive bicycle helmet and protective pads for her young son who is just learning how to ride a bike.

During a sales presentation, the salesperson must be prepared to correct a negative impression the prospect may have about a product. Thus, a salesperson should most likely do all of the following EXCEPT:

The trial close allows the salesperson to determine whether the:

What is the final stage of the consumer buying decision process?

Frank, a commercial-grade air conditioning salesperson, is giving a sales presentation to a construction company using the SELL Sequence. Which statement provides the benefits of Frank's product?

Salespeople use the SELL Sequence to:

According to the consumer buying decision process, need arousal is immediately followed by information evaluation.

Which of the following is NOT a step in organizational buying process?

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

Which of the following is NOT an example of a psychological need for buying a product?

Briefly describe the FAB selling technique. Show how a salesperson could use the FAB technique to sell a can of regular cola.

The Wi-series mobile phone with touch display has an ambient light sensor that automatically adjusts brightness to suit the ambient light in your surroundings. This is a battery-saving efficiency of the Wi-series touch phone. Which of the following does this describe?

In organizational buying process, formal guidelines are not necessarily followed.

Which of the following is a false assumption made by many salespeople?

Which of the following is an example of a product feature?

All of the following hold true of extensive decision making EXCEPT:

A feature is the performance characteristic of a product that describes how it will help the buyer.

The easiest type of person to sell a product to is a buyer who is at the unconscious need level.

A product feature is defined as:

________ is defined as the tension the mother feels over whether she made the right decision when she purchased the least expensive bicycle helmet and protective pads for her young son who is just learning how to ride a bike.

During a sales presentation, the salesperson must be prepared to correct a negative impression the prospect may have about a product. Thus, a salesperson should most likely do all of the following EXCEPT:

The trial close allows the salesperson to determine whether the:

What is the final stage of the consumer buying decision process?

Frank, a commercial-grade air conditioning salesperson, is giving a sales presentation to a construction company using the SELL Sequence. Which statement provides the benefits of Frank's product?

Salespeople use the SELL Sequence to:

According to the consumer buying decision process, need arousal is immediately followed by information evaluation.

Which of the following is NOT a step in organizational buying process?

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