Question 1

Consumer buying process is often impacted by individual's emotions.

Accepted Answer

A) True 
 B)False

Question 2

The owner of a catering company recently bought a new heavy-duty electric mixer. She had high expectations for the new mixer and paid "top dollar" to get the accessories on her mixer that she considered important. After owning the machine for two weeks, the caterer feels she has received even more benefits from the purchase of this mixer than she expected. Because of this result, the product can be said to have caused:

Accepted Answer

A)  prepurchase behavior. 
B)  purchase satisfaction. 
C)  dissatisfaction. 
D)  dissonance. 
E)  prepurchase evaluation. 
A)  prepurchase behavior. 
B)  purchase satisfaction. 
C)  dissatisfaction. 
D)  dissonance. 
E)  prepurchase evaluation.

Question 3

A high-involvement type of purchase typically requires routine decision making.

Accepted Answer

A) True 
 B)False

Question 4

Before developing a sales presentation, a salesperson should consider what psychological factors may influence the buyer's decision.

Accepted Answer

A) True 
 B)False

Question 5

Two ways a salesperson can ________ is to show the buyer how to properly use the product and to make realistic claims about the product.

Accepted Answer

A)  reduce satisfaction 
B)  lower the buyer's level of dissonance 
C)  increase dissatisfaction 
D)  reduce routine decision making 
E)  modify selective retention 
A)  reduce satisfaction 
B)  lower the buyer's level of dissonance 
C)  increase dissatisfaction 
D)  reduce routine decision making 
E)  modify selective retention

Question 6

The statement "You won't have to stop at the gas station as frequently with our full-size truck," is an example of a(n):

Accepted Answer

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

Question 7

Which of the following statement regarding organizational buying is most likely to be incorrect?

Accepted Answer

A)  Organizational buyers tend to focus on very rational goals such as reducing expenses or increasing sales 
B)  The buying process involves many individuals, multiple goals, and potentially conflicting decision criteria 
C)  Organizational buyers almost always make very quick decisions 
D)  An organizational buying situation begins when the firm perceives a business problem 
E)  Establishing the decision criteria is an important step in organizational buying process 
A)  Organizational buyers tend to focus on very rational goals such as reducing expenses or increasing sales 
B)  The buying process involves many individuals, multiple goals, and potentially conflicting decision criteria 
C)  Organizational buyers almost always make very quick decisions 
D)  An organizational buying situation begins when the firm perceives a business problem 
E)  Establishing the decision criteria is an important step in organizational buying process

Question 8

The statement "The new Maytag washer saves you time, work, and money," is an example of a(n):

Accepted Answer

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

Question 9

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 most likely at the:

Accepted Answer

A)  unconscious level and will be a difficult sell. 
B)  preconscious level and will require a lengthy sales presentation. 
C)  routine decision level and anxious about the purchase. 
D)  conscious level and easy to sell to. 
E)  routine decision level with few objections. 
A)  unconscious level and will be a difficult sell. 
B)  preconscious level and will require a lengthy sales presentation. 
C)  routine decision level and anxious about the purchase. 
D)  conscious level and easy to sell to. 
E)  routine decision level with few objections.

Question 10

In the SELL Sequence, the final step involves asking for feedback from the prospect and conducting a trial close.

Accepted Answer

A) True 
 B)False

Question 11

For most people, purchasing a house or a car demands extensive decision making.

Accepted Answer

A) True 
 B)False

Question 12

The "E" in the SELL Sequence reminds the salesperson to:

Accepted Answer

A)  enlist the help of visual aids. 
B)  explain the product's advantage. 
C)  exploit your opportunity to sell. 
D)  encounter a prospect anywhere you can. 
E)  elevate your company's brand image. 
A)  enlist the help of visual aids. 
B)  explain the product's advantage. 
C)  exploit your opportunity to sell. 
D)  encounter a prospect anywhere you can. 
E)  elevate your company's brand image.

Question 13

One way to remember to incorporate a trial close into your presentation is the FAB Sequence.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following is an example of a social force that could influence consumers' buying behaviors?

Accepted Answer

A)  Situation 
B)  Past experiences 
C)  Perception 
D)  Income 
E)  Family 
A)  Situation 
B)  Past experiences 
C)  Perception 
D)  Income 
E)  Family

Question 15

One way to remember to incorporate a trial close into the sales presentation is the SELL Sequence. What does each letter in the word sell stand for?

Accepted Answer

By remembering the word sell,

Question 16

Ladell is excited because a prospect has just signed a purchasing agreement for the biggest sale Ladell has made in his two-year sales career. Ladell is obviously happy as he sits across the desk from his newest customer. What should Ladell do now?

Accepted Answer

A)  Discuss the buyer's expectations concerning a delivery schedule of the product. 
B)  Stop talking about the product ordered and leave his customer's office. 
C)  Invite the prospect out for a meal. 
D)  Discuss his company's payment expectations. 
E)  Discuss the buyer's expectations for the product. 
A)  Discuss the buyer's expectations concerning a delivery schedule of the product. 
B)  Stop talking about the product ordered and leave his customer's office. 
C)  Invite the prospect out for a meal. 
D)  Discuss his company's payment expectations. 
E)  Discuss the buyer's expectations for the product.

Question 17

Christine has just answered a prospect's question about some negative publicity her product received. To find out if her prospect has any more objections with which she should deal, Christine should:

Accepted Answer

A)  use a trial close. 
B)  hand her catalog to the prospect. 
C)  begin her demonstration. 
D)  use the questions approach. 
E)  lead into a benefit. 
A)  use a trial close. 
B)  hand her catalog to the prospect. 
C)  begin her demonstration. 
D)  use the questions approach. 
E)  lead into a benefit.

Question 18

Differentiate between a need and a want and give an example of each.

Accepted Answer

A need results from a lack of

Question 19

Which of the following is most likely a want rather than a need?

Accepted Answer

A)  shelter 
B)  water 
C)  transportation 
D)  steak 
E)  clothing 
A)  shelter 
B)  water 
C)  transportation 
D)  steak 
E)  clothing

Question 20

According to the SELL sequence, the first thing you should do in your sales presentation is to show the advantages of your product.

Accepted Answer

A) True 
 B)False

Consumer buying process is often impacted by individual's emotions.

A high-involvement type of purchase typically requires routine decision making.

Before developing a sales presentation, a salesperson should consider what psychological factors may influence the buyer's decision.

Two ways a salesperson can ________ is to show the buyer how to properly use the product and to make realistic claims about the product.

The statement "You won't have to stop at the gas station as frequently with our full-size truck," is an example of a(n):

Which of the following statement regarding organizational buying is most likely to be incorrect?

The statement "The new Maytag washer saves you time, work, and money," is an example of a(n):

In the SELL Sequence, the final step involves asking for feedback from the prospect and conducting a trial close.

For most people, purchasing a house or a car demands extensive decision making.

The "E" in the SELL Sequence reminds the salesperson to:

One way to remember to incorporate a trial close into your presentation is the FAB Sequence.

Which of the following is an example of a social force that could influence consumers' buying behaviors?

One way to remember to incorporate a trial close into the sales presentation is the SELL Sequence. What does each letter in the word sell stand for?

Ladell is excited because a prospect has just signed a purchasing agreement for the biggest sale Ladell has made in his two-year sales career. Ladell is obviously happy as he sits across the desk from his newest customer. What should Ladell do now?

Christine has just answered a prospect's question about some negative publicity her product received. To find out if her prospect has any more objections with which she should deal, Christine should:

Differentiate between a need and a want and give an example of each.

Which of the following is most likely a want rather than a need?

According to the SELL sequence, the first thing you should do in your sales presentation is to show the advantages of your product.

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

Consumer buying process is often impacted by individual's emotions.

A high-involvement type of purchase typically requires routine decision making.

Before developing a sales presentation, a salesperson should consider what psychological factors may influence the buyer's decision.

Two ways a salesperson can ________ is to show the buyer how to properly use the product and to make realistic claims about the product.

The statement "You won't have to stop at the gas station as frequently with our full-size truck," is an example of a(n):

Which of the following statement regarding organizational buying is most likely to be incorrect?

The statement "The new Maytag washer saves you time, work, and money," is an example of a(n):

In the SELL Sequence, the final step involves asking for feedback from the prospect and conducting a trial close.

For most people, purchasing a house or a car demands extensive decision making.

The "E" in the SELL Sequence reminds the salesperson to:

One way to remember to incorporate a trial close into your presentation is the FAB Sequence.

Which of the following is an example of a social force that could influence consumers' buying behaviors?

One way to remember to incorporate a trial close into the sales presentation is the SELL Sequence. What does each letter in the word sell stand for?

Ladell is excited because a prospect has just signed a purchasing agreement for the biggest sale Ladell has made in his two-year sales career. Ladell is obviously happy as he sits across the desk from his newest customer. What should Ladell do now?

Christine has just answered a prospect's question about some negative publicity her product received. To find out if her prospect has any more objections with which she should deal, Christine should:

Differentiate between a need and a want and give an example of each.

Which of the following is most likely a want rather than a need?

According to the SELL sequence, the first thing you should do in your sales presentation is to show the advantages of your product.

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