Question 1

Consultative selling often requires that the salesperson be a coordinator, arranging for others in the selling company to play a role in the sales process.

Accepted Answer

A) True 
 B)False

Question 2

Salespeople can add to or detract from customer value depending on criteria such as efficiency and trustworthiness.

Accepted Answer

A) True 
 B)False

Question 3

Because salespeople often encounter buyers with different personalities, communications styles, and needs and goals, adaptive selling is an important concept.

Accepted Answer

A) True 
 B)False

Question 4

Sales dialogue involves business conversations that take place over time as salespeople attempt to initiate, develop, and enhance relationships with customers.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following is not one of the personal selling approaches outlined in the text?

Accepted Answer

A)  Stimulus-response 
B)  Needs satisfaction 
C)  Contingency selling 
D)  Mental states 
E)  Problem-solving 
A)  Stimulus-response 
B)  Needs satisfaction 
C)  Contingency selling 
D)  Mental states 
E)  Problem-solving

Question 6

Consultative selling is appropriate for all sales situations.

Accepted Answer

A) True 
 B)False

Question 7

Professional buyers like stimulus response selling.

Accepted Answer

A) True 
 B)False

Question 8

Key presentation skills include all of the following EXCEPT

Accepted Answer

A)  explaining the features and benefits of the product. 
B)  demonstrating the product. 
C)  producing additional information to reinforce claims made. 
D)  using audiovisual sales aides. 
E)  coordinating activities within the selling firm to deliver value to the customer. 
A)  explaining the features and benefits of the product. 
B)  demonstrating the product. 
C)  producing additional information to reinforce claims made. 
D)  using audiovisual sales aides. 
E)  coordinating activities within the selling firm to deliver value to the customer.

Question 9

A customer orientation can be demonstrated, in part, by preventing and correcting customer problems.

Accepted Answer

A) True 
 B)False

Question 10

Which one of the following is not a stage in the SPIN selling technique?

Accepted Answer

A)  Investigate the customer's situation. 
B)  Determine the customer's problem. 
C)  Discuss implications of the problem if it is left unattended. 
D)  Show how the salesperson's offering can solve the problem. 
E)  Follow up the sale with additional product offerings. 
A)  Investigate the customer's situation. 
B)  Determine the customer's problem. 
C)  Discuss implications of the problem if it is left unattended. 
D)  Show how the salesperson's offering can solve the problem. 
E)  Follow up the sale with additional product offerings.

Question 11

All of the following are characteristics of personal selling except

Accepted Answer

A)  the pay is good. 
B)  salespeople work independently. 
C)  sales positions offer little job variety. 
D)  selling helps prepare individuals for management positions. 
E)  salespeople get immediate feedback in terms of job performance. 
A)  the pay is good. 
B)  salespeople work independently. 
C)  sales positions offer little job variety. 
D)  selling helps prepare individuals for management positions. 
E)  salespeople get immediate feedback in terms of job performance.

Question 12

Stimulus response selling is essentially a sequential approach to selling in which the salesperson leads the customer through stages in the buying process.

Accepted Answer

A) True 
 B)False

Question 13

Customers appreciate the need satisfaction selling approach as they feel that their point of view and unique circumstances are being addressed.

Accepted Answer

A) True 
 B)False

Question 14

Increasing the efficiency and effectiveness of sales operations is a (an)

Accepted Answer

A)  complexity issue. 
B)  accountability issue. 
C)  adaptability issue. 
D)  collaboration issue. 
E)  commitment issue. 
A)  complexity issue. 
B)  accountability issue. 
C)  adaptability issue. 
D)  collaboration issue. 
E)  commitment issue.

Question 15

Which one of the following is not true regarding consultative selling?

Accepted Answer

A)  It requires the salesperson be an expert on the customer's business, competitors, and market developments. 
B)  It is appropriate for all sales situations. 
C)  It focuses on achieving strategic goals of customers. 
D)  It often requires that the salesperson be a coordinator, arranging for others in the selling company to play a role in the sales process. 
E)  It requires a commitment to being partners with customers over a long time horizon rather than being focused on making short-term sales. 
A)  It requires the salesperson be an expert on the customer's business, competitors, and market developments. 
B)  It is appropriate for all sales situations. 
C)  It focuses on achieving strategic goals of customers. 
D)  It often requires that the salesperson be a coordinator, arranging for others in the selling company to play a role in the sales process. 
E)  It requires a commitment to being partners with customers over a long time horizon rather than being focused on making short-term sales.

Question 16

The particular knowledge and skill components required for successful selling will be somewhat dependent on the sales situation.

Accepted Answer

A) True 
 B)False

Question 17

A pioneer's task involves adding new customers.

Accepted Answer

A) True 
 B)False

Question 18

The same sales knowledge and skills are required of salespeople regardless of the situation.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following are characteristics of sales professionalism?

Accepted Answer

A)  It requires a customer orientation. 
B)  It involves the use of truthful, non-manipulative sales strategies. 
C)  It requires that salespeople work from a dynamic, ever-changing knowledge base. 
D)  It focuses on satisfying the long-term needs of customers and the selling firm. 
E)  All of the above are characteristics of sales professionalism. 
A)  It requires a customer orientation. 
B)  It involves the use of truthful, non-manipulative sales strategies. 
C)  It requires that salespeople work from a dynamic, ever-changing knowledge base. 
D)  It focuses on satisfying the long-term needs of customers and the selling firm. 
E)  All of the above are characteristics of sales professionalism.

Question 20

With communications technology making salespeople's actions more transparent, being trustworthy is more important than ever for sales success.

Accepted Answer

A) True 
 B)False

Consultative selling often requires that the salesperson be a coordinator, arranging for others in the selling company to play a role in the sales process.

Salespeople can add to or detract from customer value depending on criteria such as efficiency and trustworthiness.

Because salespeople often encounter buyers with different personalities, communications styles, and needs and goals, adaptive selling is an important concept.

Sales dialogue involves business conversations that take place over time as salespeople attempt to initiate, develop, and enhance relationships with customers.

Which of the following is not one of the personal selling approaches outlined in the text?

Consultative selling is appropriate for all sales situations.

Professional buyers like stimulus response selling.

Key presentation skills include all of the following EXCEPT

A customer orientation can be demonstrated, in part, by preventing and correcting customer problems.

Which one of the following is not a stage in the SPIN selling technique?

All of the following are characteristics of personal selling except

Stimulus response selling is essentially a sequential approach to selling in which the salesperson leads the customer through stages in the buying process.

Customers appreciate the need satisfaction selling approach as they feel that their point of view and unique circumstances are being addressed.

Increasing the efficiency and effectiveness of sales operations is a (an)

Which one of the following is not true regarding consultative selling?

The particular knowledge and skill components required for successful selling will be somewhat dependent on the sales situation.

A pioneer's task involves adding new customers.

The same sales knowledge and skills are required of salespeople regardless of the situation.

Which of the following are characteristics of sales professionalism?

With communications technology making salespeople's actions more transparent, being trustworthy is more important than ever for sales success.

Organizational Strategies and the Sales Function

Sales Organization Structure and Salesforce Deployment

Acquiring Sales Talent: Recruitment and Selection

Continual Development of the Salesforce:

Sales Leadership, Management, and Supervision

Motivation and Reward System Management

Evaluating the Effectiveness of the Organization

Evaluating the Performance of Salespeople

Developing Forecasts

Filters

Exam 1: Overview of Personal Selling

Consultative selling often requires that the salesperson be a coordinator, arranging for others in the selling company to play a role in the sales process.

Salespeople can add to or detract from customer value depending on criteria such as efficiency and trustworthiness.

Because salespeople often encounter buyers with different personalities, communications styles, and needs and goals, adaptive selling is an important concept.

Sales dialogue involves business conversations that take place over time as salespeople attempt to initiate, develop, and enhance relationships with customers.

Which of the following is not one of the personal selling approaches outlined in the text?

Consultative selling is appropriate for all sales situations.

Professional buyers like stimulus response selling.

Key presentation skills include all of the following EXCEPT

A customer orientation can be demonstrated, in part, by preventing and correcting customer problems.

Which one of the following is not a stage in the SPIN selling technique?

All of the following are characteristics of personal selling except

Stimulus response selling is essentially a sequential approach to selling in which the salesperson leads the customer through stages in the buying process.

Customers appreciate the need satisfaction selling approach as they feel that their point of view and unique circumstances are being addressed.

Increasing the efficiency and effectiveness of sales operations is a (an)

Which one of the following is not true regarding consultative selling?

The particular knowledge and skill components required for successful selling will be somewhat dependent on the sales situation.

A pioneer's task involves adding new customers.

The same sales knowledge and skills are required of salespeople regardless of the situation.

Which of the following are characteristics of sales professionalism?

With communications technology making salespeople's actions more transparent, being trustworthy is more important than ever for sales success.

Organizational Strategies and the Sales Function

Sales Organization Structure and Salesforce Deployment

Acquiring Sales Talent: Recruitment and Selection

Continual Development of the Salesforce:

Sales Leadership, Management, and Supervision

Motivation and Reward System Management

Evaluating the Effectiveness of the Organization

Evaluating the Performance of Salespeople

Developing Forecasts

Filters