Question 1

To be successful at trust building, research indicates that salespeople should demonstrate all of the following characteristics EXCEPT

Accepted Answer

A)  salesperson orientation. 
B)  competence. 
C)  dependability. 
D)  honesty. 
E)  compatibility. 
A)  salesperson orientation. 
B)  competence. 
C)  dependability. 
D)  honesty. 
E)  compatibility.

Question 2

According to the trust-based relationship selling process framework, "assessing value and relationship performance " is a part of which component of the framework?

Accepted Answer

A)  Selling foundations 
B)  Selling strategy based on customer needs and value 
C)  Initiating customer relationships 
D)  Developing customer relationships 
E)  Enhancing customer relationships 
A)  Selling foundations 
B)  Selling strategy based on customer needs and value 
C)  Initiating customer relationships 
D)  Developing customer relationships 
E)  Enhancing customer relationships

Question 3

Which of the following is not considered a common sales dialogue?

Accepted Answer

A)  Assessing the prospective customer's situation and buying processes. 
B)  Speaking with competitors about potential customers. 
C)  Confirming the prospective customer's strategic priorities. 
D)  Negotiating an agreement to do business. 
E)  Building customer value by providing additional opportunities. 
A)  Assessing the prospective customer's situation and buying processes. 
B)  Speaking with competitors about potential customers. 
C)  Confirming the prospective customer's strategic priorities. 
D)  Negotiating an agreement to do business. 
E)  Building customer value by providing additional opportunities.

Question 4

All of the following are negative aspects of the mental states approach to personal selling EXCEPT

Accepted Answer

A)  It is largely a one-way presentation with the salesperson doing most of the talking. 
B)  It requires that salespeople listen carefully to the customer to determine what stage they are in. 
C)  Tailoring of the presentation is based on mental states rather than customer needs. 
D)  It is not customer oriented. 
E)  It may be difficult to determine in which stage a customer resides. 
A)  It is largely a one-way presentation with the salesperson doing most of the talking. 
B)  It requires that salespeople listen carefully to the customer to determine what stage they are in. 
C)  Tailoring of the presentation is based on mental states rather than customer needs. 
D)  It is not customer oriented. 
E)  It may be difficult to determine in which stage a customer resides.

Question 5

Which of the following is not one of the characteristics of trust-based relationship selling?

Accepted Answer

A)  Seeks to maximize outcomes of individual transactions. 
B)  Focuses on customer needs. 
C)  Seeks to earn customer trust. 
D)  Relies on questioning and listening to establish dialogue with customers. 
E)  Involves two-way collaborative communication between buyers and sellers. 
A)  Seeks to maximize outcomes of individual transactions. 
B)  Focuses on customer needs. 
C)  Seeks to earn customer trust. 
D)  Relies on questioning and listening to establish dialogue with customers. 
E)  Involves two-way collaborative communication between buyers and sellers.

Question 6

Sales professionalism has not been widely embraced.

Accepted Answer

A) True 
 B)False

Question 7

With transaction selling, salespeople focus on long-term relationships with customers rather than maximizing the outcomes of individual transactions.

Accepted Answer

A) True 
 B)False

Question 8

To be effective, the problem solving approach typically requires that salespeople clearly illustrate the significance of the existing problem.

Accepted Answer

A) True 
 B)False

Question 9

Transactional selling focuses more on one-way sales presentations.

Accepted Answer

A) True 
 B)False

Question 10

Salespeople who focus on gaining new customers are sometimes referred to as

Accepted Answer

A)  order-takers 
B)  missionary salespeople 
C)  detailers 
D)  merchandisers 
E)  pioneers 
A)  order-takers 
B)  missionary salespeople 
C)  detailers 
D)  merchandisers 
E)  pioneers

Question 11

Selling helps prepare individuals for management positions.

Accepted Answer

A) True 
 B)False

Question 12

Need for more customer-oriented selling is a (an)

Accepted Answer

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

Question 13

Salespeople's trustworthiness and overall reputation is easily shared within buyers' networks of professional acquaintances.

Accepted Answer

A) True 
 B)False

Question 14

____________ is a method in which salespeople furnish the stimuli (words and actions) to produce the desired response (a customer purchase).

Accepted Answer

A)  Stimulus response selling 
B)  Mental states selling 
C)  Need satisfaction selling 
D)  Problem solving selling 
E)  Continued acclamation 
A)  Stimulus response selling 
B)  Mental states selling 
C)  Need satisfaction selling 
D)  Problem solving selling 
E)  Continued acclamation

Question 15

Which of the following personal selling approaches focuses most on the buyer's needs and strategic priorities?

Accepted Answer

A)  Stimulus response 
B)  Need satisfaction 
C)  Mental states 
D)  Consultative selling 
E)  Problem solving 
A)  Stimulus response 
B)  Need satisfaction 
C)  Mental states 
D)  Consultative selling 
E)  Problem solving

Question 16

A (n) __________ is a salesperson who provides physicians, nurses, and other medical professionals with pertinent information about drugs to support the overall sales effort.

Accepted Answer

A)  hunter 
B)  pioneer 
C)  order-taker 
D)  detailer 
E)  merchandiser 
A)  hunter 
B)  pioneer 
C)  order-taker 
D)  detailer 
E)  merchandiser

Question 17

Order-takers are actively involved in adding new customers.

Accepted Answer

A) True 
 B)False

Question 18

____________ involves doing what you say you will do.

Accepted Answer

A)  Competence 
B)  Dependability 
C)  Candor 
D)  Customer comparability 
E)  Customer orientation 
A)  Competence 
B)  Dependability 
C)  Candor 
D)  Customer comparability 
E)  Customer orientation

Question 19

Sales-support personnel are generally involved in the direct solicitation of purchase orders.

Accepted Answer

A) True 
 B)False

Question 20

In their role as a communications agent, salespeople do all of the following EXCEPT

Accepted Answer

A)  serve as a communications link between customers and their employers. 
B)  provide product and marketplace information to customers. 
C)  report back to their company on competitive activity. 
D)  report back to their company on buyer preferences and ideas for new products. 
E)  stimulate sales cycles and help customers reach buying decisions. 
A)  serve as a communications link between customers and their employers. 
B)  provide product and marketplace information to customers. 
C)  report back to their company on competitive activity. 
D)  report back to their company on buyer preferences and ideas for new products. 
E)  stimulate sales cycles and help customers reach buying decisions.

To be successful at trust building, research indicates that salespeople should demonstrate all of the following characteristics EXCEPT

According to the trust-based relationship selling process framework, "assessing value and relationship performance " is a part of which component of the framework?

Which of the following is not considered a common sales dialogue?

All of the following are negative aspects of the mental states approach to personal selling EXCEPT

Which of the following is not one of the characteristics of trust-based relationship selling?

Sales professionalism has not been widely embraced.

With transaction selling, salespeople focus on long-term relationships with customers rather than maximizing the outcomes of individual transactions.

To be effective, the problem solving approach typically requires that salespeople clearly illustrate the significance of the existing problem.

Transactional selling focuses more on one-way sales presentations.

Salespeople who focus on gaining new customers are sometimes referred to as

Selling helps prepare individuals for management positions.

Need for more customer-oriented selling is a (an)

Salespeople's trustworthiness and overall reputation is easily shared within buyers' networks of professional acquaintances.

____________ is a method in which salespeople furnish the stimuli (words and actions) to produce the desired response (a customer purchase).

Which of the following personal selling approaches focuses most on the buyer's needs and strategic priorities?

A (n) __________ is a salesperson who provides physicians, nurses, and other medical professionals with pertinent information about drugs to support the overall sales effort.

Order-takers are actively involved in adding new customers.

____________ involves doing what you say you will do.

Sales-support personnel are generally involved in the direct solicitation of purchase orders.

In their role as a communications agent, salespeople do all of the following EXCEPT

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

To be successful at trust building, research indicates that salespeople should demonstrate all of the following characteristics EXCEPT

According to the trust-based relationship selling process framework, "assessing value and relationship performance " is a part of which component of the framework?

Which of the following is not considered a common sales dialogue?

All of the following are negative aspects of the mental states approach to personal selling EXCEPT

Which of the following is not one of the characteristics of trust-based relationship selling?

Sales professionalism has not been widely embraced.

With transaction selling, salespeople focus on long-term relationships with customers rather than maximizing the outcomes of individual transactions.

To be effective, the problem solving approach typically requires that salespeople clearly illustrate the significance of the existing problem.

Transactional selling focuses more on one-way sales presentations.

Salespeople who focus on gaining new customers are sometimes referred to as

Selling helps prepare individuals for management positions.

Need for more customer-oriented selling is a (an)

Salespeople's trustworthiness and overall reputation is easily shared within buyers' networks of professional acquaintances.

____________ is a method in which salespeople furnish the stimuli (words and actions) to produce the desired response (a customer purchase).

Which of the following personal selling approaches focuses most on the buyer's needs and strategic priorities?

A (n) __________ is a salesperson who provides physicians, nurses, and other medical professionals with pertinent information about drugs to support the overall sales effort.

Order-takers are actively involved in adding new customers.

____________ involves doing what you say you will do.

Sales-support personnel are generally involved in the direct solicitation of purchase orders.

In their role as a communications agent, salespeople do all of the following EXCEPT

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