Question 1

Born salespeople have an advantage over people who learn selling skills through training.

Accepted Answer

A) True 
 B)False

Question 2

Salespeople are most likely considered knowledge workers because they:

Accepted Answer

A)  position and lay out information in a way that helps buyers understand it 
B)  gain knowledge of the product before they can sell it 
C)  repeat a script that they are given by their managers 
D)  develop an understanding of the best practices of sales 
E)  create products themselves before they sell them 
A)  position and lay out information in a way that helps buyers understand it 
B)  gain knowledge of the product before they can sell it 
C)  repeat a script that they are given by their managers 
D)  develop an understanding of the best practices of sales 
E)  create products themselves before they sell them

Question 3

A start-up has developed a business-to-business product that allows for integration of inventory, billing, shipping, teleconferencing, and webinar functions. This allows salespeople to demonstrate, check inventory, close a sale, and ship the product during a presentation with the client in person or by webinar.
-The customer service representatives employed by the company for after-sales support are likely to need:

Accepted Answer

A)  training to learn to speak standard American English and lose accents they have 
B)  to be instructed in basic telephone manners and standards of politeness 
C)  mileage allowances for the time they will spend visiting client sites to physically install the software 
D)  special sales skills that allow them to close particularly difficult sales 
E)  specialized technical skills to assist customer companies in installing and implementing the software 
A)  training to learn to speak standard American English and lose accents they have 
B)  to be instructed in basic telephone manners and standards of politeness 
C)  mileage allowances for the time they will spend visiting client sites to physically install the software 
D)  special sales skills that allow them to close particularly difficult sales 
E)  specialized technical skills to assist customer companies in installing and implementing the software

Question 4

Knowledge workers are people who succeed by adding value to information.

Accepted Answer

A) True 
 B)False

Question 5

Network (multilevel)marketing is different from traditional sales in that it:

Accepted Answer

A)  creates a pyramid with the CEO at the top and the salespeople at the bottom 
B)  eschews growth of the salesforce for a given product 
C)  relies on an interconnected network of independent salespeople to sell the product directly 
D)  focuses on paid advertising instead of word-of-mouth publicity 
E)  allies itself with competing products and service providers 
A)  creates a pyramid with the CEO at the top and the salespeople at the bottom 
B)  eschews growth of the salesforce for a given product 
C)  relies on an interconnected network of independent salespeople to sell the product directly 
D)  focuses on paid advertising instead of word-of-mouth publicity 
E)  allies itself with competing products and service providers

Question 6

Ray Sanchez began as a junior sales rep at industrial products maker DECA Corporation 10 years ago, and has worked his way up steadily to Senior Regional Sales Director for the entire Southwest region. He is good at his job, and his greatest personal satisfaction-also the cause of his steady rise in the company-is his ability to understand customers and their needs and to sell them appropriate solutions. As a manager and now Senior Regional Director, Sanchez injects his department with this same commitment to understanding the customer's needs as the key to long-term, profitable sales relationships.
-To become a successful salesperson,Sanchez had to adopt a personal selling philosophy.Which of the three prescriptions of that philosophy is not only a mindset but a skill that he has practiced and honed to become successful?

Accepted Answer

A)  adopt the marketing concept 
B)  value personal selling 
C)  assume the role of problem solver or partner in helping customers make informed and intelligent buying decisions 
D)  focus on product knowledge and everything else will follow 
E)  develop the ability to create rapport with customers so they are buying from a friend 
A)  adopt the marketing concept 
B)  value personal selling 
C)  assume the role of problem solver or partner in helping customers make informed and intelligent buying decisions 
D)  focus on product knowledge and everything else will follow 
E)  develop the ability to create rapport with customers so they are buying from a friend

Question 7

The growth rate for service companies continues to be much higher than the growth rate for companies that are product-led.

Accepted Answer

A) True 
 B)False

Born salespeople have an advantage over people who learn selling skills through training.

Salespeople are most likely considered knowledge workers because they:

Knowledge workers are people who succeed by adding value to information.

Network (multilevel)marketing is different from traditional sales in that it:

The growth rate for service companies continues to be much higher than the growth rate for companies that are product-led.

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

Filters

Exam 1: Relationship Selling Opportunities in the Information Economy

Born salespeople have an advantage over people who learn selling skills through training.

Salespeople are most likely considered knowledge workers because they:

Knowledge workers are people who succeed by adding value to information.

Network (multilevel)marketing is different from traditional sales in that it:

The growth rate for service companies continues to be much higher than the growth rate for companies that are product-led.

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

Filters