Question 1

Consultative-style selling practices have become popular because they can be easily mastered.

Accepted Answer

A) True 
 B)False

Question 2

Preparing objectives for the sales demonstration and a plan to reach those objectives is the:

Accepted Answer

A)  product strategy 
B)  customer strategy 
C)  presentation strategy 
D)  relationship strategy 
E)  marketing strategy 
A)  product strategy 
B)  customer strategy 
C)  presentation strategy 
D)  relationship strategy 
E)  marketing strategy

Question 3

The four broad strategic areas of the Strategic/Consultative Selling Model are:

Accepted Answer

A)  connected to each other 
B)  in conflict with each other 
C)  independent of each other 
D)  not independent of each other 
E)  identical to each other 
A)  connected to each other 
B)  in conflict with each other 
C)  independent of each other 
D)  not independent of each other 
E)  identical to each other

Question 4

The evolution of strategic selling can most likely be traced to:

Accepted Answer

A)  a need to use fewer salespeople to sell more products 
B)  the growing demand for less expensive products 
C)  the need for salespeople to master sales force automation practices 
D)  new sources of raw materials 
E)  several trends that resulted in a more complex selling environment 
A)  a need to use fewer salespeople to sell more products 
B)  the growing demand for less expensive products 
C)  the need for salespeople to master sales force automation practices 
D)  new sources of raw materials 
E)  several trends that resulted in a more complex selling environment

Question 5

Typical salespeople spend about 30 percent of their time in actual face-to-face selling situations.

Accepted Answer

A) True 
 B)False

Question 6

The effective exchange of information is the foundation of most economic transactions.This is known as:

Accepted Answer

A)  exchange theory 
B)  personal selling 
C)  the value-added economy 
D)  the information economy 
E)  the post-consumer economy 
A)  exchange theory 
B)  personal selling 
C)  the value-added economy 
D)  the information economy 
E)  the post-consumer economy

Question 7

A company has developed a calendar/messaging/paperwork center that helps working mothers organize their families' schedules and paperwork. All the mothers who have tried it have loved it, and it is priced comparably to normal planners, although it offers much more.
-How can a salesperson add value to the transaction for a retail outlet buying the organizers to resell to customers?

Accepted Answer

A)  by giving the outlet the same price rival calendars charge 
B)  by helping the outlet place the order for the organizers 
C)  by providing a free display stand and benefits list to outlets to help them sell 
D)  by delivering the organizers to the outlets 
E)  by penalizing outlets that do not sell many organizers with a smaller discount off retail price 
A)  by giving the outlet the same price rival calendars charge 
B)  by helping the outlet place the order for the organizers 
C)  by providing a free display stand and benefits list to outlets to help them sell 
D)  by delivering the organizers to the outlets 
E)  by penalizing outlets that do not sell many organizers with a smaller discount off retail price

Consultative-style selling practices have become popular because they can be easily mastered.

Preparing objectives for the sales demonstration and a plan to reach those objectives is the:

The four broad strategic areas of the Strategic/Consultative Selling Model are:

The evolution of strategic selling can most likely be traced to:

Typical salespeople spend about 30 percent of their time in actual face-to-face selling situations.

The effective exchange of information is the foundation of most economic transactions.This is known as:

Relationship Selling Opportunities in the Information Economy

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 2: Evolution of Selling Models That Compliment the Marketing Concept

Consultative-style selling practices have become popular because they can be easily mastered.

Preparing objectives for the sales demonstration and a plan to reach those objectives is the:

The four broad strategic areas of the Strategic/Consultative Selling Model are:

The evolution of strategic selling can most likely be traced to:

Typical salespeople spend about 30 percent of their time in actual face-to-face selling situations.

The effective exchange of information is the foundation of most economic transactions.This is known as:

Relationship Selling Opportunities in the Information Economy

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