Question 1

Karen knows that the first contact between a salesperson and prospect is important.This is because:

Accepted Answer

A) once an impression has been made,it cannot be changed. 
B) it is difficult to rebound from a poor first impression. 
C) first impressions aren't really all that important. 
D) over time,your customer's impressions of you will deteriorate. 
E) customers usually have such low expectations of salespeople. 
A) once an impression has been made,it cannot be changed. 
B) it is difficult to rebound from a poor first impression. 
C) first impressions aren't really all that important. 
D) over time,your customer's impressions of you will deteriorate. 
E) customers usually have such low expectations of salespeople.

Question 2

It is important that salespeople develop a good self-concept as,once formed,it is very resistant to change.

Accepted Answer

A) True 
 B)False

Question 3

Which four key words should govern our decisions when selecting a wardrobe for sales work?

Accepted Answer

A) simplicity,appropriateness,quality and visual integrity 
B) simplicity,texture,quality and appropriateness 
C) quality,design,simplicity and appropriateness 
D) appropriateness,quality,simplicity and design 
E) color,fabric,simplicity and texture 
A) simplicity,appropriateness,quality and visual integrity 
B) simplicity,texture,quality and appropriateness 
C) quality,design,simplicity and appropriateness 
D) appropriateness,quality,simplicity and design 
E) color,fabric,simplicity and texture

Question 4

It is important that salespeople build and maintain relationships with four groups:

Accepted Answer

A) management personnel,company support staff,secondary decision makers,and customers. 
B) customers,management personnel,vendors,and secondary decision makers. 
C) customers,internal support staff,management personnel,and manufacturing representatives. 
D) management personnel,vendors,customers,and trade representatives. 
E) customer support staff,vendors,customers,and trade representatives. 
A) management personnel,company support staff,secondary decision makers,and customers. 
B) customers,management personnel,vendors,and secondary decision makers. 
C) customers,internal support staff,management personnel,and manufacturing representatives. 
D) management personnel,vendors,customers,and trade representatives. 
E) customer support staff,vendors,customers,and trade representatives.

Question 5

Win-win salespeople have adopted all of the following behaviors except:

Accepted Answer

A) help others solve their problems. 
B) let life happen to them. 
C) make life a joyous happening. 
D) fix what caused the problem. 
E) make commitments to themselves and to others and keeps them both. 
A) help others solve their problems. 
B) let life happen to them. 
C) make life a joyous happening. 
D) fix what caused the problem. 
E) make commitments to themselves and to others and keeps them both.

Question 6

The relationship strategy should be tailored to the type of customer you are working with.

Accepted Answer

A) True 
 B)False

Question 7

Sam realizes that self concept is important since it can influence the direction of his life.It can effectively:

Accepted Answer

A) set the limits of his accomplishments. 
B) overcome poor goal setting. 
C) make him more outgoing. 
D) close sales for him. 
E) replace hard work. 
A) set the limits of his accomplishments. 
B) overcome poor goal setting. 
C) make him more outgoing. 
D) close sales for him. 
E) replace hard work.

Question 8

Asking prospects about their interests is crossing the line of professional behavior.

Accepted Answer

A) True 
 B)False

Question 9

An empathizer is someone who has the ability to imagine themselves in someone else's position and understand what that person is feeling.

Accepted Answer

A) True 
 B)False

Question 10

Developing a relationship strategy for selling involves:

Accepted Answer

A) socializing with clients after business. 
B) having a production orientation. 
C) engaging in transactional selling. 
D) being on a first-name basis with clients. 
E) adopting a win-win philosophy. 
A) socializing with clients after business. 
B) having a production orientation. 
C) engaging in transactional selling. 
D) being on a first-name basis with clients. 
E) adopting a win-win philosophy.

Question 11

Proper business etiquette would include:

Accepted Answer

A) addressing a new prospect by first name. 
B) discussing business as soon as you finish the personal introductions. 
C) avoiding personal views on political and religious issues. 
D) discussing your personal views on politics in order to have an interesting conversation. 
E) answering your cell phone when in conversation with a client. 
A) addressing a new prospect by first name. 
B) discussing business as soon as you finish the personal introductions. 
C) avoiding personal views on political and religious issues. 
D) discussing your personal views on politics in order to have an interesting conversation. 
E) answering your cell phone when in conversation with a client.

Question 12

Developing a positive personal attitude,focusing on the future and developing an expertise in a selected area are ways to ________ .

Accepted Answer

improve se

Question 13

A transactional sale will need a different relationship strategy than a consultative type of a sale.

Accepted Answer

A) True 
 B)False

Question 14

When setting goals as part of the self-improvement plan,the goals should be:

Accepted Answer

A) general. 
B) focusing on strengths. 
C) focusing on self-improvement. 
D) measurable. 
E) easy to achieve. 
A) general. 
B) focusing on strengths. 
C) focusing on self-improvement. 
D) measurable. 
E) easy to achieve.

Question 15

Sondra has watched her sales figures drop over the years.She has always had great relationships with her customers.What might explain this?

Accepted Answer

A) the customers don't want a relationship,they want lowest price 
B) competitors may be developing relationships with their potential customers too 
C) global competition is changing the business environment 
D) she ignores secondary decision makers 
E) the customer are interested in transactional buying 
A) the customers don't want a relationship,they want lowest price 
B) competitors may be developing relationships with their potential customers too 
C) global competition is changing the business environment 
D) she ignores secondary decision makers 
E) the customer are interested in transactional buying

Question 16

Jason's body language such as gestures,appearance,posture etc.speaks volumes about him.These nonverbal messages are also called:

Accepted Answer

A) words. 
B) silent messages. 
C) sign language. 
D) digestive sounds. 
E) this is a meaningless term. 
A) words. 
B) silent messages. 
C) sign language. 
D) digestive sounds. 
E) this is a meaningless term.

Question 17

Which one of the following is a practical approach to improving your self-concept?

Accepted Answer

A) Remember,mistakes can always be covered up 
B) Work hard to become a good negotiator 
C) Develop expertise in selected areas 
D) Avoid the narrow focus that comes with goal setting 
E) Stay focused on past mistakes or failures 
A) Remember,mistakes can always be covered up 
B) Work hard to become a good negotiator 
C) Develop expertise in selected areas 
D) Avoid the narrow focus that comes with goal setting 
E) Stay focused on past mistakes or failures

Question 18

Relationship selling involves:

Accepted Answer

A) an approach to selling that changes according to the current ethical standards. 
B) collaborating rather than competing with competitors. 
C) building of a business relationship before building a social relationship. 
D) a style of selling that was first used successfully in the 1950s. 
E) a style of selling that favours close,trusting,and long-term relationship over the quick sell. 
A) an approach to selling that changes according to the current ethical standards. 
B) collaborating rather than competing with competitors. 
C) building of a business relationship before building a social relationship. 
D) a style of selling that was first used successfully in the 1950s. 
E) a style of selling that favours close,trusting,and long-term relationship over the quick sell.

Question 19

One disadvantage of the "I win,you win" attitude is the real danger that customers will take advantage of the salespersons fairness.

Accepted Answer

A) True 
 B)False

Question 20

A Consultative sale emphasizes all of the following except:

Accepted Answer

A) transactional selling 
B) effective communication 
C) need identification 
D) mutual trust and respect 
E) relationship building 
A) transactional selling 
B) effective communication 
C) need identification 
D) mutual trust and respect 
E) relationship building

Karen knows that the first contact between a salesperson and prospect is important.This is because:

It is important that salespeople develop a good self-concept as,once formed,it is very resistant to change.

Which four key words should govern our decisions when selecting a wardrobe for sales work?

It is important that salespeople build and maintain relationships with four groups:

Win-win salespeople have adopted all of the following behaviors except:

The relationship strategy should be tailored to the type of customer you are working with.

Sam realizes that self concept is important since it can influence the direction of his life.It can effectively:

Asking prospects about their interests is crossing the line of professional behavior.

An empathizer is someone who has the ability to imagine themselves in someone else's position and understand what that person is feeling.

Developing a relationship strategy for selling involves:

Proper business etiquette would include:

Developing a positive personal attitude,focusing on the future and developing an expertise in a selected area are ways to ________ .

A transactional sale will need a different relationship strategy than a consultative type of a sale.

When setting goals as part of the self-improvement plan,the goals should be:

Sondra has watched her sales figures drop over the years.She has always had great relationships with her customers.What might explain this?

Jason's body language such as gestures,appearance,posture etc.speaks volumes about him.These nonverbal messages are also called:

Which one of the following is a practical approach to improving your self-concept?

Relationship selling involves:

One disadvantage of the "I win,you win" attitude is the real danger that customers will take advantage of the salespersons fairness.

A Consultative sale emphasizes all of the following except:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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 3: Creating Value With a Relationship Strategy

Karen knows that the first contact between a salesperson and prospect is important.This is because:

It is important that salespeople develop a good self-concept as,once formed,it is very resistant to change.

Which four key words should govern our decisions when selecting a wardrobe for sales work?

It is important that salespeople build and maintain relationships with four groups:

Win-win salespeople have adopted all of the following behaviors except:

The relationship strategy should be tailored to the type of customer you are working with.

Sam realizes that self concept is important since it can influence the direction of his life.It can effectively:

Asking prospects about their interests is crossing the line of professional behavior.

An empathizer is someone who has the ability to imagine themselves in someone else's position and understand what that person is feeling.

Developing a relationship strategy for selling involves:

Proper business etiquette would include:

Developing a positive personal attitude,focusing on the future and developing an expertise in a selected area are ways to ________ .

A transactional sale will need a different relationship strategy than a consultative type of a sale.

When setting goals as part of the self-improvement plan,the goals should be:

Sondra has watched her sales figures drop over the years.She has always had great relationships with her customers.What might explain this?

Jason's body language such as gestures,appearance,posture etc.speaks volumes about him.These nonverbal messages are also called:

Which one of the following is a practical approach to improving your self-concept?

Relationship selling involves:

One disadvantage of the "I win,you win" attitude is the real danger that customers will take advantage of the salespersons fairness.

A Consultative sale emphasizes all of the following except:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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