Question 1

In the SELL Sequence,the final step involves asking for feedback from the prospect and conducting a trial close.

Accepted Answer

A) True 
 B)False  True

Question 2

Theo is in Target looking for a gift for his girlfriend.Theo is not sure of what he wants except in general terms.At what level of need awareness is Theo in?

Accepted Answer

A)  Conscious 
B)  Preconscious 
C)  Semiconscious 
D)  Unconscious 
E)  Intermediate 
A)  Conscious 
B)  Preconscious 
C)  Semiconscious 
D)  Unconscious 
E)  Intermediate B

Question 3

Which of the following is an example of a social factor that could influence consumers' buying behaviors?

Accepted Answer

A)  Situation 
B)  Past experiences 
C)  Perception 
D)  Income 
E)  Family 
A)  Situation 
B)  Past experiences 
C)  Perception 
D)  Income 
E)  Family E

Question 4

Four levels of need awareness have been identified-conscious,preconscious,post-conscious,and unconscious.

Accepted Answer

A) True 
 B)False

Question 5

The consumer buying decision process begins with buyers recognizing a need and ends with buyers collecting product information.

Accepted Answer

A) True 
 B)False

Question 6

Security,comfort,self-preservation,and personal pleasure are common psychological needs of buyers.

Accepted Answer

A) True 
 B)False

Question 7

Buying situations play a role in a customer's decision-making process.

Accepted Answer

A) True 
 B)False

Question 8

The levels of need awareness in order from first to last are:

Accepted Answer

A)  conscious, self-conscious, and unconscious. 
B)  conscious, preconscious, and subconscious. 
C)  conscious, unconscious, and subconscious. 
D)  conscious, preconscious, and unconscious. 
E)  conscious, preconscious, and self-conscious. 
A)  conscious, self-conscious, and unconscious. 
B)  conscious, preconscious, and subconscious. 
C)  conscious, unconscious, and subconscious. 
D)  conscious, preconscious, and unconscious. 
E)  conscious, preconscious, and self-conscious.

Question 9

The acronym L-O-C-A-T-E reminds us of several useful methods for uncovering a prospective buyer's needs.If prospects drop leading remarks like "I wish I had a television like this one," it pertains to:

Accepted Answer

A)  observing. 
B)  listening. 
C)  asking. 
D)  learning. 
E)  optimizing. 
A)  observing. 
B)  listening. 
C)  asking. 
D)  learning. 
E)  optimizing.

Question 10

According to the two Ls in the SELL Sequence,a salesperson should:

Accepted Answer

A)  lead into the benefits, and let the customer talk. 
B)  limit the length of a sales presentation, and let visual aids do the talking. 
C)  learn the prospect's personality type, and let the personality type guide the closing. 
D)  limit the number of benefits discussed, and list features at the end of the presentation. 
E)  locate the prospect's needs, and leave closing until the end of the sales presentation. 
A)  lead into the benefits, and let the customer talk. 
B)  limit the length of a sales presentation, and let visual aids do the talking. 
C)  learn the prospect's personality type, and let the personality type guide the closing. 
D)  limit the number of benefits discussed, and list features at the end of the presentation. 
E)  locate the prospect's needs, and leave closing until the end of the sales presentation.

Question 11

During a sales presentation,it can be most effective when asking for an order to:

Accepted Answer

A)  discuss financing challenges. 
B)  mention the prospect's positive comments. 
C)  outline the expected delivery schedule. 
D)  prevent the prospect form asking questions. 
E)  re-address the prospect's negative comments. 
A)  discuss financing challenges. 
B)  mention the prospect's positive comments. 
C)  outline the expected delivery schedule. 
D)  prevent the prospect form asking questions. 
E)  re-address the prospect's negative comments.

Question 12

Describe the three stages in the stimulus-response model of buyer behavior.

Accepted Answer

The classic model of buyer behavior is c

Question 13

The sale is made once the prospect states an intention to buy the product/service.

Accepted Answer

A) True 
 B)False

Question 14

Stage Technologies
 Stage Technologies is a London-based company that supplies engineering solutions for the entertainment industry. It has helped the boy-band Westlife make a flying entrance onto stage and provided stage-rigging packages for the Princess cruise line. The company was established in 1994 after a couple of production designers decided that the automation of theater productions could be done more safely and more efficiently by using modular production rather than the old "build-as-needed" formula. The company installs wenches, stage lifts, and other equipment commonly used in stage productions. The equipment is designed so it can be operated from a single console without heavy lifting. Both opera companies and theaters see the benefit of such a system, but many are reluctant to buy because of perceived costs. 
Joseph Harris is the company's best salesperson. Harris is making a sales call on the manager of a theater that is planning to perform three plays this season that include complicated lifting, flying, and a working trapdoor. The manager is aware of the time, labor, and monetary costs involved in staging these productions and wishes there was an easier way to produce the three plays. 
-The theater manager is most likely at the:

Accepted Answer

A)  unconscious level and will be a difficult sell. 
B)  preconscious level and will require a lengthy sales presentation. 
C)  routine decision level and anxious about the purchase. 
D)  conscious level and easy to sell to. 
E)  routine decision level with few objections. 
A)  unconscious level and will be a difficult sell. 
B)  preconscious level and will require a lengthy sales presentation. 
C)  routine decision level and anxious about the purchase. 
D)  conscious level and easy to sell to. 
E)  routine decision level with few objections.

Question 15

_____ is defined as the tension a buyer feels over whether he/she made the right decision in buying a product.

Accepted Answer

A)  Postpurchase evaluation 
B)  Purchase satisfaction 
C)  Purchase dissonance 
D)  Purchase dissatisfaction 
E)  Purchase evaluation 
A)  Postpurchase evaluation 
B)  Purchase satisfaction 
C)  Purchase dissonance 
D)  Purchase dissatisfaction 
E)  Purchase evaluation

Question 16

The consumer buying decision process ends for the buyer once a product is purchased.

Accepted Answer

A) True 
 B)False

Question 17

Dissonance increases with the importance of the decision and the difficulty of choosing between products.

Accepted Answer

A) True 
 B)False

Question 18

A sales presentation that focuses primarily on product features is highly persuasive.

Accepted Answer

A) True 
 B)False

Question 19

LeAnn,a salesperson for a Honda dealer,has spent the last 20 minutes with a customer who came to the showroom.LeAnn listened carefully to the customer and asked questions about the customer's needs and interests.LeAnn has determined that the customer most likely needs a Honda Civic.What should LeAnn do next?

Accepted Answer

A)  Show the customer both a Honda Civic and a Honda Accord 
B)  Discuss the number of Honda Civics on the road 
C)  Share the history of Honda Civics 
D)  Discuss the benefits of the Honda Civic 
E)  Determine monthly costs for buying a Honda Civic 
A)  Show the customer both a Honda Civic and a Honda Accord 
B)  Discuss the number of Honda Civics on the road 
C)  Share the history of Honda Civics 
D)  Discuss the benefits of the Honda Civic 
E)  Determine monthly costs for buying a Honda Civic

Question 20

The salesperson should answer the prospect's question of "What's in it for me?" with a product advantage.

Accepted Answer

A) True 
 B)False

In the SELL Sequence,the final step involves asking for feedback from the prospect and conducting a trial close.

Theo is in Target looking for a gift for his girlfriend.Theo is not sure of what he wants except in general terms.At what level of need awareness is Theo in?

Which of the following is an example of a social factor that could influence consumers' buying behaviors?

Four levels of need awareness have been identified-conscious,preconscious,post-conscious,and unconscious.

The consumer buying decision process begins with buyers recognizing a need and ends with buyers collecting product information.

Security,comfort,self-preservation,and personal pleasure are common psychological needs of buyers.

Buying situations play a role in a customer's decision-making process.

The levels of need awareness in order from first to last are:

The acronym L-O-C-A-T-E reminds us of several useful methods for uncovering a prospective buyer's needs.If prospects drop leading remarks like "I wish I had a television like this one," it pertains to:

According to the two Ls in the SELL Sequence,a salesperson should:

During a sales presentation,it can be most effective when asking for an order to:

Describe the three stages in the stimulus-response model of buyer behavior.

The sale is made once the prospect states an intention to buy the product/service.

_____ is defined as the tension a buyer feels over whether he/she made the right decision in buying a product.

The consumer buying decision process ends for the buyer once a product is purchased.

Dissonance increases with the importance of the decision and the difficulty of choosing between products.

A sales presentation that focuses primarily on product features is highly persuasive.

The salesperson should answer the prospect's question of "What's in it for me?" with a product advantage.

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then Customer Relationships

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, technologies

Prospecting the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters

Exam 4: The Psychology of Selling: Why People Buy

In the SELL Sequence,the final step involves asking for feedback from the prospect and conducting a trial close.

Theo is in Target looking for a gift for his girlfriend.Theo is not sure of what he wants except in general terms.At what level of need awareness is Theo in?

Which of the following is an example of a social factor that could influence consumers' buying behaviors?

Four levels of need awareness have been identified-conscious,preconscious,post-conscious,and unconscious.

The consumer buying decision process begins with buyers recognizing a need and ends with buyers collecting product information.

Security,comfort,self-preservation,and personal pleasure are common psychological needs of buyers.

Buying situations play a role in a customer's decision-making process.

The levels of need awareness in order from first to last are:

The acronym L-O-C-A-T-E reminds us of several useful methods for uncovering a prospective buyer's needs.If prospects drop leading remarks like "I wish I had a television like this one," it pertains to:

According to the two Ls in the SELL Sequence,a salesperson should:

During a sales presentation,it can be most effective when asking for an order to:

Describe the three stages in the stimulus-response model of buyer behavior.

The sale is made once the prospect states an intention to buy the product/service.

_____ is defined as the tension a buyer feels over whether he/she made the right decision in buying a product.

The consumer buying decision process ends for the buyer once a product is purchased.

Dissonance increases with the importance of the decision and the difficulty of choosing between products.

A sales presentation that focuses primarily on product features is highly persuasive.

The salesperson should answer the prospect's question of "What's in it for me?" with a product advantage.

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then Customer Relationships

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, technologies

Prospecting the Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters