Question 1

The "S" in the SELL Sequence reminds the salesperson to show the benefits first.

Accepted Answer

A) True 
 B)False

Question 2

The _____ involves the showing of a product feature,explaining the advantage,leading into a benefit,and then letting the customer talk by asking a question about the benefit.

Accepted Answer

A)  multi-selling process 
B)  AIDA model 
C)  stimulus-response model 
D)  SELL sequence 
E)  perceptual mapping process 
A)  multi-selling process 
B)  AIDA model 
C)  stimulus-response model 
D)  SELL sequence 
E)  perceptual mapping process

Question 3

A salesperson should stress a product's benefits more than its features and advantages because the product's benefits are what the customer will buy.

Accepted Answer

A) True 
 B)False

Question 4

The trial close allows the salesperson to determine whether:

Accepted Answer

A)  the prospect likes the features, advantages, or benefits of the product. 
B)  the salesperson will meet the organization's monthly sales quota. 
C)  the salesperson should use one-way or two-way communication. 
D)  the prospect has the purchasing power to buy the product. 
E)  the prospect is in the conscious state of mind. 
A)  the prospect likes the features, advantages, or benefits of the product. 
B)  the salesperson will meet the organization's monthly sales quota. 
C)  the salesperson should use one-way or two-way communication. 
D)  the prospect has the purchasing power to buy the product. 
E)  the prospect is in the conscious state of mind.

Question 5

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. 
-During the sales presentation,which of the following should most likely be emphasized to the theater manager?

Accepted Answer

A)  Benefits of the Stage Technologies system 
B)  Safety features of the Stage Technologies wench 
C)  Stage Technologies' service record 
D)  Uses for the Stage Technologies equipment 
E)  Leasing arrangements of Stage Technologies 
A)  Benefits of the Stage Technologies system 
B)  Safety features of the Stage Technologies wench 
C)  Stage Technologies' service record 
D)  Uses for the Stage Technologies equipment 
E)  Leasing arrangements of Stage Technologies

Question 6

Before developing a sales presentation,a salesperson should consider what psychological factors may influence the buyer's decision.

Accepted Answer

A) True 
 B)False

Question 7

The easiest people to sell to are people at the _____ level of need awareness.

Accepted Answer

A)  conscious 
B)  preconscious 
C)  unconscious 
D)  subconscious 
E)  intermediate 
A)  conscious 
B)  preconscious 
C)  unconscious 
D)  subconscious 
E)  intermediate

Question 8

A salesperson can help buyers be satisfied with a product by continually reinforcing buyers' decisions and reminding buyers how well the product actually fulfills their needs.

Accepted Answer

A) True 
 B)False

Question 9

When using the _____,a salesperson relates a product's benefits to the customers' needs using the product's features and advantages to support the claims made.

Accepted Answer

A)  trial close 
B)  detail approach 
C)  SELL analysis 
D)  SWOT method 
E)  FAB selling technique 
A)  trial close 
B)  detail approach 
C)  SELL analysis 
D)  SWOT method 
E)  FAB selling technique

Question 10

"Our product is the only one on the market that will remove 99 percent of all bacteria from the air" is an example of a(n):

Accepted Answer

A)  product feature. 
B)  economic need. 
C)  product advantage. 
D)  achievement. 
E)  product benefit. 
A)  product feature. 
B)  economic need. 
C)  product advantage. 
D)  achievement. 
E)  product benefit.

Question 11

Since salespeople help their prospects make the choice to buy or not buy a product,it is important for salespeople to understand:

Accepted Answer

A)  the various factors that can influence a buyer's decision. 
B)  how to encourage customers to experience purchase dissonance. 
C)  the material taught in advanced business psychology classes. 
D)  all that is involved in the psychological processes a buyer goes through in making a decision. 
E)  that selling to strangers is far easier than selling to known customers. 
A)  the various factors that can influence a buyer's decision. 
B)  how to encourage customers to experience purchase dissonance. 
C)  the material taught in advanced business psychology classes. 
D)  all that is involved in the psychological processes a buyer goes through in making a decision. 
E)  that selling to strangers is far easier than selling to known customers.

Question 12

The easiest type of person to sell a product to is a buyer who is at the unconscious need level.

Accepted Answer

A) True 
 B)False

Question 13

If a customer makes routine purchase decisions when buying products from a salesperson,then it is especially important for the salesperson to:

Accepted Answer

A)  offer product financing. 
B)  use product promotions. 
C)  attempt a pre-trial close. 
D)  keep the product in stock. 
E)  provide competitive data. 
A)  offer product financing. 
B)  use product promotions. 
C)  attempt a pre-trial close. 
D)  keep the product in stock. 
E)  provide competitive data.

Question 14

A Golden Rule Salesperson is helpful and honest with customers unless that means losing sales.

Accepted Answer

A) True 
 B)False

Question 15

People with strong economic needs will consider only price in a purchase situation.

Accepted Answer

A) True 
 B)False

Question 16

According to the text,the steps of the buying decision process,in their correct order,are:

Accepted Answer

A)  need arousal, collection of information, alternative selection, purchase decision, and postpurchase evaluation. 
B)  need arousal, alternative determination, information gathering, purchase decision, and purchase evaluation. 
C)  need arousal, collection of information, information evaluation, purchase decision, and postpurchase behavior. 
D)  need arousal, information collection, purchase, purchase evaluation, and repurchase. 
E)  need arousal, purchase, purchase evaluation, postpurchase behavior, and repurchase. 
A)  need arousal, collection of information, alternative selection, purchase decision, and postpurchase evaluation. 
B)  need arousal, alternative determination, information gathering, purchase decision, and purchase evaluation. 
C)  need arousal, collection of information, information evaluation, purchase decision, and postpurchase behavior. 
D)  need arousal, information collection, purchase, purchase evaluation, and repurchase. 
E)  need arousal, purchase, purchase evaluation, postpurchase behavior, and repurchase.

Question 17

The process by which prospective buyers "internalize" or consider the information presented by the salesperson is referred to as a black box because:

Accepted Answer

A)  sales actions lead to buyer reactions. 
B)  salespeople cannot read a buyer's mind. 
C)  psychological needs outweigh social wants. 
D)  for every stimulus, there must be a response. 
E)  salespeople seem untrustworthy to most buyers. 
A)  sales actions lead to buyer reactions. 
B)  salespeople cannot read a buyer's mind. 
C)  psychological needs outweigh social wants. 
D)  for every stimulus, there must be a response. 
E)  salespeople seem untrustworthy to most buyers.

Question 18

Eli is excited because a prospect has just signed a purchasing agreement for the biggest sale Eli has made in his two-year sales career.Eli is obviously happy as he sits across the desk from his newest customer.What should Elli do now?

Accepted Answer

A)  Discuss the buyer's expectations concerning a delivery schedule of the product 
B)  Stop talking about the product ordered and leave the customer's office 
C)  Discuss the buyer's expectations for the product 
D)  Discuss his company's payment expectations 
E)  Invite the prospect out for a meal 
A)  Discuss the buyer's expectations concerning a delivery schedule of the product 
B)  Stop talking about the product ordered and leave the customer's office 
C)  Discuss the buyer's expectations for the product 
D)  Discuss his company's payment expectations 
E)  Invite the prospect out for a meal

Question 19

The acronym L-O-C-A-T-E is useful for remembering how to handle a prospect's objections.

Accepted Answer

A) True 
 B)False

Question 20

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. 
-During the sales presentation to the theater manager,Harris makes a strong selling point about the benefits of the Stage Technologies system.At that point,Harris should most likely:

Accepted Answer

A)  request a short break. 
B)  re-address a negative objection. 
C)  immediately move to close the sale. 
D)  ask the manager his opinion about the system. 
E)  continue moving forward with the presentation. 
A)  request a short break. 
B)  re-address a negative objection. 
C)  immediately move to close the sale. 
D)  ask the manager his opinion about the system. 
E)  continue moving forward with the presentation.

The "S" in the SELL Sequence reminds the salesperson to show the benefits first.

The _____ involves the showing of a product feature,explaining the advantage,leading into a benefit,and then letting the customer talk by asking a question about the benefit.

A salesperson should stress a product's benefits more than its features and advantages because the product's benefits are what the customer will buy.

The trial close allows the salesperson to determine whether:

Before developing a sales presentation,a salesperson should consider what psychological factors may influence the buyer's decision.

The easiest people to sell to are people at the _____ level of need awareness.

A salesperson can help buyers be satisfied with a product by continually reinforcing buyers' decisions and reminding buyers how well the product actually fulfills their needs.

When using the _____,a salesperson relates a product's benefits to the customers' needs using the product's features and advantages to support the claims made.

"Our product is the only one on the market that will remove 99 percent of all bacteria from the air" is an example of a(n):

Since salespeople help their prospects make the choice to buy or not buy a product,it is important for salespeople to understand:

The easiest type of person to sell a product to is a buyer who is at the unconscious need level.

If a customer makes routine purchase decisions when buying products from a salesperson,then it is especially important for the salesperson to:

A Golden Rule Salesperson is helpful and honest with customers unless that means losing sales.

People with strong economic needs will consider only price in a purchase situation.

According to the text,the steps of the buying decision process,in their correct order,are:

The process by which prospective buyers "internalize" or consider the information presented by the salesperson is referred to as a black box because:

Eli is excited because a prospect has just signed a purchasing agreement for the biggest sale Eli has made in his two-year sales career.Eli is obviously happy as he sits across the desk from his newest customer.What should Elli do now?

The acronym L-O-C-A-T-E is useful for remembering how to handle a prospect's objections.

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

The "S" in the SELL Sequence reminds the salesperson to show the benefits first.

The _____ involves the showing of a product feature,explaining the advantage,leading into a benefit,and then letting the customer talk by asking a question about the benefit.

A salesperson should stress a product's benefits more than its features and advantages because the product's benefits are what the customer will buy.

The trial close allows the salesperson to determine whether:

Before developing a sales presentation,a salesperson should consider what psychological factors may influence the buyer's decision.

The easiest people to sell to are people at the _____ level of need awareness.

A salesperson can help buyers be satisfied with a product by continually reinforcing buyers' decisions and reminding buyers how well the product actually fulfills their needs.

When using the _____,a salesperson relates a product's benefits to the customers' needs using the product's features and advantages to support the claims made.

"Our product is the only one on the market that will remove 99 percent of all bacteria from the air" is an example of a(n):

Since salespeople help their prospects make the choice to buy or not buy a product,it is important for salespeople to understand:

The easiest type of person to sell a product to is a buyer who is at the unconscious need level.

If a customer makes routine purchase decisions when buying products from a salesperson,then it is especially important for the salesperson to:

A Golden Rule Salesperson is helpful and honest with customers unless that means losing sales.

People with strong economic needs will consider only price in a purchase situation.

According to the text,the steps of the buying decision process,in their correct order,are:

The process by which prospective buyers "internalize" or consider the information presented by the salesperson is referred to as a black box because:

Eli is excited because a prospect has just signed a purchasing agreement for the biggest sale Eli has made in his two-year sales career.Eli is obviously happy as he sits across the desk from his newest customer.What should Elli do now?

The acronym L-O-C-A-T-E is useful for remembering how to handle a prospect's objections.

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