Question 1

What is the value of technology in selling?

Accepted Answer

Technology allows the salesperson to sel

Question 2

During the _____ phase of the buying decision process,the buyer rates her preferences among products she is considering.

Accepted Answer

A)  need arousal 
B)  information collection 
C)  information evaluation 
D)  purchase evaluation 
E)  alternative selection 
A)  need arousal 
B)  information collection 
C)  information evaluation 
D)  purchase evaluation 
E)  alternative selection

Question 3

Brenda is hungry.She has learned to meet that need by seeking out the CiCi Pizza all-you-can-eat buffet.By preferring this type of eating opportunity,Brenda is satisfying a(n):

Accepted Answer

A)  belief. 
B)  perception. 
C)  want. 
D)  attitude. 
E)  opportunity 
A)  belief. 
B)  perception. 
C)  want. 
D)  attitude. 
E)  opportunity

Question 4

What is most needed when working with a prospect at the unconscious need level?

Accepted Answer

A)  Perceptive observations of the customer's social class 
B)  Skillful questioning to determine the customer' needs 
C)  Self-awareness modification to gain customer trust 
D)  Highly detailed feature descriptions 
E)  Multiple attempts at a trial closing 
A)  Perceptive observations of the customer's social class 
B)  Skillful questioning to determine the customer' needs 
C)  Self-awareness modification to gain customer trust 
D)  Highly detailed feature descriptions 
E)  Multiple attempts at a trial closing

Question 5

People's _____ result from a lack of something desirable like food or drink.

Accepted Answer

A)  beliefs 
B)  perceptions 
C)  wants 
D)  attitudes 
E)  needs 
A)  beliefs 
B)  perceptions 
C)  wants 
D)  attitudes 
E)  needs

Question 6

The initial task of a salesperson when first meeting a potential customer is to differentiate between important buying needs and needs of lesser or no importance.

Accepted Answer

A) True 
 B)False

Question 7

According to the LOCATE acronym,it is helpful for a salesperson to ask co-workers or subordinates about a prospect's needs.

Accepted Answer

A) True 
 B)False

Question 8

Briefly describe the FAB selling technique.Show how a salesperson could use the FAB technique to sell a can of regular cola.

Accepted Answer

The FAB selling technique presents a pro

Question 9

What are the five stages of the consumer buying decision process? What forces and factors are influential to the buyer in each stage?

Accepted Answer

Buyers,whether individuals or industrial

Question 10

In the stimulus-response model of consumer behavior,information about why consumers do or do not buy is hidden in the black box.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following statements describes a product feature?

Accepted Answer

A)  "These table lamps are offered in either a silver or black finish." 
B)  "Customers will be drawn into your store if you stock these utensils." 
C)  "Consumers prefer our line of toothbrushes 2:l over competing brands." 
D)  "This automatic pool cleaner will save you at least three hours a week." 
E)  "This machine will copy on both sides of the pages instead of only one." 
A)  "These table lamps are offered in either a silver or black finish." 
B)  "Customers will be drawn into your store if you stock these utensils." 
C)  "Consumers prefer our line of toothbrushes 2:l over competing brands." 
D)  "This automatic pool cleaner will save you at least three hours a week." 
E)  "This machine will copy on both sides of the pages instead of only one."

Question 12

The SELL sequence is a useful tool for remembering to incorporate a trial close during a sales presentation.

Accepted Answer

A) True 
 B)False

Question 13

All of the following are the appropriate times for a salesperson to use a trial close EXCEPT:

Accepted Answer

A)  after making a strong selling point in the presentation. 
B)  immediately before moving to close the sale. 
C)  immediately after closing the sale. 
D)  after answering an objection. 
E)  after the presentation. 
A)  after making a strong selling point in the presentation. 
B)  immediately before moving to close the sale. 
C)  immediately after closing the sale. 
D)  after answering an objection. 
E)  after the presentation.

Question 14

When a salesperson says,"This glue will form a stronger bond than any other glue on the market," the salesperson is providing a product feature.

Accepted Answer

A) True 
 B)False

Question 15

A product benefit is the performance characteristic of a product that describes how it can be used or how it will help the buyer.

Accepted Answer

A) True 
 B)False

Question 16

The city manager has to buy a replacement traffic signal with the same specifications as the other signals currently in use in the city.The manufacturer from which he purchased the last 12 signals has gone out of business and a new supplier has to be selected from a group of three possible companies.To make this purchase,the city manager will have to use _____ decision making.

Accepted Answer

A)  routine 
B)  intensive 
C)  limited 
D)  extensive 
E)  selective 
A)  routine 
B)  intensive 
C)  limited 
D)  extensive 
E)  selective

Question 17

What is the purpose of a trial close? What are the best times during a sales presentation for a salesperson to use a trial close?

Accepted Answer

The trial close is one of the best-selli

Question 18

Showing the buyer how to properly use the product and making realistic claims about the product are two ways to:

Accepted Answer

A)  reduce the buyer's product satisfaction. 
B)  lower the buyer's dissonance level. 
C)  increase the buyer's dissatisfaction. 
D)  reduce routine decision making. 
E)  discourage whistle-blowing. 
A)  reduce the buyer's product satisfaction. 
B)  lower the buyer's dissonance level. 
C)  increase the buyer's dissatisfaction. 
D)  reduce routine decision making. 
E)  discourage whistle-blowing.

Question 19

The acronym L-O-C-A-T-E is used to:

Accepted Answer

A)  remember the sequence of steps in benefit selling. 
B)  list the steps needed to use stimulus-response selling. 
C)  remember techniques for uncovering important buying needs. 
D)  remind the seller to identify product features, advantages, and benefits. 
E)  remember the six types of trial closes. 
A)  remember the sequence of steps in benefit selling. 
B)  list the steps needed to use stimulus-response selling. 
C)  remember techniques for uncovering important buying needs. 
D)  remind the seller to identify product features, advantages, and benefits. 
E)  remember the six types of trial closes.

Question 20

Erin has just walked into a local appliance store and told the salesperson,"I'd like to buy a side-by-side,stainless steel Whirlpool refrigerator.It needs to be at least 24 cubic feet and should have an exterior ice and water dispenser.What can you show me?" At what level of need awareness is Erin?

Accepted Answer

A)  Conscious 
B)  Preconscious 
C)  Postconscious 
D)  Unconscious 
E)  Subconscious 
A)  Conscious 
B)  Preconscious 
C)  Postconscious 
D)  Unconscious 
E)  Subconscious

What is the value of technology in selling?

During the _____ phase of the buying decision process,the buyer rates her preferences among products she is considering.

Brenda is hungry.She has learned to meet that need by seeking out the CiCi Pizza all-you-can-eat buffet.By preferring this type of eating opportunity,Brenda is satisfying a(n):

What is most needed when working with a prospect at the unconscious need level?

People's _____ result from a lack of something desirable like food or drink.

The initial task of a salesperson when first meeting a potential customer is to differentiate between important buying needs and needs of lesser or no importance.

According to the LOCATE acronym,it is helpful for a salesperson to ask co-workers or subordinates about a prospect's needs.

Briefly describe the FAB selling technique.Show how a salesperson could use the FAB technique to sell a can of regular cola.

What are the five stages of the consumer buying decision process? What forces and factors are influential to the buyer in each stage?

In the stimulus-response model of consumer behavior,information about why consumers do or do not buy is hidden in the black box.

Which of the following statements describes a product feature?

The SELL sequence is a useful tool for remembering to incorporate a trial close during a sales presentation.

All of the following are the appropriate times for a salesperson to use a trial close EXCEPT:

When a salesperson says,"This glue will form a stronger bond than any other glue on the market," the salesperson is providing a product feature.

A product benefit is the performance characteristic of a product that describes how it can be used or how it will help the buyer.

What is the purpose of a trial close? What are the best times during a sales presentation for a salesperson to use a trial close?

Showing the buyer how to properly use the product and making realistic claims about the product are two ways to:

The acronym L-O-C-A-T-E is used to:

Erin has just walked into a local appliance store and told the salesperson,"I'd like to buy a side-by-side,stainless steel Whirlpool refrigerator.It needs to be at least 24 cubic feet and should have an exterior ice and water dispenser.What can you show me?" At what level of need awareness is Erin?

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

What is the value of technology in selling?

During the _____ phase of the buying decision process,the buyer rates her preferences among products she is considering.

Brenda is hungry.She has learned to meet that need by seeking out the CiCi Pizza all-you-can-eat buffet.By preferring this type of eating opportunity,Brenda is satisfying a(n):

What is most needed when working with a prospect at the unconscious need level?

People's _____ result from a lack of something desirable like food or drink.

The initial task of a salesperson when first meeting a potential customer is to differentiate between important buying needs and needs of lesser or no importance.

According to the LOCATE acronym,it is helpful for a salesperson to ask co-workers or subordinates about a prospect's needs.

Briefly describe the FAB selling technique.Show how a salesperson could use the FAB technique to sell a can of regular cola.

What are the five stages of the consumer buying decision process? What forces and factors are influential to the buyer in each stage?

In the stimulus-response model of consumer behavior,information about why consumers do or do not buy is hidden in the black box.

Which of the following statements describes a product feature?

The SELL sequence is a useful tool for remembering to incorporate a trial close during a sales presentation.

All of the following are the appropriate times for a salesperson to use a trial close EXCEPT:

When a salesperson says,"This glue will form a stronger bond than any other glue on the market," the salesperson is providing a product feature.

A product benefit is the performance characteristic of a product that describes how it can be used or how it will help the buyer.

What is the purpose of a trial close? What are the best times during a sales presentation for a salesperson to use a trial close?

Showing the buyer how to properly use the product and making realistic claims about the product are two ways to:

The acronym L-O-C-A-T-E is used to:

Erin has just walked into a local appliance store and told the salesperson,"I'd like to buy a side-by-side,stainless steel Whirlpool refrigerator.It needs to be at least 24 cubic feet and should have an exterior ice and water dispenser.What can you show me?" At what level of need awareness is Erin?

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