Question 1

Which of the following would be the LEAST effective trial close question?

Accepted Answer

A)  How does that sound to you? 
B)  Is this important to you? 
C)  Does that answer your concern? 
D)  What do you think? 
E)  Are you ready to order? 
A)  How does that sound to you? 
B)  Is this important to you? 
C)  Does that answer your concern? 
D)  What do you think? 
E)  Are you ready to order?

Question 2

What are the three levels of need awareness? Define them.

Accepted Answer

Several methods are frequently used to u

Question 3

A beneficial promotional device for a company is having its sales force help prospects and customers to evaluate products on the market.

Accepted Answer

A) True 
 B)False

Question 4

In what order are the feature,advantage,and benefit presented in the following statement? "This fishing trawler has a 10 percent greater capacity than boats of a similar size.It will save you at least $100 per fishing trip because it can carry more fish than other boats on the market."

Accepted Answer

A)  Advantage, feature, and benefit 
B)  Feature, advantage, and benefit 
C)  Advantage, benefit, and feature 
D)  Feature, benefit, and advantage 
E)  Benefit, advantage, and feature 
A)  Advantage, feature, and benefit 
B)  Feature, advantage, and benefit 
C)  Advantage, benefit, and feature 
D)  Feature, benefit, and advantage 
E)  Benefit, advantage, and feature

Question 5

Which of the following statements about economic needs is true?

Accepted Answer

A)  Economic needs are unimportant to most consumers. 
B)  Economic needs are rarely considered during times of economic recession. 
C)  Economic needs refer to the buyer's need to behave in an economically rational manner and buy the lowest priced item available. 
D)  Economic needs refer to the buyer's need to purchase the most satisfying product for the money. 
E)  A product priced higher than the competition's is doomed to failure because it satisfies no economic need. 
A)  Economic needs are unimportant to most consumers. 
B)  Economic needs are rarely considered during times of economic recession. 
C)  Economic needs refer to the buyer's need to behave in an economically rational manner and buy the lowest priced item available. 
D)  Economic needs refer to the buyer's need to purchase the most satisfying product for the money. 
E)  A product priced higher than the competition's is doomed to failure because it satisfies no economic need.

Question 6

Which of the following purchases would most likely involve extensive decision making?

Accepted Answer

A)  Scheduling an annual dentist appointment 
B)  Buying a new towel rack for your bath 
C)  Purchasing a birthday gift for a friend 
D)  Renewing a magazine subscription 
E)  Purchasing a condominium 
A)  Scheduling an annual dentist appointment 
B)  Buying a new towel rack for your bath 
C)  Purchasing a birthday gift for a friend 
D)  Renewing a magazine subscription 
E)  Purchasing a condominium

Question 7

The statement "The new Maytag washer saves you time,work,and money," is an example of a(n):

Accepted Answer

A)  feature. 
B)  segmentation variable. 
C)  advantage. 
D)  benefit. 
E)  market trait. 
A)  feature. 
B)  segmentation variable. 
C)  advantage. 
D)  benefit. 
E)  market trait.

Question 8

When the salesperson discusses a product's _________,the salesperson is answering the question,"What is it?"

Accepted Answer

A)  features 
B)  benefits 
C)  advantages 
D)  primary achievements 
E)  performance characteristics 
A)  features 
B)  benefits 
C)  advantages 
D)  primary achievements 
E)  performance characteristics

Question 9

A high-involvement type of purchase typically requires routine decision making.

Accepted Answer

A) True 
 B)False

Question 10

Economic needs refer to the buyer's need to purchase the least expensive product available.

Accepted Answer

A) True 
 B)False

Question 11

The main purpose of the trial close is to induce feedback from the buyer.

Accepted Answer

A) True 
 B)False

Question 12

A product advantage is defined as:

Accepted Answer

A)  any physical characteristic of a product. 
B)  the performance characteristic of a product. 
C)  a favorable result the buyer receives from use of the product. 
D)  the characteristic that no product in the same category can provide. 
E)  a particular advantage that has the ability to satisfy the buyer's need. 
A)  any physical characteristic of a product. 
B)  the performance characteristic of a product. 
C)  a favorable result the buyer receives from use of the product. 
D)  the characteristic that no product in the same category can provide. 
E)  a particular advantage that has the ability to satisfy the buyer's need.

Question 13

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. 
-Buyer's remorse would most likely occur if:

Accepted Answer

A)  Harris used the SELL sequence for prospecting prior to the sales presentation. 
B)  the customer tried to save money by buying fewer modules than needed. 
C)  Harris used uniform delivery pricing. 
D)  the customer had perceptual objections. 
E)  Harris used too many trial closes. 
A)  Harris used the SELL sequence for prospecting prior to the sales presentation. 
B)  the customer tried to save money by buying fewer modules than needed. 
C)  Harris used uniform delivery pricing. 
D)  the customer had perceptual objections. 
E)  Harris used too many trial closes.

Question 14

The underlying component of a successful sales presentation is:

Accepted Answer

A)  differentiating between wants and needs. 
B)  utilizing statistical information as support. 
C)  identifying important product advantages. 
D)  explaining product features clearly. 
E)  determining the customer's needs. 
A)  differentiating between wants and needs. 
B)  utilizing statistical information as support. 
C)  identifying important product advantages. 
D)  explaining product features clearly. 
E)  determining the customer's needs.

Question 15

Why is it important to emphasize benefits to a prospective buyer?

Accepted Answer

First,by emphasizing benefits customers

Question 16

What is the meaning of Elmer Wheeler's statement,"Sell the sizzle,not the steak"?

Accepted Answer

A)  People buy for unknown emotional reasons. 
B)  Most purchases are made habitually. 
C)  People buy for economic benefit. 
D)  Direct marketing is ineffective. 
E)  Features outweigh advantages. 
A)  People buy for unknown emotional reasons. 
B)  Most purchases are made habitually. 
C)  People buy for economic benefit. 
D)  Direct marketing is ineffective. 
E)  Features outweigh advantages.

Question 17

The statement,"With its 25 percent market share,this is the best-selling laser printer on the market today," is an example of a(n):

Accepted Answer

A)  product advantage. 
B)  segmentation variable. 
C)  product feature. 
D)  market property. 
E)  product benefit. 
A)  product advantage. 
B)  segmentation variable. 
C)  product feature. 
D)  market property. 
E)  product benefit.

Question 18

It is important to emphasize benefits in a sales presentation to a prospective buyer because benefits:

Accepted Answer

A)  focus on the psychological reasons of a purchase. 
B)  fulfill the buyer's needs and motives. 
C)  fulfill the buyer's economic wants. 
D)  focus on rational reasons of a purchase. 
E)  focus on emotional reasons for a purchase. 
A)  focus on the psychological reasons of a purchase. 
B)  fulfill the buyer's needs and motives. 
C)  fulfill the buyer's economic wants. 
D)  focus on rational reasons of a purchase. 
E)  focus on emotional reasons for a purchase.

Which of the following would be the LEAST effective trial close question?

What are the three levels of need awareness? Define them.

A beneficial promotional device for a company is having its sales force help prospects and customers to evaluate products on the market.

In what order are the feature,advantage,and benefit presented in the following statement? "This fishing trawler has a 10 percent greater capacity than boats of a similar size.It will save you at least $100 per fishing trip because it can carry more fish than other boats on the market."

Which of the following statements about economic needs is true?

Which of the following purchases would most likely involve extensive decision making?

The statement "The new Maytag washer saves you time,work,and money," is an example of a(n):

When the salesperson discusses a product's _________,the salesperson is answering the question,"What is it?"

A high-involvement type of purchase typically requires routine decision making.

Economic needs refer to the buyer's need to purchase the least expensive product available.

The main purpose of the trial close is to induce feedback from the buyer.

A product advantage is defined as:

The underlying component of a successful sales presentation is:

Why is it important to emphasize benefits to a prospective buyer?

What is the meaning of Elmer Wheeler's statement,"Sell the sizzle,not the steak"?

The statement,"With its 25 percent market share,this is the best-selling laser printer on the market today," is an example of a(n):

It is important to emphasize benefits in a sales presentation to a prospective buyer because benefits:

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

Which of the following would be the LEAST effective trial close question?

What are the three levels of need awareness? Define them.

A beneficial promotional device for a company is having its sales force help prospects and customers to evaluate products on the market.

In what order are the feature,advantage,and benefit presented in the following statement? "This fishing trawler has a 10 percent greater capacity than boats of a similar size.It will save you at least $100 per fishing trip because it can carry more fish than other boats on the market."

Which of the following statements about economic needs is true?

Which of the following purchases would most likely involve extensive decision making?

The statement "The new Maytag washer saves you time,work,and money," is an example of a(n):

When the salesperson discusses a product's _________,the salesperson is answering the question,"What is it?"

A high-involvement type of purchase typically requires routine decision making.

Economic needs refer to the buyer's need to purchase the least expensive product available.

The main purpose of the trial close is to induce feedback from the buyer.

A product advantage is defined as:

The underlying component of a successful sales presentation is:

Why is it important to emphasize benefits to a prospective buyer?

What is the meaning of Elmer Wheeler's statement,"Sell the sizzle,not the steak"?

The statement,"With its 25 percent market share,this is the best-selling laser printer on the market today," is an example of a(n):

It is important to emphasize benefits in a sales presentation to a prospective buyer because benefits:

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