Exam 23: Personal Selling

Personal selling does not need to be person-to-person to be effective.

The motivational level of a salesperson refers to the amount of _____ a person is willing to expend performing tasks associated with a job.

All of the following factors affect the effectiveness of selling behaviors except _____.

When salespeople handle objections,it means they are addressing sales resistance on the part of the prospective buyer.

Which of the following is the most important step in the selling process for a salesperson taking a modern approach?

Which type of sales position relies on the telephone and Internet more so than the others?

Cold calling is primary a tool used among salespeople in new-business selling.

The SPIN method is used during the approach phase of personal selling.

With which of the following characteristics can a Japanese selling style can be described?

Trade selling requires limited prospecting with an emphasis placed on servicing accounts.

It is during the qualifying stage of personal selling that the salesperson attempts to gain some type of commitment from the customer to purchase the product.

The modern selling practice is based upon the principle that the sales process must be built on a foundation of trust and mutual agreement.

The first step in personal selling is _____.

High-performing salespeople exhibit sensitivity,also known as _____,through which they are able to place themselves in the client's position.

Sales representatives should act as if they work for themselves in order to fulfill the modern selling practice.

In the modern selling practice,getting the order is the critical step in the selling process.

The most important characteristic of effective salespeople today is being able to convince customers with the hard sell.

What form of selling involves recognizing that different selling approaches are needed in different sales situations?

All of the following are types of questions asked during sales presentations except _____.

Which of the following forms of promotion refers to person-to-person communication in which a salesperson works with prospective buyers in attempting to determine their purchase needs and match those with her company's products?