Question 1

Which term below refers to the altering of sales behaviors during a customer interaction based on perceived information about the nature of the selling situation?

Accepted Answer

A)  adaptive selling 
B)  SPIN selling 
C)  persuasive selling 
D)  aptitude selling 
E)  objective-and-task selling 
A)  adaptive selling 
B)  SPIN selling 
C)  persuasive selling 
D)  aptitude selling 
E)  objective-and-task selling

Question 2

_____ may require less training for salespeople than the other forms of selling.

Accepted Answer

A)  technical selling 
B)  trade selling 
C)  retail selling 
D)  inside selling 
E)  new-business selling 
A)  technical selling 
B)  trade selling 
C)  retail selling 
D)  inside selling 
E)  new-business selling

Question 3

In a sales presentation,Jerry asks the prospect,"How does this problem affect your firm's return on investment (ROI)"? Jerry is using a _____ question in the SPIN method.

Accepted Answer

A)  situation questions 
B)  problem questions 
C)  implication questions 
D)  need-payoff questions 
E)  financing questions 
A)  situation questions 
B)  problem questions 
C)  implication questions 
D)  need-payoff questions 
E)  financing questions

Question 4

Qualifying prospects means to arrange a meeting with prospective customers.

Accepted Answer

A) True 
 B)False

Question 5

The primary difference between trade salespeople and missionary salespeople is that trade salespeople sell _____ direct customers while missionary salespeople sell _____ direct customers.

Accepted Answer

A)  through; for 
B)  for; through 
C)  to; from 
D)  from; to 
E)  there is no difference between trade and missionary salespeople 
A)  through; for 
B)  for; through 
C)  to; from 
D)  from; to 
E)  there is no difference between trade and missionary salespeople

Question 6

The contingency model of salesperson effectiveness explains that the effectiveness of selling behaviors can be explained by all of the following except _____.

Accepted Answer

A)  characteristics of the salesperson-customer relationship 
B)  salesperson resources 
C)  customer's buying task 
D)  SPIN method use 
E)  selling behaviors 
A)  characteristics of the salesperson-customer relationship 
B)  salesperson resources 
C)  customer's buying task 
D)  SPIN method use 
E)  selling behaviors

Which term below refers to the altering of sales behaviors during a customer interaction based on perceived information about the nature of the selling situation?

_____ may require less training for salespeople than the other forms of selling.

In a sales presentation,Jerry asks the prospect,"How does this problem affect your firm's return on investment (ROI)"? Jerry is using a _____ question in the SPIN method.

Qualifying prospects means to arrange a meeting with prospective customers.

The primary difference between trade salespeople and missionary salespeople is that trade salespeople sell _ direct customers while missionary salespeople sell _ direct customers.

The contingency model of salesperson effectiveness explains that the effectiveness of selling behaviors can be explained by all of the following except _____.

An Overview of Integrated Marketing Communications

Enhancing Brand Equity and Accountability

Brand Adoption, Brand Naming, and Intellectual Property Issues

Environmental, Regulatory, and Ethical Issues

Segmentation, Targeting, and Positioning

The Communication Process and Consumer Behavior

The Role of Persuasion in Integrated Marketing Communications

Objective Setting and Budgeting

Overview of Advertising Management

Effective and Creative Ad Messages

Endorsers and Message Appeals in Advertising

Traditional Advertising Media

Online and Mobile Advertising

Social Media

Direct Marketing and Other Media

Advertising Media: Planning and Analysis

Measuring Ad Message Effectiveness

Sales Promotion Overview and the Role of Trade Promotion

Consumer Sales Promotion: Sampling and Couponing

Consumer Sales Promotion: Premiums and Other Promotions

Public Relations,Word-of-Mouth Influence,and Sponsorships

Packaging, Point-of-Purchase Communications, and Signage

Filters

Exam 23: Personal Selling

Which term below refers to the altering of sales behaviors during a customer interaction based on perceived information about the nature of the selling situation?

_____ may require less training for salespeople than the other forms of selling.

In a sales presentation,Jerry asks the prospect,"How does this problem affect your firm's return on investment (ROI)"? Jerry is using a _____ question in the SPIN method.

Qualifying prospects means to arrange a meeting with prospective customers.

The primary difference between trade salespeople and missionary salespeople is that trade salespeople sell _____ direct customers while missionary salespeople sell _____ direct customers.

The contingency model of salesperson effectiveness explains that the effectiveness of selling behaviors can be explained by all of the following except _____.

An Overview of Integrated Marketing Communications

Enhancing Brand Equity and Accountability

Brand Adoption, Brand Naming, and Intellectual Property Issues

Environmental, Regulatory, and Ethical Issues

Segmentation, Targeting, and Positioning

The Communication Process and Consumer Behavior

The Role of Persuasion in Integrated Marketing Communications

Objective Setting and Budgeting

Overview of Advertising Management

Effective and Creative Ad Messages

Endorsers and Message Appeals in Advertising

Traditional Advertising Media

Online and Mobile Advertising

Social Media

Direct Marketing and Other Media

Advertising Media: Planning and Analysis

Measuring Ad Message Effectiveness

Sales Promotion Overview and the Role of Trade Promotion

Consumer Sales Promotion: Sampling and Couponing

Consumer Sales Promotion: Premiums and Other Promotions

Public Relations,Word-of-Mouth Influence,and Sponsorships

Packaging, Point-of-Purchase Communications, and Signage

Filters

The primary difference between trade salespeople and missionary salespeople is that trade salespeople sell _ direct customers while missionary salespeople sell _ direct customers.