Question 1

A person's needs are wants that are learned by a person,while wants result from a lack of something desirable.

Accepted Answer

A) True 
 B)False  False

Question 2

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 product's features,advantages,and benefits to a prospect.Students' examples will vary depending on their creativity.An acceptable answer would be: Good taste is a feature.An advantage would be how it quenches thirst.A benefit could be the energy produced as a result of the consumption of sugar and caffeine in the cola.

Question 3

You can help the buyer be satisfied with the product through continually reinforcing buyers' decisions by reminding them how well the product actually fulfills their needs.

Accepted Answer

A) True 
 B)False  True

Question 4

The theater manager is most likely at the:

Accepted Answer

A) unconscious level and will be a difficult sell. 
B) preconscious level and will require a lengthy sales presentation. 
C) routine decision level and anxious about the purchase. 
D) conscious level and easy to sell to. 
E) routine decision level with few objections. 
A) unconscious level and will be a difficult sell. 
B) preconscious level and will require a lengthy sales presentation. 
C) routine decision level and anxious about the purchase. 
D) conscious level and easy to sell to. 
E) routine decision level with few objections.

Question 5

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 6

Frank,a commercial-grade air conditioning salesperson,is giving a sales presentation to a construction company using the SELL Sequence.Which statement provides the benefits of Frank's product?

Accepted Answer

A) Our units are made of high-grade stainless steel. 
B) Our units are backed by 15-year warranties. 
C) Our units have high energy-efficiency ratings. 
D) Our units will save you 10% in energy costs. 
E) Our units use less energy than others. 
A) Our units are made of high-grade stainless steel. 
B) Our units are backed by 15-year warranties. 
C) Our units have high energy-efficiency ratings. 
D) Our units will save you 10% in energy costs. 
E) Our units use less energy than others.

Question 7

The statement,"The black,rectangular Intech ThinkPad has a red tracking ball and a multicolored Intech logo set at 35 degrees in the lower right corner," is an example of a(n):

Accepted Answer

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

Question 8

The Wi-series mobile phone with touch display has an ambient light sensor that automatically adjusts brightness to suit the ambient light in your surroundings.This is a battery-saving efficiency of the Wi-series touch phone.Which of the following does this describe?

Accepted Answer

A) Product benefit 
B) Product advantage 
C) Segmentation variable 
D) Product feature 
E) Market need 
A) Product benefit 
B) Product advantage 
C) Segmentation variable 
D) Product feature 
E) Market need

Question 9

The "A" in the L-O-C-A-T-E acronym reminds a salesperson to:

Accepted Answer

A) answer questions quickly. 
B) achieve a long-term goal. 
C) ask the prospect questions. 
D) analyze the prospect's needs. 
E) accomplish sales goals. 
A) answer questions quickly. 
B) achieve a long-term goal. 
C) ask the prospect questions. 
D) analyze the prospect's needs. 
E) accomplish sales goals.

Question 10

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 11

Several methods are used to uncover the prospect's needs.These methods create the acronym L-O-C-A-T-E.Explain this acronym and how it is used by salespeople.

Accepted Answer

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

Question 12

Describe the three stages in the stimulus-response model of buyer behavior.

Accepted Answer

The first stage is the stimulus,which is

Question 13

The theater manager is very concerned about the cost and quality of the Stage Technologies system.Harris should most likely:

Accepted Answer

A) close the deal. 
B) address the issue. 
C) highlight more features. 
D) lead into product benefits. 
E) ignore any further questions. 
A) close the deal. 
B) address the issue. 
C) highlight more features. 
D) lead into product benefits. 
E) ignore any further questions.

Question 14

Once a customer has selected a product to purchase,which of the following would LEAST likely change the customer's purchasing intentions?

Accepted Answer

A) Attitudes of others 
B) Perceived risk of buying the product 
C) Uncontrollable factors such as inadequate financing 
D) Salesperson's actions after the decision has been reached 
E) Unnoticed,beneficial attributes of the product being purchased 
A) Attitudes of others 
B) Perceived risk of buying the product 
C) Uncontrollable factors such as inadequate financing 
D) Salesperson's actions after the decision has been reached 
E) Unnoticed,beneficial attributes of the product being purchased

Question 15

Christine has just answered a prospect's question about some negative publicity her product received.To find out if her prospect has any more objections with which she should deal,Christine should:

Accepted Answer

A) use a trial close. 
B) hand her catalog to the prospect. 
C) begin her demonstration. 
D) use the questions approach. 
E) lead into a benefit. 
A) use a trial close. 
B) hand her catalog to the prospect. 
C) begin her demonstration. 
D) use the questions approach. 
E) lead into a benefit.

Question 16

A feature is the performance characteristic of a product that describes how it will help the buyer.

Accepted Answer

A) True 
 B)False

Question 17

What are three common psychological buying needs?

Accepted Answer

Comfort,pleasure,sec

Question 18

A product benefit is defined as a:

Accepted Answer

A) favorable result the buyer receives from use of the product. 
B) performance characteristic of a product. 
C) physical characteristic of a product. 
D) way the product will work when used. 
E) way in which the product will help the buyer. 
A) favorable result the buyer receives from use of the product. 
B) performance characteristic of a product. 
C) physical characteristic of a product. 
D) way the product will work when used. 
E) way in which the product will help the buyer.

Question 19

The acronym L-O-C-A-T-E reminds us of several useful methods for uncovering a prospective buyer's needs.If prospects drop leading remarks like "I wish I had a television like this one," it pertains to:

Accepted Answer

A) observing. 
B) listening. 
C) asking. 
D) learning. 
E) optimizing. 
A) observing. 
B) listening. 
C) asking. 
D) learning. 
E) optimizing.

Question 20

You 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

A person's needs are wants that are learned by a person,while wants result from a lack of something desirable.

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

You can help the buyer be satisfied with the product through continually reinforcing buyers' decisions by reminding them how well the product actually fulfills their needs.

The theater manager is most likely at the:

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

Frank,a commercial-grade air conditioning salesperson,is giving a sales presentation to a construction company using the SELL Sequence.Which statement provides the benefits of Frank's product?

The statement,"The black,rectangular Intech ThinkPad has a red tracking ball and a multicolored Intech logo set at 35 degrees in the lower right corner," is an example of a(n):

The Wi-series mobile phone with touch display has an ambient light sensor that automatically adjusts brightness to suit the ambient light in your surroundings.This is a battery-saving efficiency of the Wi-series touch phone.Which of the following does this describe?

The "A" in the L-O-C-A-T-E acronym reminds a salesperson to:

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

Several methods are used to uncover the prospect's needs.These methods create the acronym L-O-C-A-T-E.Explain this acronym and how it is used by salespeople.

Describe the three stages in the stimulus-response model of buyer behavior.

The theater manager is very concerned about the cost and quality of the Stage Technologies system.Harris should most likely:

Once a customer has selected a product to purchase,which of the following would LEAST likely change the customer's purchasing intentions?

Christine has just answered a prospect's question about some negative publicity her product received.To find out if her prospect has any more objections with which she should deal,Christine should:

A feature is the performance characteristic of a product that describes how it will help the buyer.

What are three common psychological buying needs?

A product benefit is defined as a:

The acronym L-O-C-A-T-E reminds us of several useful methods for uncovering a prospective buyer's needs.If prospects drop leading remarks like "I wish I had a television like this one," it pertains to:

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

The Life, times, and Career of the Professional Salesperson

Ethics Firstthen 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

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Exam 3: The Psychology of Selling: Why People Buy

A person's needs are wants that are learned by a person,while wants result from a lack of something desirable.

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

You can help the buyer be satisfied with the product through continually reinforcing buyers' decisions by reminding them how well the product actually fulfills their needs.

The theater manager is most likely at the:

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

Frank,a commercial-grade air conditioning salesperson,is giving a sales presentation to a construction company using the SELL Sequence.Which statement provides the benefits of Frank's product?

The statement,"The black,rectangular Intech ThinkPad has a red tracking ball and a multicolored Intech logo set at 35 degrees in the lower right corner," is an example of a(n):

The Wi-series mobile phone with touch display has an ambient light sensor that automatically adjusts brightness to suit the ambient light in your surroundings.This is a battery-saving efficiency of the Wi-series touch phone.Which of the following does this describe?

The "A" in the L-O-C-A-T-E acronym reminds a salesperson to:

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

Several methods are used to uncover the prospect's needs.These methods create the acronym L-O-C-A-T-E.Explain this acronym and how it is used by salespeople.

Describe the three stages in the stimulus-response model of buyer behavior.

The theater manager is very concerned about the cost and quality of the Stage Technologies system.Harris should most likely:

Once a customer has selected a product to purchase,which of the following would LEAST likely change the customer's purchasing intentions?

Christine has just answered a prospect's question about some negative publicity her product received.To find out if her prospect has any more objections with which she should deal,Christine should:

A feature is the performance characteristic of a product that describes how it will help the buyer.

What are three common psychological buying needs?

A product benefit is defined as a:

The acronym L-O-C-A-T-E reminds us of several useful methods for uncovering a prospective buyer's needs.If prospects drop leading remarks like "I wish I had a television like this one," it pertains to:

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

The Life, times, and Career of the Professional Salesperson

Ethics Firstthen 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

Filters