Question 1

The "E" in the SELL Sequence reminds the salesperson to:

Accepted Answer

A) enlist the help of visual aids. 
B) explain the product's advantage. 
C) exploit your opportunity to sell. 
D) encounter a prospect anywhere you can. 
E) elevate your company's brand image. 
A) enlist the help of visual aids. 
B) explain the product's advantage. 
C) exploit your opportunity to sell. 
D) encounter a prospect anywhere you can. 
E) elevate your company's brand image.

Question 2

What is the first stage in the consumer buying decision process?

Accepted Answer

The answer of What is the first stage in the...

Question 3

Differentiate between a need and a want and give an example of each.

Accepted Answer

A need results from a lack of

Question 4

Benefit selling is often referred to as:

Accepted Answer

A) stimulus-response selling. 
B) FAB selling. 
C) perception-based selling. 
D) need/want identification. 
E) cognitive learning. 
A) stimulus-response selling. 
B) FAB selling. 
C) perception-based selling. 
D) need/want identification. 
E) cognitive learning.

Question 5

"The Ultra Black Label series is a premium mobile phone made out of real stainless steel and complemented by multi-angle vision technology.This advanced technology allows you to view the screen contents from different angles.With the Ultra phone,you'll always be able to view the display and will never be out of touch." In what order are the features,benefits,and advantages presented in the statement?

Accepted Answer

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

Question 6

The easiest people to sell to are people at the _____ level of need awareness.

Accepted Answer

A) conscious 
B) preconscious 
C) unconscious 
D) subconscious 
E) postconscious 
A) conscious 
B) preconscious 
C) unconscious 
D) subconscious 
E) postconscious

Question 7

The salesperson should answer the prospect's question of "What's in it for me?" with a product advantage.

Accepted Answer

A) True 
 B)False

Question 8

During a trial close,a salesperson should learn whether the:

Accepted Answer

A) competitor's product is better. 
B) product is functioning as expected. 
C) prospect likes the product's benefits 
D) price of the product is fair. 
E) prospect seeks self-preservation. 
A) competitor's product is better. 
B) product is functioning as expected. 
C) prospect likes the product's benefits 
D) price of the product is fair. 
E) prospect seeks self-preservation.

Question 9

The salesperson asks the prospect to buy during the trial close.

Accepted Answer

A) True 
 B)False

Question 10

The easiest type of person to sell a product to is a buyer who is at the unconscious need level.

Accepted Answer

A) True 
 B)False

Question 11

In the SELL Sequence,the final step involves asking for feedback from the prospect and conducting a trial close.

Accepted Answer

A) True 
 B)False

Question 12

Different individuals have different reasons for wanting to buy,so when developing a sales presentation,the salesperson must:

Accepted Answer

A) be sure to have his/her product available to the prospect when the relevant need occurs. 
B) be sure to have his/her product available to the prospect when the relevant want occurs. 
C) rely on the prospect to see that the good or service will satisfy his/her relevant need/want. 
D) make sure his/her sales presentation appeals to all possible needs/wants. 
E) determine a prospect's needs and then match the product's benefits to that particular prospect's needs and wants. 
A) be sure to have his/her product available to the prospect when the relevant need occurs. 
B) be sure to have his/her product available to the prospect when the relevant want occurs. 
C) rely on the prospect to see that the good or service will satisfy his/her relevant need/want. 
D) make sure his/her sales presentation appeals to all possible needs/wants. 
E) determine a prospect's needs and then match the product's benefits to that particular prospect's needs and wants.

Question 13

The decision process ends for the buyer once a product is purchased.

Accepted Answer

A) True 
 B)False

Question 14

All of the following hold true of extensive decision making EXCEPT:

Accepted Answer

A) the buyer believes there is more at stake relative to other buying decisions. 
B) the buyer may become confused during the decision-making process. 
C) the buyer is highly involved in the buying decision. 
D) the buyer is often unfamiliar with the brand or product. 
E) the buyer gives little or no thought to the purchase. 
A) the buyer believes there is more at stake relative to other buying decisions. 
B) the buyer may become confused during the decision-making process. 
C) the buyer is highly involved in the buying decision. 
D) the buyer is often unfamiliar with the brand or product. 
E) the buyer gives little or no thought to the purchase.

Question 15

The statement "You won't have to stop at the gas station as frequently with our full-size truck," is an example of a(n):

Accepted Answer

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

Question 16

Since salespeople help their prospects make the choice to buy or not buy a product,it is important for salespeople to understand:

Accepted Answer

A) the various factors that can influence a buyer's decision. 
B) how to encourage customers to experience purchase dissonance. 
C) the material taught in advanced psychology classes. 
D) all that is involved in the psychological processes a buyer goes through in making a purchase decision. 
E) the buyer's general buying needs. 
A) the various factors that can influence a buyer's decision. 
B) how to encourage customers to experience purchase dissonance. 
C) the material taught in advanced psychology classes. 
D) all that is involved in the psychological processes a buyer goes through in making a purchase decision. 
E) the buyer's general buying needs.

Question 17

Technology helps salespeople to:

Accepted Answer

A) rely on fewer environmental signals. 
B) identify customer personality styles. 
C) implement frequent trial closes. 
D) view customers as decision makers. 
E) serve customers faster and better. 
A) rely on fewer environmental signals. 
B) identify customer personality styles. 
C) implement frequent trial closes. 
D) view customers as decision makers. 
E) serve customers faster and better.

Question 18

The trial close allows the salesperson to determine whether the:

Accepted Answer

A) prospect likes the features and benefits of the product. 
B) salesperson will meet his/her sales quota. 
C) salesperson should use one-way communication. 
D) salesperson should use a memorized sales presentation. 
E) salesperson should answer any objections. 
A) prospect likes the features and benefits of the product. 
B) salesperson will meet his/her sales quota. 
C) salesperson should use one-way communication. 
D) salesperson should use a memorized sales presentation. 
E) salesperson should answer any objections.

Question 19

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 20

During a sales presentation,the salesperson must be prepared to correct a negative impression the prospect may have about a product.Thus,a salesperson should most likely do all of the following EXCEPT:

Accepted Answer

A) alter the importance of the attributes. 
B) highlight unnoticed product attributes. 
C) alter the prospect's beliefs about the product. 
D) change the person's search for an ideal product into a realistic product. 
E) emphasize the importance a prospect attaches to a product's high price. 
A) alter the importance of the attributes. 
B) highlight unnoticed product attributes. 
C) alter the prospect's beliefs about the product. 
D) change the person's search for an ideal product into a realistic product. 
E) emphasize the importance a prospect attaches to a product's high price.

The "E" in the SELL Sequence reminds the salesperson to:

What is the first stage in the consumer buying decision process?

Differentiate between a need and a want and give an example of each.

Benefit selling is often referred to as:

The easiest people to sell to are people at the _____ level of need awareness.

The salesperson should answer the prospect's question of "What's in it for me?" with a product advantage.

During a trial close,a salesperson should learn whether the:

The salesperson asks the prospect to buy during the trial close.

The easiest type of person to sell a product to is a buyer who is at the unconscious need level.

In the SELL Sequence,the final step involves asking for feedback from the prospect and conducting a trial close.

Different individuals have different reasons for wanting to buy,so when developing a sales presentation,the salesperson must:

The decision process ends for the buyer once a product is purchased.

All of the following hold true of extensive decision making EXCEPT:

The statement "You won't have to stop at the gas station as frequently with our full-size truck," is an example of a(n):

Since salespeople help their prospects make the choice to buy or not buy a product,it is important for salespeople to understand:

Technology helps salespeople to:

The trial close allows the salesperson to determine whether the:

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

During a sales presentation,the salesperson must be prepared to correct a negative impression the prospect may have about a product.Thus,a salesperson should most likely do all of the following EXCEPT:

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

The "E" in the SELL Sequence reminds the salesperson to:

What is the first stage in the consumer buying decision process?

Differentiate between a need and a want and give an example of each.

Benefit selling is often referred to as:

The easiest people to sell to are people at the _____ level of need awareness.

The salesperson should answer the prospect's question of "What's in it for me?" with a product advantage.

During a trial close,a salesperson should learn whether the:

The salesperson asks the prospect to buy during the trial close.

The easiest type of person to sell a product to is a buyer who is at the unconscious need level.

In the SELL Sequence,the final step involves asking for feedback from the prospect and conducting a trial close.

Different individuals have different reasons for wanting to buy,so when developing a sales presentation,the salesperson must:

The decision process ends for the buyer once a product is purchased.

All of the following hold true of extensive decision making EXCEPT:

The statement "You won't have to stop at the gas station as frequently with our full-size truck," is an example of a(n):

Since salespeople help their prospects make the choice to buy or not buy a product,it is important for salespeople to understand:

Technology helps salespeople to:

The trial close allows the salesperson to determine whether the:

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

During a sales presentation,the salesperson must be prepared to correct a negative impression the prospect may have about a product.Thus,a salesperson should most likely do all of the following EXCEPT:

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