Question 1

A mother of six school-aged children buying two gallons of milk on the way home from work would most likely be making a(n)_____ buying decision.

Accepted Answer

A) routine 
B) limited 
C) extensive 
D) high-involvement 
E) unconscious 
A) routine 
B) limited 
C) extensive 
D) high-involvement 
E) unconscious

Question 2

Rachel has just walked into her local Serta mattress outlet and told the salesperson,"I'd like to buy a pillow-top mattress with individually wrapped coils and a five-year warranty.What can you show me?" At what level of need awareness is Rachel?

Accepted Answer

A) Conscious 
B) Preconscious 
C) Postconscious 
D) Unconscious 
E) Subconscious 
A) Conscious 
B) Preconscious 
C) Postconscious 
D) Unconscious 
E) Subconscious

Question 3

Two ways a salesperson can _____ is to show the buyer how to properly use the product and to make realistic claims about the product.

Accepted Answer

A) reduce satisfaction 
B) lower the buyer's level of dissonance 
C) increase dissatisfaction 
D) reduce routine decision making 
E) modify selective retention 
A) reduce satisfaction 
B) lower the buyer's level of dissonance 
C) increase dissatisfaction 
D) reduce routine decision making 
E) modify selective retention

Question 4

The acronym L-O-C-A-T-E reminds us of several useful methods for uncovering a prospective buyer's needs.A skillful salesperson may talk,listen,probe,make careful observations,and empathize-all in an effort to uncover the prospect's needs.This pertains to:

Accepted Answer

A) observing. 
B) empathizing 
C) converting. 
D) coordinating 
E) combining. 
A) observing. 
B) empathizing 
C) converting. 
D) coordinating 
E) combining.

Question 5

The _____ is a reminder to emphasize the features,advantages and benefits of a product during a sales presentation.

Accepted Answer

A) L-O-C-A-T-E method 
B) SWOT analysis 
C) sales presentation 
D) SELL Sequence 
E) trial close 
A) L-O-C-A-T-E method 
B) SWOT analysis 
C) sales presentation 
D) SELL Sequence 
E) trial close

Question 6

The FAB selling technique is a tool for:

Accepted Answer

A) customer needs assessment. 
B) behavior modification. 
C) customer retention. 
D) benefit selling. 
E) trial closing. 
A) customer needs assessment. 
B) behavior modification. 
C) customer retention. 
D) benefit selling. 
E) trial closing.

Question 7

The main benefit of using the FAB Sequence during a sales presentation is to help the salesperson remember to:

Accepted Answer

A) engage in two-way communication. 
B) gather approval from the prospect. 
C) perform trial closes throughout the presentation. 
D) determine the underlying needs of the prospect. 
E) discuss a product's benefits in a conversational manner. 
A) engage in two-way communication. 
B) gather approval from the prospect. 
C) perform trial closes throughout the presentation. 
D) determine the underlying needs of the prospect. 
E) discuss a product's benefits in a conversational manner.

Question 8

If a customer of yours is currently making a(n)_____ buying decision,you should reinforce the point that it is a correct buying decision.It is also important for you to have the product in stock.

Accepted Answer

A) unconscious 
B) limited 
C) extensive 
D) preconscious 
E) routine 
A) unconscious 
B) limited 
C) extensive 
D) preconscious 
E) routine

Question 9

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 10

What is most needed when working with a prospect at the unconscious need level?

Accepted Answer

A) Perceptive observations of the customer's social class 
B) Skillful questioning to determine the customer' needs 
C) Self-awareness modification to gain customer trust 
D) Highly detailed feature descriptions 
E) Multiple attempts at a trial closing 
A) Perceptive observations of the customer's social class 
B) Skillful questioning to determine the customer' needs 
C) Self-awareness modification to gain customer trust 
D) Highly detailed feature descriptions 
E) Multiple attempts at a trial closing

Question 11

Which of the following is most likely a want rather than a need?

Accepted Answer

A) shelter 
B) water 
C) transportation 
D) steak 
E) clothing 
A) shelter 
B) water 
C) transportation 
D) steak 
E) clothing

Question 12

A prospect internalizes the information presented by a salesperson and then makes a buying decision.Because we cannot see into the buyer's mind,this internalization process is referred to as a(n):

Accepted Answer

A) black hole. 
B) suppressed representation. 
C) mirage. 
D) black box. 
E) echo chamber. 
A) black hole. 
B) suppressed representation. 
C) mirage. 
D) black box. 
E) echo chamber.

Question 13

According to the LOCATE acronym,it is helpful for a salesperson to ask co-workers or subordinates about a prospect's needs.

Accepted Answer

A) True 
 B)False

Question 14

Buyer's remorse would most likely occur if:

Accepted Answer

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

Question 15

What are two personal influences on consumers' buying behavior?

Accepted Answer

Income,age

Question 16

According to the two Ls in the SELL Sequence,a salesperson should:

Accepted Answer

A) lead into the benefits,and let the customer talk. 
B) limit the length of a sales presentation,and let visual aids do the talking. 
C) learn the prospect's personality type,and let the personality type guide the closing. 
D) limit the number of benefits,and list features at the end of the presentation. 
E) locate the prospect's needs,and leave closing until the end of the sales presentation. 
A) lead into the benefits,and let the customer talk. 
B) limit the length of a sales presentation,and let visual aids do the talking. 
C) learn the prospect's personality type,and let the personality type guide the closing. 
D) limit the number of benefits,and list features at the end of the presentation. 
E) locate the prospect's needs,and leave closing until the end of the sales presentation.

Question 17

Martin recently purchased a Nissan Maxima and is concerned that he may have overpaid for the car.Martin is experiencing emotional dissonance.

Accepted Answer

A) True 
 B)False

Question 18

When a salesperson says,"This glue will form a stronger bond than any other glue on the market," he is stating a product benefit.

Accepted Answer

A) True 
 B)False

Question 19

The trial close should be used after the salesperson finishes listing all of the selling points in the sales presentation.

Accepted Answer

A) True 
 B)False

Question 20

List the three levels of need awareness.

Accepted Answer

(1)Conscious,(2)prec

A mother of six school-aged children buying two gallons of milk on the way home from work would most likely be making a(n)_____ buying decision.

Rachel has just walked into her local Serta mattress outlet and told the salesperson,"I'd like to buy a pillow-top mattress with individually wrapped coils and a five-year warranty.What can you show me?" At what level of need awareness is Rachel?

Two ways a salesperson can _____ is to show the buyer how to properly use the product and to make realistic claims about the product.

The acronym L-O-C-A-T-E reminds us of several useful methods for uncovering a prospective buyer's needs.A skillful salesperson may talk,listen,probe,make careful observations,and empathize-all in an effort to uncover the prospect's needs.This pertains to:

The _____ is a reminder to emphasize the features,advantages and benefits of a product during a sales presentation.

The FAB selling technique is a tool for:

The main benefit of using the FAB Sequence during a sales presentation is to help the salesperson remember to:

If a customer of yours is currently making a(n)_____ buying decision,you should reinforce the point that it is a correct buying decision.It is also important for you to have the product in stock.

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

What is most needed when working with a prospect at the unconscious need level?

Which of the following is most likely a want rather than a need?

A prospect internalizes the information presented by a salesperson and then makes a buying decision.Because we cannot see into the buyer's mind,this internalization process is referred to as a(n):

According to the LOCATE acronym,it is helpful for a salesperson to ask co-workers or subordinates about a prospect's needs.

Buyer's remorse would most likely occur if:

What are two personal influences on consumers' buying behavior?

According to the two Ls in the SELL Sequence,a salesperson should:

Martin recently purchased a Nissan Maxima and is concerned that he may have overpaid for the car.Martin is experiencing emotional dissonance.

When a salesperson says,"This glue will form a stronger bond than any other glue on the market," he is stating a product benefit.

The trial close should be used after the salesperson finishes listing all of the selling points in the sales presentation.

List the three levels of need awareness.

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

Exam 3: The Psychology of Selling: Why People Buy

A mother of six school-aged children buying two gallons of milk on the way home from work would most likely be making a(n)_____ buying decision.

Rachel has just walked into her local Serta mattress outlet and told the salesperson,"I'd like to buy a pillow-top mattress with individually wrapped coils and a five-year warranty.What can you show me?" At what level of need awareness is Rachel?

Two ways a salesperson can _____ is to show the buyer how to properly use the product and to make realistic claims about the product.

The acronym L-O-C-A-T-E reminds us of several useful methods for uncovering a prospective buyer's needs.A skillful salesperson may talk,listen,probe,make careful observations,and empathize-all in an effort to uncover the prospect's needs.This pertains to:

The _____ is a reminder to emphasize the features,advantages and benefits of a product during a sales presentation.

The FAB selling technique is a tool for:

The main benefit of using the FAB Sequence during a sales presentation is to help the salesperson remember to:

If a customer of yours is currently making a(n)_____ buying decision,you should reinforce the point that it is a correct buying decision.It is also important for you to have the product in stock.

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

What is most needed when working with a prospect at the unconscious need level?

Which of the following is most likely a want rather than a need?

A prospect internalizes the information presented by a salesperson and then makes a buying decision.Because we cannot see into the buyer's mind,this internalization process is referred to as a(n):

According to the LOCATE acronym,it is helpful for a salesperson to ask co-workers or subordinates about a prospect's needs.

Buyer's remorse would most likely occur if:

What are two personal influences on consumers' buying behavior?

According to the two Ls in the SELL Sequence,a salesperson should:

Martin recently purchased a Nissan Maxima and is concerned that he may have overpaid for the car.Martin is experiencing emotional dissonance.

When a salesperson says,"This glue will form a stronger bond than any other glue on the market," he is stating a product benefit.

The trial close should be used after the salesperson finishes listing all of the selling points in the sales presentation.

List the three levels of need awareness.

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