Question 1

During a trial close,an effective salesperson asks a prospect to purchase a product.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following is an example of a product feature?

Accepted Answer

A) "This bureau comes in cherry,walnut,and mahogany finishes." 
B) "If you stock our line of bakery products,more customers will be drawn into your store." 
C) "Consumers prefer our line of toothbrushes 2 to l over competing brands." 
D) "This automatic lawn sprinkling system will save you three hours a week." 
E) "This car model will save you $25 a week for gas." 
A) "This bureau comes in cherry,walnut,and mahogany finishes." 
B) "If you stock our line of bakery products,more customers will be drawn into your store." 
C) "Consumers prefer our line of toothbrushes 2 to l over competing brands." 
D) "This automatic lawn sprinkling system will save you three hours a week." 
E) "This car model will save you $25 a week for gas."

Question 3

When during the sales presentation should the salesperson use a trial close?

Accepted Answer

A salesperson should use a trial close (

Question 4

When providing a buyer with information about a product,which of the following questions is LEAST relevant for the salesperson to consider?

Accepted Answer

A) What product attributes are important in the buying decision? 
B) What moral development level is needed for the buying decision? 
C) What are the prospect's attitudes toward the product? 
D) What level of satisfaction is expected from buying the product? 
E) What are the prospect's attitudes about a competitor's products? 
A) What product attributes are important in the buying decision? 
B) What moral development level is needed for the buying decision? 
C) What are the prospect's attitudes toward the product? 
D) What level of satisfaction is expected from buying the product? 
E) What are the prospect's attitudes about a competitor's products?

Question 5

When a consumer gives little thought or time to the purchase of a product she is in the habit of buying,she is making a(n)_____ buying decision.

Accepted Answer

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

Question 6

People with strong economic needs will consider only price in a purchase situation.

Accepted Answer

A) True 
 B)False

Question 7

During a sales presentation,it can be most effective when asking for an order to:

Accepted Answer

A) discuss financing challenges. 
B) mention the prospect's positive comments. 
C) outline the expected delivery schedule. 
D) prevent the prospect form asking questions. 
E) re-address the prospect's negative comments. 
A) discuss financing challenges. 
B) mention the prospect's positive comments. 
C) outline the expected delivery schedule. 
D) prevent the prospect form asking questions. 
E) re-address the prospect's negative comments.

Question 8

All of the following are the appropriate times for a salesperson to use a trial close EXCEPT:

Accepted Answer

A) after making a strong selling point in the presentation. 
B) after the presentation. 
C) after answering an objection. 
D) immediately after closing the sale. 
E) immediately before moving to close the sale. 
A) after making a strong selling point in the presentation. 
B) after the presentation. 
C) after answering an objection. 
D) immediately after closing the sale. 
E) immediately before moving to close the sale.

Question 9

In extensive decision making:

Accepted Answer

A) the buying decision is easy to make. 
B) the buyer believes there is more at stake relative to other buying decisions. 
C) the buyer has already formed attitudes and beliefs toward the product. 
D) the buyer has a moderate level of involvement in the buying decision. 
E) the buyer usually buys low-involvement products. 
A) the buying decision is easy to make. 
B) the buyer believes there is more at stake relative to other buying decisions. 
C) the buyer has already formed attitudes and beliefs toward the product. 
D) the buyer has a moderate level of involvement in the buying decision. 
E) the buyer usually buys low-involvement products.

Question 10

Harris should most likely use the acronym L-O-C-A-T-E to:

Accepted Answer

A) explain the physical characteristics of the product. 
B) determine the manager's personality type. 
C) uncover the important needs of the manager. 
D) create a bond between himself and the manager. 
E) deal with the manager's price objections. 
A) explain the physical characteristics of the product. 
B) determine the manager's personality type. 
C) uncover the important needs of the manager. 
D) create a bond between himself and the manager. 
E) deal with the manager's price objections.

Question 11

Which of the following is NOT an example of a psychological need for buying a product?

Accepted Answer

A) Fear 
B) Comfort or luxury 
C) Desire for gain 
D) Need to save money 
E) Self-preservation 
A) Fear 
B) Comfort or luxury 
C) Desire for gain 
D) Need to save money 
E) Self-preservation

Question 12

At the unconscious need level,people do not know why they buy a product-only that they do buy.

Accepted Answer

A) True 
 B)False

Question 13

The city manager has to buy a replacement traffic signal with the same specifications as the other signals currently in use in the city.The manufacturer from which he purchased the last 12 signals has gone out of business and a new supplier has to be selected from a group of three possible companies.To make this purchase,the city manager will have to use _____ decision making.

Accepted Answer

A) routine 
B) intensive 
C) limited 
D) extensive 
E) selective 
A) routine 
B) intensive 
C) limited 
D) extensive 
E) selective

Question 14

What should a salesperson using the FAB selling technique primarily stress during a sales presentation?

Accepted Answer

How the pr

Question 15

The statement "The new Maytag washer saves you time,work,and money," is an example of a(n):

Accepted Answer

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

Question 16

The statement "This chicken is quick-frozen at 30 degrees below zero," is an example of a(n):

Accepted Answer

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

Question 17

The _____ model of buyer behavior assumes a prospect will respond to the sales presentation in some predictable manner.

Accepted Answer

A) perceptual 
B) stimulus-response 
C) buying process 
D) FAB 
E) needs hierarchy 
A) perceptual 
B) stimulus-response 
C) buying process 
D) FAB 
E) needs hierarchy

Question 18

In which step of the consumer buying decision process does a person decide what to buy?

Accepted Answer

Informatio

Question 19

A product advantage is defined as:

Accepted Answer

A) a way in which the product will help the buyer. 
B) a performance characteristic of a product. 
C) the satisfaction a buyer feels about a purchase. 
D) a favorable result the buyer receives from use of the product. 
E) any physical characteristic of a product. 
A) a way in which the product will help the buyer. 
B) a performance characteristic of a product. 
C) the satisfaction a buyer feels about a purchase. 
D) a favorable result the buyer receives from use of the product. 
E) any physical characteristic of a product.

Question 20

When the salesperson discusses a product's _____,he is answering the question,"What is it?"

Accepted Answer

A) features 
B) service records 
C) advantages 
D) achievements 
E) benefits 
A) features 
B) service records 
C) advantages 
D) achievements 
E) benefits

During a trial close,an effective salesperson asks a prospect to purchase a product.

Which of the following is an example of a product feature?

When during the sales presentation should the salesperson use a trial close?

When providing a buyer with information about a product,which of the following questions is LEAST relevant for the salesperson to consider?

When a consumer gives little thought or time to the purchase of a product she is in the habit of buying,she is making a(n)_____ buying decision.

People with strong economic needs will consider only price in a purchase situation.

During a sales presentation,it can be most effective when asking for an order to:

All of the following are the appropriate times for a salesperson to use a trial close EXCEPT:

In extensive decision making:

Harris should most likely use the acronym L-O-C-A-T-E to:

Which of the following is NOT an example of a psychological need for buying a product?

At the unconscious need level,people do not know why they buy a product-only that they do buy.

What should a salesperson using the FAB selling technique primarily stress during a sales presentation?

The statement "The new Maytag washer saves you time,work,and money," is an example of a(n):

The statement "This chicken is quick-frozen at 30 degrees below zero," is an example of a(n):

The _____ model of buyer behavior assumes a prospect will respond to the sales presentation in some predictable manner.

In which step of the consumer buying decision process does a person decide what to buy?

A product advantage is defined as:

When the salesperson discusses a product's _____,he is answering the question,"What is it?"

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

During a trial close,an effective salesperson asks a prospect to purchase a product.

Which of the following is an example of a product feature?

When during the sales presentation should the salesperson use a trial close?

When providing a buyer with information about a product,which of the following questions is LEAST relevant for the salesperson to consider?

When a consumer gives little thought or time to the purchase of a product she is in the habit of buying,she is making a(n)_____ buying decision.

People with strong economic needs will consider only price in a purchase situation.

During a sales presentation,it can be most effective when asking for an order to:

All of the following are the appropriate times for a salesperson to use a trial close EXCEPT:

In extensive decision making:

Harris should most likely use the acronym L-O-C-A-T-E to:

Which of the following is NOT an example of a psychological need for buying a product?

At the unconscious need level,people do not know why they buy a product-only that they do buy.

What should a salesperson using the FAB selling technique primarily stress during a sales presentation?

The statement "The new Maytag washer saves you time,work,and money," is an example of a(n):

The statement "This chicken is quick-frozen at 30 degrees below zero," is an example of a(n):

The _____ model of buyer behavior assumes a prospect will respond to the sales presentation in some predictable manner.

In which step of the consumer buying decision process does a person decide what to buy?

A product advantage is defined as:

When the salesperson discusses a product's _____,he is answering the question,"What is it?"

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