Question 1

During the sales presentation,which of the following should most likely be emphasized to the theater manager?

Accepted Answer

A) Benefits of the Stage Technologies system 
B) Safety features of the Stage Technologies wench 
C) Stage Technologies' service record 
D) Uses for the Stage Technologies equipment 
E) Leasing arrangements of Stage Technologies 
A) Benefits of the Stage Technologies system 
B) Safety features of the Stage Technologies wench 
C) Stage Technologies' service record 
D) Uses for the Stage Technologies equipment 
E) Leasing arrangements of Stage Technologies

Question 2

In a limited decision making situation,buyers are already in the habit of buying a specific product or brand.

Accepted Answer

A) True 
 B)False

Question 3

"With this tennis racquet,you'll hit harder and with less effort than other brands," is an example of a(n):

Accepted Answer

A) product feature. 
B) economic need. 
C) market identifier. 
D) product advantage. 
E) product benefit. 
A) product feature. 
B) economic need. 
C) market identifier. 
D) product advantage. 
E) product benefit.

Question 4

Which of the following is a false assumption made by many salespeople?

Accepted Answer

A) Benefits are very important to buyers. 
B) Price is the only factor in a buying decision. 
C) Psychological factors influence buying decisions. 
D) Wants and needs motivate buying decisions. 
E) Unimportant benefits should be deemphasized. 
A) Benefits are very important to buyers. 
B) Price is the only factor in a buying decision. 
C) Psychological factors influence buying decisions. 
D) Wants and needs motivate buying decisions. 
E) Unimportant benefits should be deemphasized.

Question 5

A product feature is defined as:

Accepted Answer

A) a performance characteristic of a product. 
B) a characteristic of the product that is not special enough to be called a benefit. 
C) a favorable result the buyer receives from use of the product. 
D) a way in which the product will help the buyer. 
E) any physical characteristic of a product. 
A) a performance characteristic of a product. 
B) a characteristic of the product that is not special enough to be called a benefit. 
C) a favorable result the buyer receives from use of the product. 
D) a way in which the product will help the buyer. 
E) any physical characteristic of a product.

Question 6

Jed Gillon is shopping in Target for a gift for his girlfriend.Gillon wants to buy something useful for his girlfriend because she just bought a new home.At what level of need awareness is Gillon?

Accepted Answer

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

Question 7

The statement "Instant rice cooks in half the time of regular rice," is an example of a:

Accepted Answer

A) product feature. 
B) segmentation basis. 
C) product benefit. 
D) market achievement. 
E) product advantage. 
A) product feature. 
B) segmentation basis. 
C) product benefit. 
D) market achievement. 
E) product advantage.

Question 8

What is a true statement about the stimulus-response model?

Accepted Answer

A) The black box is the prospect's response. 
B) The stimulus is the internalization process. 
C) The stimulus is the sales presentation. 
D) Features and advantages are stressed. 
E) Benefits outweigh characteristics. 
A) The black box is the prospect's response. 
B) The stimulus is the internalization process. 
C) The stimulus is the sales presentation. 
D) Features and advantages are stressed. 
E) Benefits outweigh characteristics.

Question 9

In what order are the feature,advantage,and benefit presented in the following statement? "This fishing trawler has a 10 percent greater capacity than boats of a similar size.It will save you at least $100 per fishing trip because it can carry more fish than other boats on the market."

Accepted Answer

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

Question 10

A U.S.manufacturer of generators has just broken ground for a new plant in Australia.This is the company's first international expansion effort,and its owners want to lease another corporate jet temporarily so they can periodically fly to Australia to oversee the building progress and help in the hiring process.The new plant would have required _____ decision making and the leasing of the jet would more than likely have required _____ decision making.

Accepted Answer

A) routine;limited 
B) limited;pioneering 
C) routine;extensive 
D) extensive;limited 
E) restricted;routine 
A) routine;limited 
B) limited;pioneering 
C) routine;extensive 
D) extensive;limited 
E) restricted;routine

Question 11

Benefits that would satisfy buyers' unimportant needs should be deemphasized in the sales presentation.

Accepted Answer

A) True 
 B)False

Question 12

Why is it important to emphasize benefits to a prospective buyer?

Accepted Answer

First,by emphasizing benefits customers

Question 13

According to the consumer buying decision process,need arousal is immediately followed by information evaluation.

Accepted Answer

A) True 
 B)False

Question 14

The underlying component of a successful sales presentation is:

Accepted Answer

A) differentiating between wants and needs. 
B) utilizing statistical information as support. 
C) identifying important product advantages. 
D) explaining product features clearly. 
E) determining the customer's needs. 
A) differentiating between wants and needs. 
B) utilizing statistical information as support. 
C) identifying important product advantages. 
D) explaining product features clearly. 
E) determining the customer's needs.

Question 15

Selena is hungry.She has learned to meet that need by seeking out the CiCi's Pizza all-you-can-eat buffet.By preferring this type of eating opportunity,Selena is satisfying a(n):

Accepted Answer

A) belief. 
B) perception. 
C) want. 
D) attitude. 
E) opportunity. 
A) belief. 
B) perception. 
C) want. 
D) attitude. 
E) opportunity.

Question 16

At the _____ level of need awareness,the consumer may not be sure why he/she wants to buy a product,but will go ahead with the purchase anyway.

Accepted Answer

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

Question 17

The SELL Sequence should be used:

Accepted Answer

A) only at the end of the sales presentation. 
B) prior to each trial close. 
C) in the preapproach only. 
D) to modify buying needs. 
E) throughout the sales presentation. 
A) only at the end of the sales presentation. 
B) prior to each trial close. 
C) in the preapproach only. 
D) to modify buying needs. 
E) throughout the sales presentation.

Question 18

The _____ checks the attitude of your prospect toward the sales presentation.

Accepted Answer

A) FAB demonstration 
B) response to the stimulus 
C) trial close 
D) postapproach 
E) black box 
A) FAB demonstration 
B) response to the stimulus 
C) trial close 
D) postapproach 
E) black box

Question 19

The acronym L-O-C-A-T-E is useful for remembering how to handle a prospect's objections.

Accepted Answer

A) True 
 B)False

Question 20

After the dentist spent almost $600 to purchase the Apollo Whitening System to use with patients who want their teeth bleached,he learned that a more efficient system with fewer potential side effects was available for $400.From this information you know the dentist most likely experienced:

Accepted Answer

A) misinformation. 
B) information overload. 
C) purchase satisfaction. 
D) a communication barrier. 
E) purchase dissonance. 
A) misinformation. 
B) information overload. 
C) purchase satisfaction. 
D) a communication barrier. 
E) purchase dissonance.

During the sales presentation,which of the following should most likely be emphasized to the theater manager?

In a limited decision making situation,buyers are already in the habit of buying a specific product or brand.

"With this tennis racquet,you'll hit harder and with less effort than other brands," is an example of a(n):

Which of the following is a false assumption made by many salespeople?

A product feature is defined as:

Jed Gillon is shopping in Target for a gift for his girlfriend.Gillon wants to buy something useful for his girlfriend because she just bought a new home.At what level of need awareness is Gillon?

The statement "Instant rice cooks in half the time of regular rice," is an example of a:

What is a true statement about the stimulus-response model?

In what order are the feature,advantage,and benefit presented in the following statement? "This fishing trawler has a 10 percent greater capacity than boats of a similar size.It will save you at least $100 per fishing trip because it can carry more fish than other boats on the market."

Benefits that would satisfy buyers' unimportant needs should be deemphasized in the sales presentation.

Why is it important to emphasize benefits to a prospective buyer?

According to the consumer buying decision process,need arousal is immediately followed by information evaluation.

The underlying component of a successful sales presentation is:

Selena is hungry.She has learned to meet that need by seeking out the CiCi's Pizza all-you-can-eat buffet.By preferring this type of eating opportunity,Selena is satisfying a(n):

At the _____ level of need awareness,the consumer may not be sure why he/she wants to buy a product,but will go ahead with the purchase anyway.

The SELL Sequence should be used:

The _____ checks the attitude of your prospect toward the sales presentation.

The acronym L-O-C-A-T-E is useful for remembering how to handle a prospect's objections.

After the dentist spent almost $600 to purchase the Apollo Whitening System to use with patients who want their teeth bleached,he learned that a more efficient system with fewer potential side effects was available for $400.From this information you know the dentist most likely experienced:

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 the sales presentation,which of the following should most likely be emphasized to the theater manager?

In a limited decision making situation,buyers are already in the habit of buying a specific product or brand.

"With this tennis racquet,you'll hit harder and with less effort than other brands," is an example of a(n):

Which of the following is a false assumption made by many salespeople?

A product feature is defined as:

Jed Gillon is shopping in Target for a gift for his girlfriend.Gillon wants to buy something useful for his girlfriend because she just bought a new home.At what level of need awareness is Gillon?

The statement "Instant rice cooks in half the time of regular rice," is an example of a:

What is a true statement about the stimulus-response model?

In what order are the feature,advantage,and benefit presented in the following statement? "This fishing trawler has a 10 percent greater capacity than boats of a similar size.It will save you at least $100 per fishing trip because it can carry more fish than other boats on the market."

Benefits that would satisfy buyers' unimportant needs should be deemphasized in the sales presentation.

Why is it important to emphasize benefits to a prospective buyer?

According to the consumer buying decision process,need arousal is immediately followed by information evaluation.

The underlying component of a successful sales presentation is:

Selena is hungry.She has learned to meet that need by seeking out the CiCi's Pizza all-you-can-eat buffet.By preferring this type of eating opportunity,Selena is satisfying a(n):

At the _____ level of need awareness,the consumer may not be sure why he/she wants to buy a product,but will go ahead with the purchase anyway.

The SELL Sequence should be used:

The _____ checks the attitude of your prospect toward the sales presentation.

The acronym L-O-C-A-T-E is useful for remembering how to handle a prospect's objections.

After the dentist spent almost $600 to purchase the Apollo Whitening System to use with patients who want their teeth bleached,he learned that a more efficient system with fewer potential side effects was available for $400.From this information you know the dentist most likely experienced:

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