Question 1

One way to remember to incorporate a trial close into your presentation is the FAB Sequence.

Accepted Answer

A) True 
 B)False

Question 2

According to the SELL sequence,the first thing you should do in your sales presentation is to show the advantages of your product.

Accepted Answer

A) True 
 B)False

Question 3

Four levels of need awareness have been identified-conscious,preconscious,post-conscious,and unconscious.

Accepted Answer

A) True 
 B)False

Question 4

According to the text,sales will increase if a sales presentation stresses:

Accepted Answer

A) benefits important to the prospect. 
B) unique product features. 
C) physical and performance characteristics. 
D) long-term investment opportunities. 
E) details of the aggregation process. 
A) benefits important to the prospect. 
B) unique product features. 
C) physical and performance characteristics. 
D) long-term investment opportunities. 
E) details of the aggregation process.

Question 5

Why is it important to emphasize benefits during a sales presentation?

Accepted Answer

A) Conducting a needs assessment 
B) Meeting the needs of the buyer 
C) Uncovering the buyer's concerns 
D) Identifying the buyer's decision level 
E) Overcoming the buyer's price objections 
A) Conducting a needs assessment 
B) Meeting the needs of the buyer 
C) Uncovering the buyer's concerns 
D) Identifying the buyer's decision level 
E) Overcoming the buyer's price objections

Question 6

The size,color,and price of a product are all examples of product benefits.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following is an example of a personal force that could influence consumers' buying behaviors?

Accepted Answer

A) Attitudes and beliefs 
B) Friends 
C) Perception 
D) Gender 
E) Social class 
A) Attitudes and beliefs 
B) Friends 
C) Perception 
D) Gender 
E) Social class

Question 8

A high-involvement type of purchase typically requires routine decision making.

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

A) remember techniques for uncovering important buying needs. 
B) list the steps needed to use stimulus-response selling. 
C) remember the sequence of steps in benefit selling. 
D) remind the seller to identify product features,advantages,and benefits. 
E) remember the six types of trial closes. 
A) remember techniques for uncovering important buying needs. 
B) list the steps needed to use stimulus-response selling. 
C) remember the sequence of steps in benefit selling. 
D) remind the seller to identify product features,advantages,and benefits. 
E) remember the six types of trial closes.

Question 10

Which of the following factors about a prospective customer is LEAST relevant to a salesperson?

Accepted Answer

A) Education 
B) Physicality 
C) Attitude 
D) Motivation 
E) Personality 
A) Education 
B) Physicality 
C) Attitude 
D) Motivation 
E) Personality

Question 11

_____ is defined as the tension the mother feels over whether she made the right decision when she purchased the least expensive bicycle helmet and protective pads for her young son who is just learning how to ride a bike.

Accepted Answer

A) Post purchase evaluation 
B) Dissatisfaction 
C) Purchase dissonance 
D) Satisfaction 
E) Purchase evaluation 
A) Post purchase evaluation 
B) Dissatisfaction 
C) Purchase dissonance 
D) Satisfaction 
E) Purchase evaluation

Question 12

Even after a customer has selected a product,four basic factors can alter these purchase intentions.What are these four factors?

Accepted Answer

(1)The attitude of significant others to

Question 13

Which of the following statements about economic needs is true?

Accepted Answer

A) Economic needs refer to the buyer's need to purchase the most satisfying product for the money. 
B) Economic needs are rarely considered during times of economic recession. 
C) Economic needs refer to the buyer's need to behave in an economically rational manner and buy the lowest priced item available. 
D) Economic needs are unimportant to most consumers. 
E) A product priced higher than the competition's is doomed to failure because it satisfies no economic need. 
A) Economic needs refer to the buyer's need to purchase the most satisfying product for the money. 
B) Economic needs are rarely considered during times of economic recession. 
C) Economic needs refer to the buyer's need to behave in an economically rational manner and buy the lowest priced item available. 
D) Economic needs are unimportant to most consumers. 
E) A product priced higher than the competition's is doomed to failure because it satisfies no economic need.

Question 14

Which of the following purchases would most likely involve extensive decision making?

Accepted Answer

A) Scheduling an annual dentist appointment 
B) Buying a new towel rack for your bath 
C) Purchasing a birthday gift for a friend 
D) Renewing a magazine subscription 
E) Purchasing a condominium 
A) Scheduling an annual dentist appointment 
B) Buying a new towel rack for your bath 
C) Purchasing a birthday gift for a friend 
D) Renewing a magazine subscription 
E) Purchasing a condominium

Question 15

A sales presentation that focuses primarily on product features is highly persuasive.

Accepted Answer

A) True 
 B)False

Question 16

Relate the three classes of buying decisions to the involvement of the customer in making the purchase decision.Provide an example for each type of purchase decision.

Accepted Answer

Routine decisions require low involvemen

Question 17

Economic needs refer to the buyer's need to behave in an economically rational manner and buy the lowest priced item available.

Accepted Answer

A) True 
 B)False

Question 18

Which of the following purchases is most likely to be a routine decision?

Accepted Answer

A) The purchase of your first pair of ski boots 
B) Buying a bottle of champagne for a celebration 
C) Buying a dozen Porterhouse steaks for a cookout with the boss 
D) The weekly purchase of a TV Guide magazine 
E) The purchase of a motorcycle helmet for $500 
A) The purchase of your first pair of ski boots 
B) Buying a bottle of champagne for a celebration 
C) Buying a dozen Porterhouse steaks for a cookout with the boss 
D) The weekly purchase of a TV Guide magazine 
E) The purchase of a motorcycle helmet for $500

Question 19

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

Accepted Answer

A) ask the prospect open-ended questions. 
B) make careful observations of the prospect. 
C) ask others about the prospect's needs. 
D) consider the prospect's point of view. 
E) listen carefully to the prospect's remarks. 
A) ask the prospect open-ended questions. 
B) make careful observations of the prospect. 
C) ask others about the prospect's needs. 
D) consider the prospect's point of view. 
E) listen carefully to the prospect's remarks.

Question 20

For most people,purchasing a house or a car demands extensive decision making.

Accepted Answer

A) True 
 B)False

One way to remember to incorporate a trial close into your presentation is the FAB Sequence.

According to the SELL sequence,the first thing you should do in your sales presentation is to show the advantages of your product.

Four levels of need awareness have been identified-conscious,preconscious,post-conscious,and unconscious.

According to the text,sales will increase if a sales presentation stresses:

Why is it important to emphasize benefits during a sales presentation?

The size,color,and price of a product are all examples of product benefits.

Which of the following is an example of a personal force that could influence consumers' buying behaviors?

A high-involvement type of purchase typically requires routine decision making.

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

Which of the following factors about a prospective customer is LEAST relevant to a salesperson?

_____ is defined as the tension the mother feels over whether she made the right decision when she purchased the least expensive bicycle helmet and protective pads for her young son who is just learning how to ride a bike.

Even after a customer has selected a product,four basic factors can alter these purchase intentions.What are these four factors?

Which of the following statements about economic needs is true?

Which of the following purchases would most likely involve extensive decision making?

A sales presentation that focuses primarily on product features is highly persuasive.

Relate the three classes of buying decisions to the involvement of the customer in making the purchase decision.Provide an example for each type of purchase decision.

Economic needs refer to the buyer's need to behave in an economically rational manner and buy the lowest priced item available.

Which of the following purchases is most likely to be a routine decision?

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

For most people,purchasing a house or a car demands extensive decision making.

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

One way to remember to incorporate a trial close into your presentation is the FAB Sequence.

According to the SELL sequence,the first thing you should do in your sales presentation is to show the advantages of your product.

Four levels of need awareness have been identified-conscious,preconscious,post-conscious,and unconscious.

According to the text,sales will increase if a sales presentation stresses:

Why is it important to emphasize benefits during a sales presentation?

The size,color,and price of a product are all examples of product benefits.

Which of the following is an example of a personal force that could influence consumers' buying behaviors?

A high-involvement type of purchase typically requires routine decision making.

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

Which of the following factors about a prospective customer is LEAST relevant to a salesperson?

_____ is defined as the tension the mother feels over whether she made the right decision when she purchased the least expensive bicycle helmet and protective pads for her young son who is just learning how to ride a bike.

Even after a customer has selected a product,four basic factors can alter these purchase intentions.What are these four factors?

Which of the following statements about economic needs is true?

Which of the following purchases would most likely involve extensive decision making?

A sales presentation that focuses primarily on product features is highly persuasive.

Relate the three classes of buying decisions to the involvement of the customer in making the purchase decision.Provide an example for each type of purchase decision.

Economic needs refer to the buyer's need to behave in an economically rational manner and buy the lowest priced item available.

Which of the following purchases is most likely to be a routine decision?

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

For most people,purchasing a house or a car demands extensive decision making.

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