Question 1

Which of the following statements about the trial close is incorrect?

Accepted Answer

A) The trial close asks for the prospect's opinion,not a decision to buy. 
B) A trial close should be used after making a strong selling point in the sales presentation. 
C) The trial close allows the salesperson to determine if the prospect has any objections. 
D) The trial close is a powerful technique to induce two-way communication. 
E) A trial close should be used during customer follow-up meetings after a sale. 
A) The trial close asks for the prospect's opinion,not a decision to buy. 
B) A trial close should be used after making a strong selling point in the sales presentation. 
C) The trial close allows the salesperson to determine if the prospect has any objections. 
D) The trial close is a powerful technique to induce two-way communication. 
E) A trial close should be used during customer follow-up meetings after a sale.

Question 2

Before developing a sales presentation,a salesperson should consider what psychological factors may influence the buyer's decision.

Accepted Answer

A) True 
 B)False

Question 3

The L-O-C-A-T-E acronym is best described as a:

Accepted Answer

A) way to find prospects. 
B) model of the buying process. 
C) tool for organizing a sales presentation. 
D) method for remembering to ask the prospect questions. 
E) combination of techniques to determine consumer needs. 
A) way to find prospects. 
B) model of the buying process. 
C) tool for organizing a sales presentation. 
D) method for remembering to ask the prospect questions. 
E) combination of techniques to determine consumer needs.

Question 4

"The Musica player gives you up to 50 hours of audio playback,which is 10 hours more than any other player available in the current market." This statement describes a product:

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 5

The "S" in the SELL Sequence reminds the salesperson to show the benefits first.

Accepted Answer

A) True 
 B)False

Question 6

Security,comfort,self-preservation,and personal pleasure are common psychological needs of buyers.

Accepted Answer

A) True 
 B)False

Question 7

Conscious,preconscious,and unconscious are the three levels of:

Accepted Answer

A) need awareness. 
B) product satisfaction. 
C) selective exposure 
D) moral development. 
E) cognitive dissonance. 
A) need awareness. 
B) product satisfaction. 
C) selective exposure 
D) moral development. 
E) cognitive dissonance.

Question 8

During the _____ phase of the buying decision process,the buyer rates her preferences among products she is considering.

Accepted Answer

A) need arousal 
B) information collection 
C) information evaluation 
D) purchase evaluation 
E) alternative selection 
A) need arousal 
B) information collection 
C) information evaluation 
D) purchase evaluation 
E) alternative selection

Question 9

What is the most powerful selling technique that the successful salesperson can use?

Accepted Answer

The answer of What is the most powerful selling technique...

Question 10

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

Accepted Answer

A) Situation 
B) Past experiences 
C) Perception 
D) Income 
E) Family 
A) Situation 
B) Past experiences 
C) Perception 
D) Income 
E) Family

Question 11

Dissonance increases with the importance of the decision and the difficulty of choosing between products.

Accepted Answer

A) True 
 B)False

Question 12

What is the final stage of the consumer buying decision process?

Accepted Answer

Postpurcha

Question 13

A Golden Rule Salesperson is helpful and honest with customers even if that means losing sales.

Accepted Answer

A) True 
 B)False

Question 14

Salespeople use the SELL Sequence to:

Accepted Answer

A) adapt a sales presentation to the prospect's personality type. 
B) remember what to emphasize during sales presentations. 
C) handle consumer objections gracefully and quickly. 
D) respond to distractions during sales presentations. 
E) measure the success rate of sales personnel. 
A) adapt a sales presentation to the prospect's personality type. 
B) remember what to emphasize during sales presentations. 
C) handle consumer objections gracefully and quickly. 
D) respond to distractions during sales presentations. 
E) measure the success rate of sales personnel.

Question 15

Ladell is excited because a prospect has just signed a purchasing agreement for the biggest sale Ladell has made in his two-year sales career.Ladell is obviously happy as he sits across the desk from his newest customer.What should Ladell do now?

Accepted Answer

A) Discuss the buyer's expectations concerning a delivery schedule of the product 
B) Stop talking about the product ordered and leave his customer's office 
C) Invite the prospect out for a meal 
D) Discuss his company's payment expectations 
E) Discuss the buyer's expectations for the product 
A) Discuss the buyer's expectations concerning a delivery schedule of the product 
B) Stop talking about the product ordered and leave his customer's office 
C) Invite the prospect out for a meal 
D) Discuss his company's payment expectations 
E) Discuss the buyer's expectations for the product

Question 16

What is the primary purpose of the stimulus-response model?

Accepted Answer

A) Recognizing product benefits 
B) Changing sales methodology 
C) Analyzing consumer trends 
D) Measuring sales success rates 
E) Understanding buyer behavior 
A) Recognizing product benefits 
B) Changing sales methodology 
C) Analyzing consumer trends 
D) Measuring sales success rates 
E) Understanding buyer behavior

Question 17

It is important to emphasize benefits in a sales presentation to a prospective buyer because benefits:

Accepted Answer

A) focus on the psychological reasons of a purchase. 
B) fulfill the buyer's needs and motives. 
C) fulfill the buyer's economic wants. 
D) focus on rational reasons of a purchase. 
E) focus on emotional reasons for a purchase. 
A) focus on the psychological reasons of a purchase. 
B) fulfill the buyer's needs and motives. 
C) fulfill the buyer's economic wants. 
D) focus on rational reasons of a purchase. 
E) focus on emotional reasons for a purchase.

Question 18

The stimulus-response model of buyer behavior assumes a prospect will respond in some unpredictable manner to a sales presentation.

Accepted Answer

A) True 
 B)False

Question 19

During the sales presentation to the theater manager,Harris makes a strong selling point about the benefits of the Stage Technologies system.At that point,Harris should most likely:

Accepted Answer

A) request a short break. 
B) re-address a negative objection. 
C) immediately move to close the sale. 
D) ask the manager his opinion about the system. 
E) continue moving forward with the presentation. 
A) request a short break. 
B) re-address a negative objection. 
C) immediately move to close the sale. 
D) ask the manager his opinion about the system. 
E) continue moving forward with the presentation.

Question 20

One way to remember to incorporate a trial close into the sales presentation is the SELL Sequence.What does each letter in the word sell stand for?

Accepted Answer

By remembering the word sell,y

Which of the following statements about the trial close is incorrect?

Before developing a sales presentation,a salesperson should consider what psychological factors may influence the buyer's decision.

The L-O-C-A-T-E acronym is best described as a:

"The Musica player gives you up to 50 hours of audio playback,which is 10 hours more than any other player available in the current market." This statement describes a product:

The "S" in the SELL Sequence reminds the salesperson to show the benefits first.

Security,comfort,self-preservation,and personal pleasure are common psychological needs of buyers.

Conscious,preconscious,and unconscious are the three levels of:

During the _____ phase of the buying decision process,the buyer rates her preferences among products she is considering.

What is the most powerful selling technique that the successful salesperson can use?

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

Dissonance increases with the importance of the decision and the difficulty of choosing between products.

What is the final stage of the consumer buying decision process?

A Golden Rule Salesperson is helpful and honest with customers even if that means losing sales.

Salespeople use the SELL Sequence to:

Ladell is excited because a prospect has just signed a purchasing agreement for the biggest sale Ladell has made in his two-year sales career.Ladell is obviously happy as he sits across the desk from his newest customer.What should Ladell do now?

What is the primary purpose of the stimulus-response model?

It is important to emphasize benefits in a sales presentation to a prospective buyer because benefits:

The stimulus-response model of buyer behavior assumes a prospect will respond in some unpredictable manner to a sales presentation.

During the sales presentation to the theater manager,Harris makes a strong selling point about the benefits of the Stage Technologies system.At that point,Harris should most likely:

One way to remember to incorporate a trial close into the sales presentation is the SELL Sequence.What does each letter in the word sell stand for?

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

Which of the following statements about the trial close is incorrect?

Before developing a sales presentation,a salesperson should consider what psychological factors may influence the buyer's decision.

The L-O-C-A-T-E acronym is best described as a:

"The Musica player gives you up to 50 hours of audio playback,which is 10 hours more than any other player available in the current market." This statement describes a product:

The "S" in the SELL Sequence reminds the salesperson to show the benefits first.

Security,comfort,self-preservation,and personal pleasure are common psychological needs of buyers.

Conscious,preconscious,and unconscious are the three levels of:

During the _____ phase of the buying decision process,the buyer rates her preferences among products she is considering.

What is the most powerful selling technique that the successful salesperson can use?

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

Dissonance increases with the importance of the decision and the difficulty of choosing between products.

What is the final stage of the consumer buying decision process?

A Golden Rule Salesperson is helpful and honest with customers even if that means losing sales.

Salespeople use the SELL Sequence to:

Ladell is excited because a prospect has just signed a purchasing agreement for the biggest sale Ladell has made in his two-year sales career.Ladell is obviously happy as he sits across the desk from his newest customer.What should Ladell do now?

What is the primary purpose of the stimulus-response model?

It is important to emphasize benefits in a sales presentation to a prospective buyer because benefits:

The stimulus-response model of buyer behavior assumes a prospect will respond in some unpredictable manner to a sales presentation.

During the sales presentation to the theater manager,Harris makes a strong selling point about the benefits of the Stage Technologies system.At that point,Harris should most likely:

One way to remember to incorporate a trial close into the sales presentation is the SELL Sequence.What does each letter in the word sell stand for?

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