Question 1

All of the following statements accurately reflect factors that pertain to need-satisfaction selling except?

Accepted Answer

A)   This method focuses on the salesperson and his/her product offerings.
B)   The salesperson utilizes questioning, probing tactics to uncover important buyer needs.
C)   The salesperson waits until relevant needs have been established before discussing product offerings.
D)   The customer dominates the early portion of the sales interaction.
E)   It is the salesperson's duty to identify the need to be met and then help the buyer in meeting that need.

Question 2

While accountants and financial staff are concerned with profitability in ____ terms, salespeople are primarily concerned with profitability in ____ terms.

Accepted Answer

A)   Top-line, bottom-line
B)   Accounting, sales
C)   Profit/loss, revenue
D)   Cost-of-production, cost-of-sales
E)   Bottom-line, top-line

Question 3

Salespeople have contributed to the economic growth of the United States in two basic ways:

Accepted Answer

A)   By stimulating economic transactions and encouraging research and development.
B)   By bringing producers news about the state of the market and introducing new products to people in rural areas.
C)   By stabilizing economic transactions and assisting in recovery cycles.
D)   By sustaining periods of relative prosperity and developing product awareness among consumers.
E)   By stimulating economic transactions and increasing the diffusion of innovation.

Question 4

Transaction-focused selling and trust-based selling require similar skill sets.

Accepted Answer

A) True 
 B)False

Question 5

Stimulus-response selling is most effective in situations involving important purchase decisions and when time is not critical.

Accepted Answer

A) True 
 B)False

Question 6

The three roles played in consultative selling include strategic orchestrator, business consultant, and ___________________.

Accepted Answer

The answer of The three roles played in consultative selling...

Question 7

Which of the following is most accurate with respect to post sale follow-up?

Accepted Answer

A)   Transaction-focused selling includes substantial follow-up.
B)   Transaction-focus selling includes little to no follow-up.
C)   Trust-based relationship selling involves substantial follow-up.
D)   Trust-based relationship selling it involves little to no follow-up.
E)   Both B and C are correct.

Question 8

Careful listening is required when using the mental-states selling approach to determine which stage the buyer is in at a given point in time.

Accepted Answer

A) True 
 B)False

Question 9

The primary focus of transaction-focused selling is the ________________________.

Accepted Answer

A)   Salesperson and the selling organization
B)   Customer
C)   Product
D)   Communication process
E)   All of the above.

Question 10

A canned sales presentation can be described as

Accepted Answer

A)   A sales presentation that does not contain material that will require continual updating.
B)   Presentation that is prepared for direct mailing direct prospects.
C)   A sales presentation that is unplanned and developed in response to the needs of the customer.
D)   A sales presentation that is not working and should be "canned."
E)   A sales presentation that is very structured and generally based on a written script.

Question 11

____________ relies heavily on interpersonal interactions between buyers and Sellers to initiate, develop, and enhance customer relationships.

Accepted Answer

The answer of ____________ relies heavily on interpersonal interactions between...

Question 12

The primary focus of trust-based relationships selling is the salesperson and the selling firm.

Accepted Answer

A) True 
 B)False

Question 13

The new generation of salespeople will face demands from sophisticated buyers, economic uncertainties, and new technologies.

Accepted Answer

A) True 
 B)False

Question 14

AIDA is an acronym that stands for attention, interest, desire, and ____________.

Accepted Answer

The answer of AIDA is an acronym that stands for...

Question 15

The most important part of the salesperson's job is:

Accepted Answer

A)   Tracking accounts receivable.
B)   The sales process.
C)   Training new salespersons.
D)   Maintaining their credibility and integrity.
E)   Attending training sessions.

Question 16

The series of conversations between buyers and Sellers that take place over time in an attempt to build relationships is referred to as _____________.

Accepted Answer

A)   Personal selling
B)   Sales dialogue
C)   Sales presentation
D)   Sales communication
E)   Sales conversation

Question 17

The mental-states, or formula approach, to personal selling assumes that buyers must be led through four mental states, which occur in this order:

Accepted Answer

A)   Interest, attention, desire, action.
B)   Attention, desire, interest, action.
C)   Curiosity, interest, conviction, purchase.
D)   Attention, interest, desire, action.
E)   Listening, considering, aspiring, deciding.

Question 18

In consultative selling, salespeople fulfill three primary roles: strategic orchestrator, business consultant, and order-taker.

Accepted Answer

A) True 
 B)False

Question 19

Kevin is a salesperson who relies heavily on trust building. The stylus selling is known as?

Accepted Answer

A)   Personal selling
B)   Mental states selling
C)   Trust-Based relationship selling
D)   Canned selling
E)   None of the above.

Question 20

Ultimately, customer value is determined by the customer.

Accepted Answer

A) True 
 B)False

Exam 1: Overview of Personal Selling

AIDA is an acronym that stands for attention, interest, desire, and ____________.

Correct AnswerverifiedShow Answer

The mental-states, or formula approach, to personal selling assumes that buyers must be led through four mental states, which occur in this order:

Correct AnswerverifiedShow Answer

Which of the following is most accurate with respect to post sale follow-up?

Correct AnswerverifiedShow Answer

While accountants and financial staff are concerned with profitability in ____ terms, salespeople are primarily concerned with profitability in ____ terms.

Correct AnswerverifiedShow Answer

Kevin is a salesperson who relies heavily on trust building. The stylus selling is known as?

Correct AnswerverifiedShow Answer

The new generation of salespeople will face demands from sophisticated buyers, economic uncertainties, and new technologies.

Correct AnswerverifiedShow Answer

The primary focus of transaction-focused selling is the ________________________.

Correct AnswerverifiedShow Answer

The three roles played in consultative selling include strategic orchestrator, business consultant, and ___________________.

Correct AnswerverifiedShow Answer

Ultimately, customer value is determined by the customer.

Correct AnswerverifiedShow Answer

The primary focus of trust-based relationships selling is the salesperson and the selling firm.

Correct AnswerverifiedShow Answer

In consultative selling, salespeople fulfill three primary roles: strategic orchestrator, business consultant, and order-taker.

Correct AnswerverifiedShow Answer

A canned sales presentation can be described as

Correct AnswerverifiedShow Answer

The series of conversations between buyers and Sellers that take place over time in an attempt to build relationships is referred to as _____________.

Correct AnswerverifiedShow Answer

All of the following statements accurately reflect factors that pertain to need-satisfaction selling except?

Correct AnswerverifiedShow Answer

Stimulus-response selling is most effective in situations involving important purchase decisions and when time is not critical.

Correct AnswerverifiedShow Answer

Salespeople have contributed to the economic growth of the United States in two basic ways:

Correct AnswerverifiedShow Answer

Transaction-focused selling and trust-based selling require similar skill sets.

Correct AnswerverifiedShow Answer

The most important part of the salesperson's job is:

Correct AnswerverifiedShow Answer

Careful listening is required when using the mental-states selling approach to determine which stage the buyer is in at a given point in time.

Correct AnswerverifiedShow Answer

____________ relies heavily on interpersonal interactions between buyers and Sellers to initiate, develop, and enhance customer relationships.

Correct AnswerverifiedShow Answer

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While accountants and financial staff are concerned with profitability in terms, salespeople are primarily concerned with profitability in terms.

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