selling31

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of Selling PowerPoint slides to run properly with the slide presentations

Movie Clips by Chapter

Movie 04-1 Our Server
Movie 06-1 Our Server	Movie 06-2 Our Server
Movie 10-1 Our Server	Movie 10-2 Our Server
Movie 11-1 Our Server	Movie 11-2 Our Server
Movie 12-1 Our Server	Movie 12-2 Our Server
Movie 13-1 Our Server	Movie 13-2 Our Server

Question 1 : Which of the following statements about salespeople and selling is true?

A.    Salespeople have no direct impact on the success of new products.
B.    White collar professionals generate more revenue in our economy than selling
        professionals.
C.    The orders produced by salespeople are largely responsible for the operation of
        the nation's distribution system.
D.    Salespeople have no impact o the construction of manufacturing facilities.
E.    Retailers do not rely on salespeople to keep existing products on their shelves.

Question 2 : The sales force of the 21st century as compared to the sales force of the earlier years will :

A.     be less well trained.
B.     contain a higher percentage of men.
C.     be older.
D.     be less productive.
E.     include a lower number of workers.

A.     financial and nonfinancial.
B.     psychological and intrinsic.
C.     pay and benefits.
D.     physiological and psychological.
E.     technical and nontechnical.

Question 4 : As a modern, professional saleswoman, Ruth does not want her prospects and
clients to perceive her as a/an :

A.     partner.
B.     counselor.
C.     problem-solver.
D.     adversery.
E.     consultant.

A.     using the best advertising.
B.     possesing superior technical skills.
C.     selling a product in high demand.
D.     offering the lowest possible price.
E.     providing customer satisfaction.

Question 1 : What, according to the text, are the two major functions of a business firm?

A.    strategies and tactics.
B.    production and marketing.
C.    production and selling.
D.    selling and marketing.
E.    buying and selling.

A.     sell the product at alow cost to the consumer.
B.     satisfy the customer, no matter what the costs.
C.     determine and satisfy customer wants, while still making a profit.
D.     distribute products more equitably.
E.     do none of the above.

Question 3 : All marketing managers know personal selling is a part of the element
of marketing mix.

A.     product.
B.     publicity.
C.     price.
D.     place.
E.     promotion.

Question 4: A seller who works continually to improve its customers' operations, sales,
and profits is practicing :

A.     benefit selling.
B.     relationship selling.
C.     partnering.
D.     involvement selling.
E.     transaction selling.

Question 1 : Any group within or outside an organization with a stake in the organization's
performance is called a :

A.    stakeholder.
B.    bystander.
C.    proxy.
D.    legal representative.
E.    purveyor.

Question 2 : The two major influences on the ethical behavior of sales personnel are :

A.     employees and organizations.
B.     production and finance.
C.     "pushing" and "pulling".
D.    corruptness and law enforcement.
E.     publicity and advertising.

Question 3 : When a company takes proactive measures to ensure employees are not
discriminated against, it receives the benefit of :

A.     an image as a good employee.
B.     increased legal fees.
C.     attracting good employees.
D.     more frequent recruitment efforts.
E.     all of the above.

Question 4 : If a manufacturer requires that its wholesalers and retailers buy merchandise only
from it, the contract is a/an contract, and if the contract tends to lessen competition,
it is reciprocated under the Clayton Act.

A.     reciprocity.
B.     product discrimination.
C.     exclusive dealership.
D.     wholesome.
E.     price discrimination.

Question 5: A formal statement of a company's values concerning ethics and social issues is
called its :

A.     social environment.
B.     tying agreement.
C.     law of fairness.
D.    code of ethics.
E.     ethical ombudsman.

A.    belief.
B.    perception.
C.    want.
D.    attitude.
E.     need.

Question 2 : The statement, "Available in small, medium, and large sizes," is an example
of a/an :

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

Question 3 : Regarding the preferred order for the salesperson to present a product's features,
advantages, and benefits, the text says :

A.     features first is the preferable method.
B.     benefits first is the preferable method.
C.     advantages first is the preferable method.
D.     the text does NOT express a preference about which should be first.

A.     attitude.
B.     belief.
C.     feeling.
D.     trait.
E.     perception.

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/an buying decision.

A.     routine.
B.     limited.
C.     extensive.
D.     selective.
E.     unconscious.

Question 1 : In a normal two-person converstion, more than 65 per cent of the social meaning
is conveyed :

A.    in a distorted manner.
B.    by the receiver.
C.    nonverbally.
D.    orally.
E.     in written form.

Question 2 : can distort communication between the buyer and the seller.

A.     Encoding.
B.     Feedback.
C.     Decoding.
D.     Noise.
E.      Caution signals.

Question 3 : When the buyer is leaning forward or upright, she is projecting :

A.     acceptance signals.
B.     caution signals.
C.     proceed signals.
D.     negative signals.
E.     explicit signals.

Question 4 : Communication in a selling situation may break down because of :

A.     lack of selling pressure.
B.     lack of information.
C.     similarities of perception.
D.     distractions.
E.     too much time has passed since last sales call.

A.     Marginal listening.
B.     Blank listening.
C.     Borderline listening.
D.     Evaluative listening.
E.      Surface listening.

Question 1 : The effort put forth by an employer to provide the opportunity for the salesperson
to receive job-related culture, skills, knowledge, and attributes that result in
improved performance in the selling environment is called :

A.    market positioning.
B.    sales training.
C.    involvement management.
D.    obligation instruction.
E.    job description.

Question 2 : Advertising undertaken by manufacturers and directed toward wholesalers
and/or retailers is :

A.     industrial advertising.
B.     national advertising.
C.     trade advertising.
D.     retail advertising.
E.     co-op advertising.

A.     enter orders.
B.     prepare forecasts.
C.     track leads.
D.     aid them with time/territory management.
E.      do all of the above.

Question 4 : The amount charged to the buyer after allowance for all the discounts is the :

A.     price.
B.     zone price.
C.     list price.
D.     net price.
E.     total price.

Question 5: The dollar amount added to the cost of a product to determine its selling price is its:

A.     markup.
B.     price factor.
C.     consumer add-on.
D.     gross profit.
E.      net profit.

Question 1 : After the presentation, the next step in the selling process is:

A.    the approach.
B.    determining objections.
C.    follow-up.
D.    meeting objections.
E.     trial close.

Question 2 : A simple way to remember the qualifying process is to think of the word MAD. The letter D
reminds you to ask yourself if the prospect has the to buy.

A.     dexterity.
B.     determination.
C.     device.
D.     desire.
E.      deference.

A.     meet other insurance salespeople.
B.     modify the organizational culture of its prospects.
C.     share leads and prospecting tips.
D.     practice new sales presentation.
E.     rewrite her own mission statement.

A.     cold canvassing.
B.     direct mail.
C.     observation.
D.     public demonstration or exhibitions.
E.     none of A, B, C, D is always best.

Question 5: Developing friends within the prospect's firm can contribute to a salesperson's
success. Key elements to developing these friends are:

A.     respect.
B.     trust.
C.     friendship.
D.     timing.
E.     all of A, B, C, D are important elements.

Question 1 : Which of the following is a reason for salespeople to plan their sales calls?

A.    to create professionalism.
B.    to build self confidence.
C.    to develop an atmosphere of goodwill.
D.    to increase sales.
E.     all of A, B, C, D are reasons to plan sales calls.

A.     easily fulfilled.
B.     unencumbered with time restrictions.
C.     measurable.
D.     open-ended and non-specific.
E.     all of A, B, C, D.

Question 3 : Your contains the nucleus of the information used in your sales presentation.

A.     sales call objective(s).
B.     customer profile.
C.     company's marketing plan.
D.     business proposition.
E.     customer benefit plan.

Question 4 : The second of the five mental steps that a prospect goes through in deciding to buy from you is:

A.     insight.
B.     intent.
C.     inference.
D.     incubation.
E.     interest.

Question 5: In which of the mental steps does the product decide he should buy from you because there
are no remaining doubts in his mind?

A.    action.
B.    acceptance.
C.    arousal.
D.    conviction.
E.    purchase.

Question 1 : The , by definition, involves a persuasive vocal and visual explanation of a business proposition.

A.     sales presentation.
B.     preapproach.
C.     display premise.
D.     trial close.
E.     benefit close.

Question 2 : The method of sales presentation is described as semi-structured.

A.     memorized.
B.     stimulus response.
C.     need-satisfaction.
D.     formula.
E.     problem-solving.

Question 3 : For which of the following products would a salesperson be most likely to use a problem
solution sales presentation?

A.     a set of nonstick cookware.
B.     lipstick, mascara, and facial powder.
C.     life insurance.
D.     a set of books by Charles Dickens.
E.     none of A, B, C, D.

Question 4 : In the beginning of a group sales presentation, a salesperson should:

A.     cater to the group's behavioral style.
B.     give quality assurances and qualifications.
C.     provide every member of the group with a copy of its customer profile.
D.     state his company's competitive advantage.
E.     do all of A, B, C, D.

Question 5: Which sales presentation method is the all around best approach?

A.     memorized.
B.     problem-solution.
C.     need-satisfaction.
D.     formula.
E.     none of A, B, C, D is always best.

Question 1 : Successful salespeople have learned a relaxation and concentration technique, called ,
which allows them to cope with stress.

A.    forced concentration.
B.    creative imagery.
C.    doubt referral.
D.    complimentary imaging.
E.     positive demonstrations.

Question 2 : Which approach is such a weak opening that it usually must be used in conjunction with another approach?

A.     introductory.
B.     referral.
C.     premium.
D.     complimentary.
E.     product.

Question 3 : The first category of question in the SPIN approach is called the question.

A.     stand-by.
B.     situation.
C.     speculation.
D.     sustaining.
E.     simple.

Question 4 : The fourth category of question in the SPIN approach is called the question.

A.     need-payoff.
B.     no way.
C.     not now.
D.     negotiation.
E.     never mind.

Question 5: "How often would you use four-wheel drive?" is an example of what category of question?

A.     direct.
B.     redirect.
C.     nondirective.
D.     rephrasing.
E.     specific.

Question 1 : The refers to the elements the salesperson assembles to sell to prospects and customers.

A.    key account list.
B.    sales presentation mix.
C.    marketing mix.
D.    activities list.
E.    question mix.

Question 2 : "I suggest you buy the model 1000 copier," is an example of a/an:

A.     suggestive proposition.
B.     prestige suggestion.
C.     direct suggestion.
D.     autosuggestion.
E.      counter suggestion.

Question 3 : Which of the following can be used to induce prospect participation in the presentation?

A.     demonstrations.
B.     product use.
C.     visuals.
D.     questions.
E.     any of A, B, C, D

A.     order form.
B.     a chart.
C.     the prospect.
D.     a model of the product.
E.      sales manuals.

Question 5: To have an effective demonstration in a sales presentation, you, as the salesperson, should:

A.     remember the importance of spontaneity and not rehearse.
B.     develop an all-purpose demonstration that can be used in all selling situations.
C.     encourage prospect participation in your demonstration.
D.     develop an elaborate, complex demonstration that will cause the prospect to ask questions.
E.     do all of the above.

Question 1 : When should the salesperson be prepared to handle the prospect's objection(s)?

A.    after the close.
B.    after the presentation.
C.    during the approach.
D.    after the demonstration.
E.     anytime during the sales call.

A.     hopeless and conditional.
B.     practical and impractical.
C.     agreeable and disagreeable.
D.     major and minor.
E.     physical and psychological.

A.     "Your price is too high."
B.     "Sounds good, but I'm not really interested."
C.     "You've got to do better than that."
D.     "Sounds good! I'll buy 10 cases on your next visit."
E.     none of A, B, C, D.

A.     to smoke out stalling objections.
B.     that a good way to meet a price objection is by increasing the perceived value of your product.
C.     to handle objections in proper order, beginning with hidden objections and proceeding to price objections.
D.     that to a buyer price and cost are identical.
E.     to handle objections as they arise.

A.     source.
B.     forestalling.
C.     no-need.
D.     product.
E.     price.

Question 1 : If your experience as a salesperson is typical, much of the time, your close will take place:

A.     directly after the presentation.
B.     directly after the follow-up.
C.     before the preapproach.
D.     directly after the preapproach.
E.     after buying signals have been erased.

Question 2 : According to the text, the minimum number of times a salesperson should attempt to close is:

A.     one.
B.     two.
C.     three.
D.     four.
E.     dependent on the situation and the prospect.

Question 3 : "You like the size, weight, and feel of this tennis racket, right?" is an example of which close?

A.     summary of benefits.
B.     alternative choice.
C.     minor-points.
D.     assumptive.
E.     assertiveness.

A.     price and value.
B.     delivery and invoice terms.
C.     quality and delivery.
D.     price and delivery.
E.     availability and quality.

A.     should never be used during the sales presentation.
B.     is a weak selling tool.
C.     should be used only if the prospect has multiple objections.
D.     should follow the discussion of the product's FABs and marketing plan.
E.     typically does not help you close the sale.

Question 1 : A salesperson who promises customer service would be referring to :

A.    availability of warranties.
B.    speed of delivery.
C.    gift wrapping.
D.    convenient computer-to-computer ordering.
E.    all of A, B, C, D

Question 2 : The relationship of sales volume to sales calls is referred to as the:

A.     response function of the customer to the salesperson's calls.
B.     elasticity of sales curve.
C.     volume-value equation.
D.     cost-volume-profit equation.
E.     best predictor of the account skimming potential of the customer.

A.     treat the former customer like a prospect.
B.     quit contacting the customer.
C.     point out to the customer what's wrong with the competing product he has bought.
D.     show the customer that she considers his action a personal affront.
E.     do none of A, B, C, D.

A.     obtain as much relevant information from your customer as you can.
B.     express sincere regret for the problem.
C.     handle the complaint quickly.
D.     follow up to make sure the customer is satisfied.
E.     do all of A, B, C, D.

Question 5: Which one of the following is one of the "Seven Deadly Sins of Business Selling?:

A.     over planning.
B.     unlimited optimism.
C.     timidity.
D.     thoroughness after the sale.
E.     strong product knowledge.

Question 1 : The reason many companies concentrate on improving the way salespeople
manage their time and territories is:

A.     the rapidly decreasing cost of direct selling.
B.     increasing time available for face-to-face customer contact.
C.     reduced emphasis on profitability.
D.     time is always limited.
E.     for all of the above reasons.

A.     identifies accounts and their varying levels of sales potential.
B.     begins with an estimate of prospects' sale potential.
C.     has four general approaches.
D.     does not require the identification of key accounts.
E.      is another form of value analysis.

Question 3 : "To increase the product assortment purchased by current customers,"
is an example of a:

A.     product manager.
B.     derived demand.
C.     sales objective.
D.     future product allocation.
E.     sales position.

Question 4 : refers to establishing a fixed time for visiting a customer's business.

A.     Account grouping.
B.     Routing.
C.     Customer time allocation.
D.     Customer sale planning.
E.     Scheduling.

A.     morning, afternoon, and midday.
B.     straight-line, cloverleaf, and major-city.
C.     longitudinal, diagonal, and latitudinal.
D.     leapfrog, intersecting, and straight-line.
E.     short-distance, medium-distance, and long-distance.

Question 1 : When a salesperson is promoted to sales manager, that individual goes through the
transition from thinking and acting like a subordinate to thinking and acting like a
boss. Which of the following is one of the phases involved in that transition?

A.    incompetence.
B.    defiance.
C.    depression.
D.    inquisition.
E.    externalization.

Question 2 : Comparing actual performance to planned performance and determining whether
corrective action is needed describes which of the functions of a sales manager?

A.     training.
B.     organizing.
C.     staffing.
D.     directing.
E.     evaluating.

Question 3 : The convert(s) the job description into the people qualifications the
organization feels are necessary for successful performance of the job.

A.     job analysis.
B.     job design.
C.     job conversion.
D.     job specifications.
E.     job regulations.

A.     mention the job for which you are applying.
B.     state your reasons for wanting to work for this employer.
C.     ask for an interview and offer two or three specific dates you will be available.
D.     point out some of the strengths on your resume.
E.     indicate you have some knowledge about this company.

Question 5: The foremost duty of the is to assist sales management in identifying
training needs and developing programs to meet those needs.

A.     sales consultant.
B.     branch office manager.
C.     divisional sales manager.
D.     personnel department.
E.     corporate training staff.

Question 1 : refers to the arousal, intensity, direction, and persistence of effort
directed toward job tasks over a period of time.

A.    Enrichment.
B.    Restitution.
C.    Motivation.
D.    Influence.
E.    Encouragement.

Question 2 : When a commission rate increases as the salesperson sells an increasing amount
of product, it is called a/an plan.

A.     inverted.
B.     progressive.
C.     regressive.
D.     liberal.
E.     curved commission.

Question 3 : is defined as the leader describing the duties and responsibilities
of an individual or group.

A.     Management.
B.     Administration.
C.     Task behavior.
D.     Relationship definition.
E.     Consolidation.

Question 4 : Which leadership style has proven to be the one best way to lead salespeople
in all situations?

A.     tells.
B.     persuades.
C.     delegates.
D.     participates.
E.     none of the above.

Question 5: Which of the following is an example of a qualitative performance criterion used to
evaluate a salesperson's performance?

A.     sales volume.
B.     gross profit achieved.
C.     product knowledge.
D.     market share.
E.     new customers obtained.

Chapter 1 Our Server	Chapter 2 Our Server	Chapter 3 Our Server
Chapter 4 Our Server	Chapter 5 Our Server	Chapter 6 Our Server
Chapter 7 Our Server	Chapter 8 Our Server	Chapter 9 Our Server
Chapter 10 Our Server	Chapter 11 Our Server	Chapter 12 Our Server
Chapter 13 Our Server	Chapter 14 Our Server	Chapter 15 Our Server
Chapter 16 Our Server	Chapter 17 Our Server	Nothing

Chapter 1 Our Server	Chapter 2 Our Server	Chapter 3 Our Server
Chapter 4 Our Server	Chapter 5 Our Server	Chapter 6 Our Server
Chapter 7 Our Server	Chapter 8 Our Server	Chapter 9 Our Server
Chapter 10 Our Server	Chapter 11 Our Server	Chapter 12 Our Server
Chapter 13 Our Server	Chapter 14 Our Server	Chapter 15 Our Server
Chapter 16 Our Server	Chapter 17 Our Server	Movie Clips Our Server

Chapter 1 Our Server	Chapter 2 Our Server	Chapter 3 Our Server
Chapter 4 Our Server	Chapter 5 Our Server	Chapter 6 Our Server
Chapter 7 Our Server	Chapter 8 Our Server	Chapter 9 Our Server
Chapter 10 Our Server	Chapter 11 Our Server	Chapter 12 Our Server
Chapter 13 Our Server	Chapter 14 Our Server	Chapter 15 Our Server
Chapter 16 Our Server	Chapter 17 Our Server	NOTHING