Selling involves helping customers identify problems, offering information about potential solutions, and providing after-the-sale service to ensure long-term satisfaction. The phrase often used to describe this is
Valerie's goal as a sales rep is to add _______, which is the total benefit that her company's products and services provide to the buyer.
In which of the following professions would knowledge of selling principles be useful?
A) Engineers seeking support for their projects.
B) English majors seeking their first jobs.
C) Politicians seeking office.
D) Physicians attempting to influence their
E) All of the above!!!!!
A company considering Internet sales, hiring sales reps, business partners, using a manufacturer's rep, and other options is considering its:
A program coordinating personal selling with other promotional efforts is called
integrated marketing communications
From a buyer's perspective, value in a purchase decision equals:
benefits received - (the selling price + time and effort to purchase)
Martin perceives one of his roles as a salesperson is to promote his company's products to other firms. Martin is a:
E) missionary salesperson.
To say salespeople are the eyes and ears of a company in the marketplace suggests one of the roles of salespeople is:
D) information provider to their firm
In the distributor channel, __________________ salespeople to sell to distributors.
Brian frequently calls on people who influence a buying decision but who do not actually place the order. Brian is a:
are independent businesspeople.
Which of the following is NOT one of the factors used in describing sales jobs?
B) the importance of the product to the company's inventory control
Rick spends most of his time selling his company's products in the customer's place of business. Rick is a:
C) field salesperson.
A salesperson who sells products to businesses which involve a group making the purchase decision and purchased infrequently sells:
Successful salespeople are:
A) highly motivated.
E) All of the above
All of the above
Garrett, a drug company representative, has learned that the sales approach he uses with general practice physicians does not work well with hospital managers. Garrett has learned that one of the skills in sales is:
Joanna has the ability to effectively understand and use her emotions and the emotions of people with whom she interacts with. Joanna has developed:
Whether a sales job will be financially rewarding depends primarily on the:
level of skill and sophistication needed.
Which of the following is NOT part of the Building Partnerships Model?
A) the corporate accountability ethic
Which of the following factors is least likely to influence the ethical behavior of salespeople?
E) the selling season
Ethical salespeople should attempt to __________ but not ___________ customers.
Salespeople developing a code of ethics should ask themselves:
A) "Would I be embarrassed if a customer found out about my behavior?"
B) "Would my supervisor disapprove of this behavior?"
C) "Am I about to do this because I think I can get away with it?"
D) "Would I be upset if my activities were publicized in the local newspaper?"
E) all of the above questions
ALL OF THE ABOVE!
Mike, a termite inspector, gets 10 percent of the value of any job from the contractor he recommends. Mike is getting a:
Jenny is an inexperienced sales rep for an office supply company. She has asked your advice on giving gifts to office managers she is trying to sell to. You tell her to do any or all of the following EXCEPT:
use gifts to gain access to decision-makers.
When a salesperson contacts people in the buying organization other than the purchasing agent, they engage in
E) backdoor selling.
Which of the following would be a likely ethical problem area in the salesperson-company relationship?
A) switching jobs
B) reporting work-time information
C) expense accounts
D) reporting sales activities
E) all of the above
ALL OF THE ABOVE
Administrative laws are established by:
The _____ is the most active regulatory agency in developing administrative laws affecting salespeople.
B) Federal Trade Commission
______________ law grows out of court decisions.
According to the UCC, a sales presentation is usually considered:
E) an invitation to negotiate.
As a salesperson, if you are acting as your company's authorized agent:
your statements and actions can legally bind your company.
In a _____, a buyer is required to purchase one product in order to get be able to purchase another product
The Foreign Corrupt Practices Act:
supports ethical imperialistic view when it comes to bribery.
In two-way communication, translating and interpreting refer to______ and ______ thoughts and interpretations.
encoding and decoding
Christy tells a prospect that her company "works with everyone, from the bottom up." Fred is insulted, thinking Christy was referring to the shape of his body. Obviously, there is a problem in the way Fred is _____ the message.
Which of the following is part of a salesperson's voice characteristics?
A) the use of inflections at the end of his or her sentences
B) the speed with which he or she speaks
C) how loudly he or she speaks
D) how he or she articulates their words
E) all of the above
ALL OF THE ABOVE
One way to define the speaking-listening differential is to say
customers can listen to words at a rate more than five times as fast as the rate at which the salesperson can speak
The 80-20 speaking-listening differential suggests sales people should
listen 80 percent of the time and talk no more than 20 percent of the time
Carla knows nonverbal communication is important and conveys many messages to a prospect. Which of the following is NOT one of the forms of nonverbal communication?
The physical space between two people who are interacting can be divided into four zones. Which of the following is NOT one of the four zones?
People can be said to fall into two categories when it comes to touching--contact and noncontact. Contact people tend to view noncontact people as:
Which of the following would be the WORST bit of advice for a new salesperson for an office machine manufacturer to follow?
Be a leader and wear the latest fashions.
Which of the following is a suggestion for active listening?
A) Echo what the prospect has said.
B) Summarize the conversation.
C) Be quiet while the prospect thinks.
D) Concentrate on ideas rather than just words.
E) Do any of the above to encourage active listening.
During a 30-minute sales call approximately __________ nonverbal signals are exchanged.