AEB 3341 Exam 1 Questions With Complete Solutions
______ skills refer to the seller's understanding and proficiency
in the performance of specific tasks. Correct Answers
Technical
_______ refers to the holistic business system required to
effectively develop, manage, enable, and execute a mutually
beneficial, interpersonal exchange of goods and/or services for
equitable value Correct Answers professional selling
_______ skills refer to the seller's understanding and proficiency
in the performance of specific tasks. Correct Answers technical
"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: Correct
Answers advantage
A code of ethic formally states a company's values regarding
social and ethical issues Correct Answers true
A cooling-off law gives the buyer three weeks to cancel the
contract, return any merchandise, and obtain a full refund
Correct Answers false
A feature is the performance characteristic of a product that
describes how it will help the buyer Correct Answers false
,A good salesperson should abstain from remaining active in
community affairs due to conflicts of interest. Correct Answers
false
A high-involvement type of purchase typically requires routine
decision making Correct Answers false
A medical supplies salesperson walks into a hospital
administrator's office. The administrator invites the salesperson
to sit in a chair directly across the desk from her. Into which
space zone is the salesperson being placed? Correct Answers
social
A mother of six school- aged children buying two gallons of
milk on the way home from work would most likely be making
a ______ buying decision Correct Answers routine
A professional salesperson will most likely: Correct Answers
Maintain an intimate knowledge of the industry
A prospect can communicate with you without uttering a word
Correct Answers true
A prospect internalizes the information presented by a
salesperson and then makes a buying decision. Because we
cannot see into the buyer's mind, this internalization process is
referred to as a(n): Correct Answers black box
A sales presentation that focuses primarily on product features s
highly persuasive Correct Answers false
, A salesperson can be more effective in converting his or her
ideas into language with an enthusiastic attitude and effective
proof statements. Correct Answers true
A salesperson following the core principles of professional
selling is helpful and honest with customers even if that means
losing sales Correct Answers true
A salesperson needs physical, spiritual, and mental stamina to
succeed. Correct Answers true
A salesperson should entertain both prospects and current
customers regularly to ensure customer satisfaction. Correct
Answers False
A salesperson trying to sell gym memberships to new mothers
uses letters from doctors to support his claim that exercise helps
improve mental health while raising young children. The
salesperson is using Correct Answers proof statement
A salesperson who adheres to the Core Principles of
Professional Selling: Correct Answers Attributes his/her
success to others
A senser is a people-oriented individual who is sensitive to
people's needs. Correct Answers false
A wholesale salesperson would sell designer clothing to a
department store which in turn would resell the items to
individual customers Correct Answers true
______ skills refer to the seller's understanding and proficiency
in the performance of specific tasks. Correct Answers
Technical
_______ refers to the holistic business system required to
effectively develop, manage, enable, and execute a mutually
beneficial, interpersonal exchange of goods and/or services for
equitable value Correct Answers professional selling
_______ skills refer to the seller's understanding and proficiency
in the performance of specific tasks. Correct Answers technical
"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: Correct
Answers advantage
A code of ethic formally states a company's values regarding
social and ethical issues Correct Answers true
A cooling-off law gives the buyer three weeks to cancel the
contract, return any merchandise, and obtain a full refund
Correct Answers false
A feature is the performance characteristic of a product that
describes how it will help the buyer Correct Answers false
,A good salesperson should abstain from remaining active in
community affairs due to conflicts of interest. Correct Answers
false
A high-involvement type of purchase typically requires routine
decision making Correct Answers false
A medical supplies salesperson walks into a hospital
administrator's office. The administrator invites the salesperson
to sit in a chair directly across the desk from her. Into which
space zone is the salesperson being placed? Correct Answers
social
A mother of six school- aged children buying two gallons of
milk on the way home from work would most likely be making
a ______ buying decision Correct Answers routine
A professional salesperson will most likely: Correct Answers
Maintain an intimate knowledge of the industry
A prospect can communicate with you without uttering a word
Correct Answers true
A prospect internalizes the information presented by a
salesperson and then makes a buying decision. Because we
cannot see into the buyer's mind, this internalization process is
referred to as a(n): Correct Answers black box
A sales presentation that focuses primarily on product features s
highly persuasive Correct Answers false
, A salesperson can be more effective in converting his or her
ideas into language with an enthusiastic attitude and effective
proof statements. Correct Answers true
A salesperson following the core principles of professional
selling is helpful and honest with customers even if that means
losing sales Correct Answers true
A salesperson needs physical, spiritual, and mental stamina to
succeed. Correct Answers true
A salesperson should entertain both prospects and current
customers regularly to ensure customer satisfaction. Correct
Answers False
A salesperson trying to sell gym memberships to new mothers
uses letters from doctors to support his claim that exercise helps
improve mental health while raising young children. The
salesperson is using Correct Answers proof statement
A salesperson who adheres to the Core Principles of
Professional Selling: Correct Answers Attributes his/her
success to others
A senser is a people-oriented individual who is sensitive to
people's needs. Correct Answers false
A wholesale salesperson would sell designer clothing to a
department store which in turn would resell the items to
individual customers Correct Answers true
