AEB3341 Exam 1 Review Questions With Complete
Solutions
In the SELL Sequence, the final step involves asking for
feedback from the prospect and conducting a trial close.
True
The _______ is a reminder to emphasize the features,
advantages and benefits of a product during a sales presentation.
SELL Sequence(correct)
trial close
Prospecting method
SWOT analysis
sales presentation
Which of the following is an example of a social force that could
influence consumers' buying behaviors?
Family (correct
Situation
Perception
Income
,Past experiences
The unspoken message in most companies is that freedom in
dress may be a privilege of rank.
True
The concept of _______ space refers to the area around the self
that a person will not allow another person to enter without
consent.
Territorial
The salesperson was using _______ in her sales presentation
when she asked, "I was so sorry to hear about the break-in at
your warehouse. Is there any way that I can help you deal with
this problem?"
Empathy
Marcus Dominic sells automotive components. He usually
avoids purchasing agents and visits departments in companies to
obtain orders without authorization from the agent. According to
the text, this is an example of:
pushiness
According to the Core Principles of Professional Selling, an
effective salesperson:
Unselfishly treats others as they would like to be treated
Which of the following statements about bribery is most likely
true?
, Bribery accounts for more than all white collar crimes in the US
A computer dealer induced a finance company to enter into a
hire-purchase agreement by contributing false information about
the amount of deposit paid by the customer unknowingly, who
later defaulted and sold the computer to a third party. This is an
example of:
Misrepresnetation
The _______ is a reminder to emphasize the features,
advantages and benefits of a product during a sales presentation.
SELL Sequence
A person's needs are wants that are learned by a person, while
wants result from a lack of something desirable.
False
Joseph Harris is the company's best salesperson. Harris is
making a sales call on the manager of a theater that is planning
to perform three plays this season that include complicated
lifting, flying, and a working trapdoor. The manager is aware of
the time, labor, and monetary costs involved in staging these
productions and wishes there was an easier way to produce the
three plays.
The theater manager is very concerned about the cost and
quality of the Stage Technologies system. Harris should most
likely:
address the issue
Solutions
In the SELL Sequence, the final step involves asking for
feedback from the prospect and conducting a trial close.
True
The _______ is a reminder to emphasize the features,
advantages and benefits of a product during a sales presentation.
SELL Sequence(correct)
trial close
Prospecting method
SWOT analysis
sales presentation
Which of the following is an example of a social force that could
influence consumers' buying behaviors?
Family (correct
Situation
Perception
Income
,Past experiences
The unspoken message in most companies is that freedom in
dress may be a privilege of rank.
True
The concept of _______ space refers to the area around the self
that a person will not allow another person to enter without
consent.
Territorial
The salesperson was using _______ in her sales presentation
when she asked, "I was so sorry to hear about the break-in at
your warehouse. Is there any way that I can help you deal with
this problem?"
Empathy
Marcus Dominic sells automotive components. He usually
avoids purchasing agents and visits departments in companies to
obtain orders without authorization from the agent. According to
the text, this is an example of:
pushiness
According to the Core Principles of Professional Selling, an
effective salesperson:
Unselfishly treats others as they would like to be treated
Which of the following statements about bribery is most likely
true?
, Bribery accounts for more than all white collar crimes in the US
A computer dealer induced a finance company to enter into a
hire-purchase agreement by contributing false information about
the amount of deposit paid by the customer unknowingly, who
later defaulted and sold the computer to a third party. This is an
example of:
Misrepresnetation
The _______ is a reminder to emphasize the features,
advantages and benefits of a product during a sales presentation.
SELL Sequence
A person's needs are wants that are learned by a person, while
wants result from a lack of something desirable.
False
Joseph Harris is the company's best salesperson. Harris is
making a sales call on the manager of a theater that is planning
to perform three plays this season that include complicated
lifting, flying, and a working trapdoor. The manager is aware of
the time, labor, and monetary costs involved in staging these
productions and wishes there was an easier way to produce the
three plays.
The theater manager is very concerned about the cost and
quality of the Stage Technologies system. Harris should most
likely:
address the issue
