Test Bank Ch. 6-10 Exam Questions
with Verified Answers
call reluctance - Answer-Jenny sells medical equipment like examination tables and
dental chairs. She has been advised that she should contact the comptroller at the
Hamilton Public Hospital because the hospital plans on building and equipping 150
medical and dental offices in its new health care complex. Jenny has not yet made
the sales call because she hates to be pushy. Which of the following best describes
Jenny's current behaviour?
developing FAB, developing marketing plan, developing business proposition -
Answer-What are the first three steps involved in developing the customer benefit
plan in their correct order?
how the reseller will sell the garden tools once purchased - Answer-Phyllis sells for a
manufacturer of a line of forged steel gardening tools. What should she include in
her marketing plan for a hardware store?
the features - Answer-The customer benefit plan contains the nucleus of the
information used by a salesperson in a sales presentation. What would a
salesperson NOT include in step three a customer benefit plan?
Interest - Answer-What is the second of the five mental steps that a prospect goes
through in deciding to buy from you?
attention - Answer-In which of the prospect's mental steps would interruptions by a
secretary, a long-distance phone call, and the prospect's need to leave the office in
the next fifteen minutes be most distracting to a salesperson?
attention, interest, desire, conviction, purchase - Answer-A salesperson's prospects
go through several mental steps in deciding whether to buy or not to buy the product.
Select these steps in their correct order
conviction - Answer-In which of the mental steps does the prospect decide he should
buy from you because there are no remaining doubts in his mind?
sales presentation - Answer-What involves a persuasive vocal and visual
explanation of a business proposition?
memorized - Answer-Which type of presentation methods is most likely to be used in
a transactional sales interaction?
problem-solving - Answer-Which of the following presentation methods allows for
greater customization according to the textbook?
, the interactive need-satisfaction approach - Answer-Which of the following sales
presentation methods is most often used by experienced salespersons selling
directly to businesses?
formula - Answer-Which of the following is based on the assumption that similar
prospects facing similar situations should be approached with similar sales
presentations?
explaining his/her company' competitive advantage - Answer-What is the
salesperson attempting to do when he/she provides a brief summary of his/her
company's relative strengths in the marketplace?
statement, demonstration, and question - Answer-Approach techniques can be
grouped into three general categories. What are those three categories
The interactive need-satisfaction and problem solving sales presentation methods
should always use the questions approach technique. - Answer-Which of the
following statements about approach techniques and presentation methods is
correct?
premium - Answer-"Ms. Flores (handing her the product to examine), I want to leave
samples for you, your cosmetic representative, and your best customers, of Revlon's
newest addition to our perfume line." What kind of opening statement best captures
this interaction between the salesperson and Ms. Flores?
to uncover the needs or problems of the prospect - Answer-Which of the following
objectives is unique to the questions approach technique?
Use these statements when you are trying to determine the actual customer's needs
- Answer-Which of the following are NOT appropriate statements associated with
using a customer benefit type opening approach?
introductory - Answer-Which opening statement approach is so weak that it usually
must be used in conjunction with another approach?
complimentary - Answer-The salesperson walked into the wholesale floral centre and
said, "Ms. Allyn, in my job I visit a lot of nurseries, and I believe you grow the most
beautiful flowers I have ever seen." Which kind of opening statement best describes
this interaction?
product - Answer-Manny walked into the office of the buyer for a large discount store
and placed a small box of what appeared to be multicoloured rocks about the size of
an Oreo cookie on her desk. Then Manny sat down and waited for the prospect to
make some kind of comment about what he had put on her desk. What kind of
demonstration opening is Manny using?
shock - Answer-Knowing his prospect would be concerned about the possibility of
contamination of the foods he was processing with his packing equipment, Luca
opened by saying, "Did you know that 2 deaths in Canada last year were attributed
to toxic lubricants in food processing equipment. To prove to you the conveyer belt
with Verified Answers
call reluctance - Answer-Jenny sells medical equipment like examination tables and
dental chairs. She has been advised that she should contact the comptroller at the
Hamilton Public Hospital because the hospital plans on building and equipping 150
medical and dental offices in its new health care complex. Jenny has not yet made
the sales call because she hates to be pushy. Which of the following best describes
Jenny's current behaviour?
developing FAB, developing marketing plan, developing business proposition -
Answer-What are the first three steps involved in developing the customer benefit
plan in their correct order?
how the reseller will sell the garden tools once purchased - Answer-Phyllis sells for a
manufacturer of a line of forged steel gardening tools. What should she include in
her marketing plan for a hardware store?
the features - Answer-The customer benefit plan contains the nucleus of the
information used by a salesperson in a sales presentation. What would a
salesperson NOT include in step three a customer benefit plan?
Interest - Answer-What is the second of the five mental steps that a prospect goes
through in deciding to buy from you?
attention - Answer-In which of the prospect's mental steps would interruptions by a
secretary, a long-distance phone call, and the prospect's need to leave the office in
the next fifteen minutes be most distracting to a salesperson?
attention, interest, desire, conviction, purchase - Answer-A salesperson's prospects
go through several mental steps in deciding whether to buy or not to buy the product.
Select these steps in their correct order
conviction - Answer-In which of the mental steps does the prospect decide he should
buy from you because there are no remaining doubts in his mind?
sales presentation - Answer-What involves a persuasive vocal and visual
explanation of a business proposition?
memorized - Answer-Which type of presentation methods is most likely to be used in
a transactional sales interaction?
problem-solving - Answer-Which of the following presentation methods allows for
greater customization according to the textbook?
, the interactive need-satisfaction approach - Answer-Which of the following sales
presentation methods is most often used by experienced salespersons selling
directly to businesses?
formula - Answer-Which of the following is based on the assumption that similar
prospects facing similar situations should be approached with similar sales
presentations?
explaining his/her company' competitive advantage - Answer-What is the
salesperson attempting to do when he/she provides a brief summary of his/her
company's relative strengths in the marketplace?
statement, demonstration, and question - Answer-Approach techniques can be
grouped into three general categories. What are those three categories
The interactive need-satisfaction and problem solving sales presentation methods
should always use the questions approach technique. - Answer-Which of the
following statements about approach techniques and presentation methods is
correct?
premium - Answer-"Ms. Flores (handing her the product to examine), I want to leave
samples for you, your cosmetic representative, and your best customers, of Revlon's
newest addition to our perfume line." What kind of opening statement best captures
this interaction between the salesperson and Ms. Flores?
to uncover the needs or problems of the prospect - Answer-Which of the following
objectives is unique to the questions approach technique?
Use these statements when you are trying to determine the actual customer's needs
- Answer-Which of the following are NOT appropriate statements associated with
using a customer benefit type opening approach?
introductory - Answer-Which opening statement approach is so weak that it usually
must be used in conjunction with another approach?
complimentary - Answer-The salesperson walked into the wholesale floral centre and
said, "Ms. Allyn, in my job I visit a lot of nurseries, and I believe you grow the most
beautiful flowers I have ever seen." Which kind of opening statement best describes
this interaction?
product - Answer-Manny walked into the office of the buyer for a large discount store
and placed a small box of what appeared to be multicoloured rocks about the size of
an Oreo cookie on her desk. Then Manny sat down and waited for the prospect to
make some kind of comment about what he had put on her desk. What kind of
demonstration opening is Manny using?
shock - Answer-Knowing his prospect would be concerned about the possibility of
contamination of the foods he was processing with his packing equipment, Luca
opened by saying, "Did you know that 2 deaths in Canada last year were attributed
to toxic lubricants in food processing equipment. To prove to you the conveyer belt
