,
,
,
,Name: Class: Date:
Chapter2 012 SELL7
Indicate2 the2 answer2 choice2 that2 best2 completes2 the2 statement2 or2 answers2 the2 question.
2 21.2In2the2context2of2mental2states2selling,2which2of2the2following2tactics2can2a2salesperson2use2to2draw2the2attention2of
2a2prospective2customer2to2a2product?
a. Overcoming2resistance2of2the2prospect
b. Building2rapport2with2the2prospect
c. Persuading2the2prospect2to2try2the2product
d. Demonstrating2the2product
e. Building2a2sense2of2urgency2about2the2product
2 22.2Which2of2the2following2helps2marketing2and2sales2personnel2to2be2good2candidates2for2upper2management
2positions?
a. Their2ability2to2overcome2negative2feedback
b. Their2ability2to2meet2customer2needs
c. Their2ability2to2isolate2themselves2from2their2customer's2decision-making2process
d. Their2ability2to2resist2changes
e. Their2ability2to2push2products2to2customers
2 23.2Which2of2the2following2is2a2characteristic2of2sales2careers?
a. Delayed2feedback2on2job2performance
b. Negligible2job2security
c. Vegetation2and2monotony
d. An2annual2salary2of2approximately2$60,8692for2the2average2salesperson
e. Advancement2opportunities
2 24.2Which2of2the2following2forms2of2marketing2involves2talking2with2buyers2before,2during,2and2after2the2sale?
a. Personal2selling
b. Public2relations
c. Direct2marketing
d. Sales2promotion
e. Electronic2 marketing
2 25.2Which2of2the2following2approaches2to2personal2selling2forces2a2salesperson2to2plan2the2sales2presentation2prior2to2
calling2on2a2customer?
a. Need2satisfaction2selling
b. Mental2states2selling
c. Problem-solving2 selling
d. Consultative2 selling
e. Adaptive2selling
Page25
, Name: Class: Date:
Chapter2 012 SELL7
2 26.2Which2of2the2following2statements2is2true2of2stimulus2response2selling?
a. The2sales2message2in2stimulus2response2selling2cannot2be2prepared2before2sales2dialogue.
b. It2cannot2be2used2with2a2canned2sales2presentation.
c. It2calls2for2the2buyer2to2dominate2the2flow2of2conversation2in2sales2dialogue.
d. Inexperienced2salespeople2can2rely2on2stimulus2response2sales2methods2in2some2settings.
e. It2is2most2suitable2when2the2prospects2are2professional2buyers.
2 27.2 is2a2customer-oriented2approach2that2uses2truthful,2non-manipulative2tactics2to2satisfy2the2long-
term2needs2of2both2the2customer2and2the2selling2firm.
a. Sales2prospecting
b. A2sales2pitch
c. Sales2advertising
d. Sales2professionalism
e. A2sales2funnel
2 28.2Which2of2the2following2is2a2category2of2sales2support2personnel2who2are2not2typically2involved2in2the2direct2s
olicitation2of2purchase2orders?
a. Missionary2salespeople
b. Pioneers
c. Order-getters
d. Inside2salespeople
e. Direct-to-consumer2 salespeople
2 29.2In2the2context2of2the2attributes2required2for2a2successful2sales2career,2which2of2the2following2includes2asking2ap
propriate2questions2and2not2interrupting2at2inappropriate2times?
a. Active2listening
b. Service2orientation
c. Adaptability
d. Initiative
e. Logical2reasoning
2 30.2Terry,2a2sales2executive2at2AutoMoco,2ensures2customer2satisfaction2through2continued2post-sale2follow-
up.2He2addresses2customer2queries2by2coordinating2with2various2departments2at2AutoMoco2and2getting2expert2a
dvice2from2their2personnel.2In2this2scenario,2Terry2plays2the2role2of2a2 .
a. business2consultant
b. strategic2orchestrator
c. revenue2producer
d. market2 researcher
e. negotiation2 expert
Page26
,
,
,Name: Class: Date:
Chapter2 012 SELL7
Indicate2 the2 answer2 choice2 that2 best2 completes2 the2 statement2 or2 answers2 the2 question.
2 21.2In2the2context2of2mental2states2selling,2which2of2the2following2tactics2can2a2salesperson2use2to2draw2the2attention2of
2a2prospective2customer2to2a2product?
a. Overcoming2resistance2of2the2prospect
b. Building2rapport2with2the2prospect
c. Persuading2the2prospect2to2try2the2product
d. Demonstrating2the2product
e. Building2a2sense2of2urgency2about2the2product
2 22.2Which2of2the2following2helps2marketing2and2sales2personnel2to2be2good2candidates2for2upper2management
2positions?
a. Their2ability2to2overcome2negative2feedback
b. Their2ability2to2meet2customer2needs
c. Their2ability2to2isolate2themselves2from2their2customer's2decision-making2process
d. Their2ability2to2resist2changes
e. Their2ability2to2push2products2to2customers
2 23.2Which2of2the2following2is2a2characteristic2of2sales2careers?
a. Delayed2feedback2on2job2performance
b. Negligible2job2security
c. Vegetation2and2monotony
d. An2annual2salary2of2approximately2$60,8692for2the2average2salesperson
e. Advancement2opportunities
2 24.2Which2of2the2following2forms2of2marketing2involves2talking2with2buyers2before,2during,2and2after2the2sale?
a. Personal2selling
b. Public2relations
c. Direct2marketing
d. Sales2promotion
e. Electronic2 marketing
2 25.2Which2of2the2following2approaches2to2personal2selling2forces2a2salesperson2to2plan2the2sales2presentation2prior2to2
calling2on2a2customer?
a. Need2satisfaction2selling
b. Mental2states2selling
c. Problem-solving2 selling
d. Consultative2 selling
e. Adaptive2selling
Page25
, Name: Class: Date:
Chapter2 012 SELL7
2 26.2Which2of2the2following2statements2is2true2of2stimulus2response2selling?
a. The2sales2message2in2stimulus2response2selling2cannot2be2prepared2before2sales2dialogue.
b. It2cannot2be2used2with2a2canned2sales2presentation.
c. It2calls2for2the2buyer2to2dominate2the2flow2of2conversation2in2sales2dialogue.
d. Inexperienced2salespeople2can2rely2on2stimulus2response2sales2methods2in2some2settings.
e. It2is2most2suitable2when2the2prospects2are2professional2buyers.
2 27.2 is2a2customer-oriented2approach2that2uses2truthful,2non-manipulative2tactics2to2satisfy2the2long-
term2needs2of2both2the2customer2and2the2selling2firm.
a. Sales2prospecting
b. A2sales2pitch
c. Sales2advertising
d. Sales2professionalism
e. A2sales2funnel
2 28.2Which2of2the2following2is2a2category2of2sales2support2personnel2who2are2not2typically2involved2in2the2direct2s
olicitation2of2purchase2orders?
a. Missionary2salespeople
b. Pioneers
c. Order-getters
d. Inside2salespeople
e. Direct-to-consumer2 salespeople
2 29.2In2the2context2of2the2attributes2required2for2a2successful2sales2career,2which2of2the2following2includes2asking2ap
propriate2questions2and2not2interrupting2at2inappropriate2times?
a. Active2listening
b. Service2orientation
c. Adaptability
d. Initiative
e. Logical2reasoning
2 30.2Terry,2a2sales2executive2at2AutoMoco,2ensures2customer2satisfaction2through2continued2post-sale2follow-
up.2He2addresses2customer2queries2by2coordinating2with2various2departments2at2AutoMoco2and2getting2expert2a
dvice2from2their2personnel.2In2this2scenario,2Terry2plays2the2role2of2a2 .
a. business2consultant
b. strategic2orchestrator
c. revenue2producer
d. market2 researcher
e. negotiation2 expert
Page26
