MAR 3407 Final Exam Questions with Correct
Answers
Inside sales can be a great entry role for aspiring B2B salespeople.
(T/F)
True
"B2B Sales" refers to companies and the salespeople working at those companies who
sell products & services primarily to other businesses.
(T/F)
True
Who would a B2B salesperson never sell to?
A) a professional procurement specialist
B) a small business owner
C) a department manager, looking for a product to help her manage more effectively
D) a consumer, buying with his own money for his own personal use
D) a consumer, buying with his own money for his own personal use
What is a key distinction between B2B and B2C Sales?
A) In B2B you need to consider both the buying individual and the buying company
B) In B2B, the buyer is using company, not personal, money
C) B2B sales often have more complex sales than B2C
D) all of these answers
D) all of these answers
Often more than one person needs to approve a B2B deal before it can close.
(T/F)
, True
Objections from the prospect are an indication that the deal is on shaky ground.
(T/F)
False
The most important part of the initial prospect meeting is your well-prepared
presentation and demo. If you do nothing else in your meeting, make sure you do a
strong presentation.
(T/F)
False
Most days in B2B sales are highly structured and directed by the head of the sales
department.
(T/F)
False
Which step is the most important and most overlooked?
A) Closing
B) Conceptual Agreement
C) Lead Qualifying
D) Scoping
C) Lead Qualifying
According to the CSO Insights 2015 Sales Compensation and Performance
Management Study, what percent of sales professionals miss their quota each year?
A) Just over 25%
B) 10%
Answers
Inside sales can be a great entry role for aspiring B2B salespeople.
(T/F)
True
"B2B Sales" refers to companies and the salespeople working at those companies who
sell products & services primarily to other businesses.
(T/F)
True
Who would a B2B salesperson never sell to?
A) a professional procurement specialist
B) a small business owner
C) a department manager, looking for a product to help her manage more effectively
D) a consumer, buying with his own money for his own personal use
D) a consumer, buying with his own money for his own personal use
What is a key distinction between B2B and B2C Sales?
A) In B2B you need to consider both the buying individual and the buying company
B) In B2B, the buyer is using company, not personal, money
C) B2B sales often have more complex sales than B2C
D) all of these answers
D) all of these answers
Often more than one person needs to approve a B2B deal before it can close.
(T/F)
, True
Objections from the prospect are an indication that the deal is on shaky ground.
(T/F)
False
The most important part of the initial prospect meeting is your well-prepared
presentation and demo. If you do nothing else in your meeting, make sure you do a
strong presentation.
(T/F)
False
Most days in B2B sales are highly structured and directed by the head of the sales
department.
(T/F)
False
Which step is the most important and most overlooked?
A) Closing
B) Conceptual Agreement
C) Lead Qualifying
D) Scoping
C) Lead Qualifying
According to the CSO Insights 2015 Sales Compensation and Performance
Management Study, what percent of sales professionals miss their quota each year?
A) Just over 25%
B) 10%
