Selling Strategically Exam 1 Questions With Complete
Solutions
____ occurs when listeners are easily distracted by their
thoughts.
- Transitional listening
- Marginal listening
- peripheral listening Correct Answers marginal listening
_______ is defined as the tension the mother feels over whether
she made the right decision when she purchased the least
expensive bicycle helmet and protective pads for her young son
who is just learning how to ride a bike.
- Purchase evaluation
- Satisfaction
- Post purchase evaluation
- Purchase dissonance
- Dissatisfaction Correct Answers Purchase dissonance
_______ is the act of transmitting verbal and nonverbal
information and understanding between seller and buyer.
- Empathizing
- Communication
- Persuasion
- Encoding
- Decoding Correct Answers Communication
A career in sales management begins with the position of:
- sales representative.
- salesperson.
- key account salesperson.
,- assistant sales representative.
- sales trainee. Correct Answers sales trainee
A feature is the performance characteristic of a product that
describes how it will help the buyer.
-True
-False Correct Answers False
A Green River ordinance states that:
- all salespeople in a city must obtain a sales license.
- door-to-door sales are not permited
- door-to-door salespersons who are not residents of the city
they do business must purchase sales licenses Correct Answers
door-to-door salespersons who are not residents of the city they
do business must purchase sales licenses
a physical object that can be purchased Correct Answers good
A test used to determine if a careers sales is appropriate for you
Correct Answers job aptitude
A U.S. manufacturer of generators has just broken ground for a
new plant in Australia. This is the company's first international
expansion effort, and its owners want to lease another corporate
jet temporarily so they can periodically fly to Australia to
oversee the building progress and help in the hiring process. The
new plant would have required _______ decision making and
the leasing of the jet would more than likely have required
_______ decision making.
- routine; limited
- extensive; limited
, - routine; extensive
- limited; pioneering
- restricted; routine Correct Answers extensive; limited
According to a Gallup poll, what do people assume is the
priority of traditional salespeople?
-Personal pride
- Legal duties
- Customer satisfaction
- Self-interests
- Recognition Correct Answers Self-interests
According to the Core Principles of Professional Selling, an
effective salesperson:
- owes greater allegiance to his/her employer than to customers.
- can use manipulation if needed to make the sale.
- has the Midas touch.
- unselfishly treats others as they would like to be treated.
- creates customer loyalty through discipline, persistence and
optimism. Correct Answers unselfishly treats others as they
would like to be treated.
According to the text, an untrained listener will most likely
understand and remember _______ of a conversation soon after
it occurs.
- 90%
- 75%
- 50%
- 25%
- 10% Correct Answers 50%
Solutions
____ occurs when listeners are easily distracted by their
thoughts.
- Transitional listening
- Marginal listening
- peripheral listening Correct Answers marginal listening
_______ is defined as the tension the mother feels over whether
she made the right decision when she purchased the least
expensive bicycle helmet and protective pads for her young son
who is just learning how to ride a bike.
- Purchase evaluation
- Satisfaction
- Post purchase evaluation
- Purchase dissonance
- Dissatisfaction Correct Answers Purchase dissonance
_______ is the act of transmitting verbal and nonverbal
information and understanding between seller and buyer.
- Empathizing
- Communication
- Persuasion
- Encoding
- Decoding Correct Answers Communication
A career in sales management begins with the position of:
- sales representative.
- salesperson.
- key account salesperson.
,- assistant sales representative.
- sales trainee. Correct Answers sales trainee
A feature is the performance characteristic of a product that
describes how it will help the buyer.
-True
-False Correct Answers False
A Green River ordinance states that:
- all salespeople in a city must obtain a sales license.
- door-to-door sales are not permited
- door-to-door salespersons who are not residents of the city
they do business must purchase sales licenses Correct Answers
door-to-door salespersons who are not residents of the city they
do business must purchase sales licenses
a physical object that can be purchased Correct Answers good
A test used to determine if a careers sales is appropriate for you
Correct Answers job aptitude
A U.S. manufacturer of generators has just broken ground for a
new plant in Australia. This is the company's first international
expansion effort, and its owners want to lease another corporate
jet temporarily so they can periodically fly to Australia to
oversee the building progress and help in the hiring process. The
new plant would have required _______ decision making and
the leasing of the jet would more than likely have required
_______ decision making.
- routine; limited
- extensive; limited
, - routine; extensive
- limited; pioneering
- restricted; routine Correct Answers extensive; limited
According to a Gallup poll, what do people assume is the
priority of traditional salespeople?
-Personal pride
- Legal duties
- Customer satisfaction
- Self-interests
- Recognition Correct Answers Self-interests
According to the Core Principles of Professional Selling, an
effective salesperson:
- owes greater allegiance to his/her employer than to customers.
- can use manipulation if needed to make the sale.
- has the Midas touch.
- unselfishly treats others as they would like to be treated.
- creates customer loyalty through discipline, persistence and
optimism. Correct Answers unselfishly treats others as they
would like to be treated.
According to the text, an untrained listener will most likely
understand and remember _______ of a conversation soon after
it occurs.
- 90%
- 75%
- 50%
- 25%
- 10% Correct Answers 50%
