AEB 3341 Exam 3 Questions With Complete Solutions
_____ refers to a salesperson's ability to contact people
throughout an account to discuss a product.
Missionary work
Order taking
Order getting
Sales power
Account penetration Correct Answers Account penetration
_______ asks the prospect to visualize using the same products
that famous people or companies use.
Prestige suggestion
Suggestive proposition
Direct suggestion
Image suggestion
Autosuggestion Correct Answers Prestige suggestion
_______ objections are simply a smoke screen designed to get
rid of a salesperson.
No-need
Money
Hidden
Stalling
Product Correct Answers Stalling
"Shouldn't you go ahead and order swimsuit stock for your retail
store now before the heavy demand of the summer season
reduces the available choices of styles and colors?" This is an
example of a(n):
suggestive proposition.
,autosuggestion.
direct suggestion.
prestige suggestion.
counter suggestion. Correct Answers suggestive proposition.
"Will you need one box of nails or two to go with those roofing
shingles?" is an example of an alternative-choice close.
false
true Correct Answers true
"You ought to buy that scarf. It is just like the one that I saw
Julia Roberts wearing when she was dining at the Blue Goose
Inn." This is an example of a(n):
counter suggestion.
autosuggestion.
suggestive proposition.
prestige suggestion.
direct suggestion. Correct Answers prestige suggestion.
A good relationship with the client can be maintained if the:
roles and expectations of each person are defined.
salesperson changes the client's mind on issues.
client takes full control.
salesperson outdoes the client.
client outdoes the salesperson. Correct Answers roles and
expectations of each person are defined.
A kitchen equipment salesperson asks a chef "With the
increased need for hygiene, what are the problems you face in
operating a commercial kitchen? "What kind of SPIN question is
the salesperson asking the prospect?
,Problem
Implication
Personal touch
Need payoff
Situation Correct Answers Implication
A Nike salesperson is informed by a retailer that ten pairs of
shoes are damaged and cannot be sold. After looking at the
merchandise, the salesperson determines the damage occurred
during the packaging process. What should the Nike salesperson
do to handle this situation?
Inform the client that these kinds of losses are common in retail
business.
Help the customer dump the unsalable inventory.
Apologize to the client and state that the problem will not
happen in the future.
Return the merchandise and provide a refund.
Try to convince the customer to buy some new merchandise.
Correct Answers Return the merchandise and provide a refund.
A professional salesperson should not study product materials
during the waiting time at the customer's office.
true
false Correct Answers false
A prospect says, "I think the price of your display case is a little
high." The salesperson replies, "Let me tell you about the value
that goes with our display case." What method is the salesperson
using to meet the objection?
Forestall
Rephrase
, Boomerang
Compensation
Dodge Correct Answers NOT Rephrase
A prospect that becomes increasingly anxious during a sales
presentation is sending a buying signal.
true
false Correct Answers false
A prospect's response during a sales presentation could be
categorized as any of the following EXCEPT a(n):
request for more information.
true objection.
condition of sale.
hopeless objection.
indirect suggestion. Correct Answers indirect suggestion.
A sales presentation has to be delivered after the prospect has
reached the conviction stage of the mental buying process.
false
true Correct Answers false
A sales quota comprises a group of customers or a geographical
area assigned to a salesperson.
false
true Correct Answers false
A salesperson asks a bookstore owner, "Do you know why
students who use our test preparation books increase their SAT
scores?" What approach is being used?
Customer benefit
_____ refers to a salesperson's ability to contact people
throughout an account to discuss a product.
Missionary work
Order taking
Order getting
Sales power
Account penetration Correct Answers Account penetration
_______ asks the prospect to visualize using the same products
that famous people or companies use.
Prestige suggestion
Suggestive proposition
Direct suggestion
Image suggestion
Autosuggestion Correct Answers Prestige suggestion
_______ objections are simply a smoke screen designed to get
rid of a salesperson.
No-need
Money
Hidden
Stalling
Product Correct Answers Stalling
"Shouldn't you go ahead and order swimsuit stock for your retail
store now before the heavy demand of the summer season
reduces the available choices of styles and colors?" This is an
example of a(n):
suggestive proposition.
,autosuggestion.
direct suggestion.
prestige suggestion.
counter suggestion. Correct Answers suggestive proposition.
"Will you need one box of nails or two to go with those roofing
shingles?" is an example of an alternative-choice close.
false
true Correct Answers true
"You ought to buy that scarf. It is just like the one that I saw
Julia Roberts wearing when she was dining at the Blue Goose
Inn." This is an example of a(n):
counter suggestion.
autosuggestion.
suggestive proposition.
prestige suggestion.
direct suggestion. Correct Answers prestige suggestion.
A good relationship with the client can be maintained if the:
roles and expectations of each person are defined.
salesperson changes the client's mind on issues.
client takes full control.
salesperson outdoes the client.
client outdoes the salesperson. Correct Answers roles and
expectations of each person are defined.
A kitchen equipment salesperson asks a chef "With the
increased need for hygiene, what are the problems you face in
operating a commercial kitchen? "What kind of SPIN question is
the salesperson asking the prospect?
,Problem
Implication
Personal touch
Need payoff
Situation Correct Answers Implication
A Nike salesperson is informed by a retailer that ten pairs of
shoes are damaged and cannot be sold. After looking at the
merchandise, the salesperson determines the damage occurred
during the packaging process. What should the Nike salesperson
do to handle this situation?
Inform the client that these kinds of losses are common in retail
business.
Help the customer dump the unsalable inventory.
Apologize to the client and state that the problem will not
happen in the future.
Return the merchandise and provide a refund.
Try to convince the customer to buy some new merchandise.
Correct Answers Return the merchandise and provide a refund.
A professional salesperson should not study product materials
during the waiting time at the customer's office.
true
false Correct Answers false
A prospect says, "I think the price of your display case is a little
high." The salesperson replies, "Let me tell you about the value
that goes with our display case." What method is the salesperson
using to meet the objection?
Forestall
Rephrase
, Boomerang
Compensation
Dodge Correct Answers NOT Rephrase
A prospect that becomes increasingly anxious during a sales
presentation is sending a buying signal.
true
false Correct Answers false
A prospect's response during a sales presentation could be
categorized as any of the following EXCEPT a(n):
request for more information.
true objection.
condition of sale.
hopeless objection.
indirect suggestion. Correct Answers indirect suggestion.
A sales presentation has to be delivered after the prospect has
reached the conviction stage of the mental buying process.
false
true Correct Answers false
A sales quota comprises a group of customers or a geographical
area assigned to a salesperson.
false
true Correct Answers false
A salesperson asks a bookstore owner, "Do you know why
students who use our test preparation books increase their SAT
scores?" What approach is being used?
Customer benefit
