Selling strategically (AEB3341) Final Exam Practice
Questions With Complete Solutions
"Behavior style" and "social style" are other ways of referring
to: Correct Answers communication style
A commonly-used tactic to transition from the approach to the
presentation is to restate the purpose of the sales call. Correct
Answers True
A customer who combines low dominance and high sociability
displays which of the following styles? Correct Answers
supportive
A customer who displays the reflective communication style can
accurately be described as: Correct Answers reserved
A feeling of ownership in the customer creates: Correct
Answers a desire to own the product
A good policy concerning recordkeeping is to: Correct Answers
never require a record that does not provide positive benefits to
someone in the sales process
A growing number of professional buyers have completed
training in negotiation. Correct Answers True
A major barrier to prospecting is time. Therefore, salespeople
should: Correct Answers integrate some prospect identification
with regular selling duties
,A non-threatening approach that allows the salesperson to gather
information about the prospect before the call is the: Correct
Answers survey approach
A presentation strategy that influences the prospect's beliefs,
attitudes, or behavior and encourages buyer action is the:
Correct Answers persuasive presentation strategy
A sales call plan is: Correct Answers a weekly action plan,
often initiated by the sales manager
A salesperson who says, "As I described earlier, we have two
financing methods available; Which of them do you prefer?" is
using which of the following closing methods? Correct
Answers multiple options
A value proposition: Correct Answers is the set of benefits and
values the company promises to deliver to customers to satisfy
their needs
A weak grip while shaking hands communicates weakness or:
Correct Answers indifference
Account managers from Campbell's help add value for their
culinary customers by: Correct Answers helping them improve
their menus
Achieving a marketplace advantage by teaming up with another
company whose products or services fit well with your own is
referred to as a: Correct Answers strategic selling alliance
, Active listening involves: Correct Answers indicating that you
are paying attention to what the speaker is saying with verbal
and nonverbal feedback
Adding value with a cluster of satisfactions would be an
effective way to deal with: Correct Answers price resistance
An approach that goes directly to showing the product to the
prospect is the: Correct Answers product demonstration
approach
An effective and practical way to minimize communication-
style bias is to: Correct Answers adapt your style to the way the
customer communicates
An effective model of creating rapport and building
relationships with customers includes: Correct Answers
respond
An emotional response that can take various forms such as
feelings of regret, fear, or anxiety is: Correct Answers buyer's
remorse
An indication, either verbal or nonverbal, that the prospect is
preparing to make a buying decision is called: Correct Answers
a closing clue
An informative presentation is one type of need-satisfaction
presentation. Correct Answers True
Questions With Complete Solutions
"Behavior style" and "social style" are other ways of referring
to: Correct Answers communication style
A commonly-used tactic to transition from the approach to the
presentation is to restate the purpose of the sales call. Correct
Answers True
A customer who combines low dominance and high sociability
displays which of the following styles? Correct Answers
supportive
A customer who displays the reflective communication style can
accurately be described as: Correct Answers reserved
A feeling of ownership in the customer creates: Correct
Answers a desire to own the product
A good policy concerning recordkeeping is to: Correct Answers
never require a record that does not provide positive benefits to
someone in the sales process
A growing number of professional buyers have completed
training in negotiation. Correct Answers True
A major barrier to prospecting is time. Therefore, salespeople
should: Correct Answers integrate some prospect identification
with regular selling duties
,A non-threatening approach that allows the salesperson to gather
information about the prospect before the call is the: Correct
Answers survey approach
A presentation strategy that influences the prospect's beliefs,
attitudes, or behavior and encourages buyer action is the:
Correct Answers persuasive presentation strategy
A sales call plan is: Correct Answers a weekly action plan,
often initiated by the sales manager
A salesperson who says, "As I described earlier, we have two
financing methods available; Which of them do you prefer?" is
using which of the following closing methods? Correct
Answers multiple options
A value proposition: Correct Answers is the set of benefits and
values the company promises to deliver to customers to satisfy
their needs
A weak grip while shaking hands communicates weakness or:
Correct Answers indifference
Account managers from Campbell's help add value for their
culinary customers by: Correct Answers helping them improve
their menus
Achieving a marketplace advantage by teaming up with another
company whose products or services fit well with your own is
referred to as a: Correct Answers strategic selling alliance
, Active listening involves: Correct Answers indicating that you
are paying attention to what the speaker is saying with verbal
and nonverbal feedback
Adding value with a cluster of satisfactions would be an
effective way to deal with: Correct Answers price resistance
An approach that goes directly to showing the product to the
prospect is the: Correct Answers product demonstration
approach
An effective and practical way to minimize communication-
style bias is to: Correct Answers adapt your style to the way the
customer communicates
An effective model of creating rapport and building
relationships with customers includes: Correct Answers
respond
An emotional response that can take various forms such as
feelings of regret, fear, or anxiety is: Correct Answers buyer's
remorse
An indication, either verbal or nonverbal, that the prospect is
preparing to make a buying decision is called: Correct Answers
a closing clue
An informative presentation is one type of need-satisfaction
presentation. Correct Answers True
