AEB3341 Exam 1 Questions With Complete Solutions
7 deadly sins of business selling Correct Answers 1. Lack of
knowledge
2. Time wasting
3. Poor planning
4. Pushiness
5. Lack of dependability
6. Unprofessional conduct
7. Unlimited optimism
10 steps in the selling process Correct Answers 1. prospecting
2. preapproach/planning
3. approach
4. presentation
5. trial close
6. determine objections
7. meet objections
8. trial close
9. close
10. follow up & service
A Checklist of Do Nots With Customers Correct Answers -
Never bluff; if you don't know, find out.
-Do not offend others with profanity.
-Never compromise your, or anyone else's, morals or principles.
-Do not allow idle conversation to dominate your sales call.
-Concentrate on your purpose.
-Don't be presumptuous—never with friends.
-Don't try to match the customer drink for drink when
entertaining.
,-Drink only if you want to and in moderation.
-Never criticize a competitor—especially to a customer. -Don't
be so focused that you use high pressure tactics. -Do not take
criticisms or turndowns personally—they're seldom meant that
way.
-Never talk your company down— especially to customers.
-Be proud of it and yourself.
-Do not worry or agonize over what you cannot control or
influence.
-Be concerned about what you can affect.
A Checklist of Do's With Customers Correct Answers -Know
the current products/services and their applications in your area.
-Look for the new techniques/services your customers want.
Identify the individual who makes or influences decisions, and
concentrate on that person.
-Maintain an up-to-date personal call list.
-Entertain selectively; your time and your expense account are
investments.
-Listen attentively to the customers.
-Make written notes as reminders.
-Seek out specific problems and the improvements your
customers want.
-Plan work by the week, not by the clock.
-Plan use of available time.
-Plan sales presentations.
-Have a purpose.
-Keep calls short unless invited to stay.
-Ask for business on every sales call.
-Leave a calling card if the customer is not in.
-Follow through with appropriate action
, A code of ethics formally states a company's values regarding
social and ethical issues. Correct Answers True
A good salesperson should abstain from remaining active in
community affairs due to conflicts of interest Correct Answers
False
a person's worldview Correct Answers different views on
ethics and morality
A salesperson asks "What am I legally required to do with this?"
when deciding whether to return competitive intelligence that
was gathered by stealing company data. At which level of moral
development is this salesperson operating? Correct Answers
Conventional
A salesperson should entertain both prospects and current
customers regularly to ensure customer satisfaction. Correct
Answers False
A salesperson should thoroughly educate all customers before
making a sale to avoid future legal problems. Correct Answers
True
ABCS (main elements of the customer relationship process)
stands for Correct Answers Analyze
Benefits
Commitment
Service
7 deadly sins of business selling Correct Answers 1. Lack of
knowledge
2. Time wasting
3. Poor planning
4. Pushiness
5. Lack of dependability
6. Unprofessional conduct
7. Unlimited optimism
10 steps in the selling process Correct Answers 1. prospecting
2. preapproach/planning
3. approach
4. presentation
5. trial close
6. determine objections
7. meet objections
8. trial close
9. close
10. follow up & service
A Checklist of Do Nots With Customers Correct Answers -
Never bluff; if you don't know, find out.
-Do not offend others with profanity.
-Never compromise your, or anyone else's, morals or principles.
-Do not allow idle conversation to dominate your sales call.
-Concentrate on your purpose.
-Don't be presumptuous—never with friends.
-Don't try to match the customer drink for drink when
entertaining.
,-Drink only if you want to and in moderation.
-Never criticize a competitor—especially to a customer. -Don't
be so focused that you use high pressure tactics. -Do not take
criticisms or turndowns personally—they're seldom meant that
way.
-Never talk your company down— especially to customers.
-Be proud of it and yourself.
-Do not worry or agonize over what you cannot control or
influence.
-Be concerned about what you can affect.
A Checklist of Do's With Customers Correct Answers -Know
the current products/services and their applications in your area.
-Look for the new techniques/services your customers want.
Identify the individual who makes or influences decisions, and
concentrate on that person.
-Maintain an up-to-date personal call list.
-Entertain selectively; your time and your expense account are
investments.
-Listen attentively to the customers.
-Make written notes as reminders.
-Seek out specific problems and the improvements your
customers want.
-Plan work by the week, not by the clock.
-Plan use of available time.
-Plan sales presentations.
-Have a purpose.
-Keep calls short unless invited to stay.
-Ask for business on every sales call.
-Leave a calling card if the customer is not in.
-Follow through with appropriate action
, A code of ethics formally states a company's values regarding
social and ethical issues. Correct Answers True
A good salesperson should abstain from remaining active in
community affairs due to conflicts of interest Correct Answers
False
a person's worldview Correct Answers different views on
ethics and morality
A salesperson asks "What am I legally required to do with this?"
when deciding whether to return competitive intelligence that
was gathered by stealing company data. At which level of moral
development is this salesperson operating? Correct Answers
Conventional
A salesperson should entertain both prospects and current
customers regularly to ensure customer satisfaction. Correct
Answers False
A salesperson should thoroughly educate all customers before
making a sale to avoid future legal problems. Correct Answers
True
ABCS (main elements of the customer relationship process)
stands for Correct Answers Analyze
Benefits
Commitment
Service
