Exam 3 Selling Strategically Questions With Complete
Solutions
A business friendship differs significantly from a personal
friendship Correct Answers False
A professional salesperson will wait a couple of days before
handling any customer complaints because they often become
less significant with passage of time Correct Answers False
A sales territory: Correct Answers contains present and
potential customers
A survey of purchasing agents shows that professional buyers
believe it is important for salespeople to do all of the following
ECXEPT: Correct Answers use high-pressure sales tactics
A(n) _____ is a short, wise, easy to learn saying that calls a
salesperson to think and act Correct Answers Proverb
According to a survey of purchasing agents, it is most important
during a sales call for a professional salesperson to: Correct
Answers demonstrate knowledge of the buyer's product line
According to the text, which of the following is one of the
objectives given for establishing sales territories? Correct
Answers To improve customer relations and satisfaction
Account penetration refers to the ability to work and contact
people throughout the account to discuss your product Correct
Answers True
, after conducting an account analysis in the time and territory
management process salespeople should Correct Answers Set
account objectives and sales quotas
After Helen, a realtor, closes on a house, she usually calls her
customers the following week to find out if they are pleased
with their new home. This is an example of transactional selling.
Correct Answers False
After landing a $200,000 order for baskets, Austin should most
likely engage in all of the following EXCEPT: Correct Answers
calling and texting the customer daily
Another name for the direct question is the ________ question.
Correct Answers close-ended
As per the text, one of the time management skills that can help
sales professionals in achieving success is having a systematic
account for the outcomes you aim to achieve before allocating
time to achieve these outcomes. Correct Answers True
Before making a sales call, the salesperson should first qualify
an account, which means the account should meet the firm's
credit standards Correct Answers False
Break-even volume per hour= Correct Answers Cost per hour/
Gross profit percentage
Customer relationship marketing is the key tp Correct Answers
retaining customers
Solutions
A business friendship differs significantly from a personal
friendship Correct Answers False
A professional salesperson will wait a couple of days before
handling any customer complaints because they often become
less significant with passage of time Correct Answers False
A sales territory: Correct Answers contains present and
potential customers
A survey of purchasing agents shows that professional buyers
believe it is important for salespeople to do all of the following
ECXEPT: Correct Answers use high-pressure sales tactics
A(n) _____ is a short, wise, easy to learn saying that calls a
salesperson to think and act Correct Answers Proverb
According to a survey of purchasing agents, it is most important
during a sales call for a professional salesperson to: Correct
Answers demonstrate knowledge of the buyer's product line
According to the text, which of the following is one of the
objectives given for establishing sales territories? Correct
Answers To improve customer relations and satisfaction
Account penetration refers to the ability to work and contact
people throughout the account to discuss your product Correct
Answers True
, after conducting an account analysis in the time and territory
management process salespeople should Correct Answers Set
account objectives and sales quotas
After Helen, a realtor, closes on a house, she usually calls her
customers the following week to find out if they are pleased
with their new home. This is an example of transactional selling.
Correct Answers False
After landing a $200,000 order for baskets, Austin should most
likely engage in all of the following EXCEPT: Correct Answers
calling and texting the customer daily
Another name for the direct question is the ________ question.
Correct Answers close-ended
As per the text, one of the time management skills that can help
sales professionals in achieving success is having a systematic
account for the outcomes you aim to achieve before allocating
time to achieve these outcomes. Correct Answers True
Before making a sales call, the salesperson should first qualify
an account, which means the account should meet the firm's
credit standards Correct Answers False
Break-even volume per hour= Correct Answers Cost per hour/
Gross profit percentage
Customer relationship marketing is the key tp Correct Answers
retaining customers
