Selling Strategically Exam 3 Questions With Complete
Solutions
_____ marketing is based on the idea that important customers
require constant attention.
Quality
Partnership
Transaction
Relationship
Transformational Correct Answers Relationship
_______ objections are simply a smoke screen designed to get
rid of a salesperson.
Stalling
Product
Hidden
Money
No-need Correct Answers Stalling
"As I understand it, you like the rotating handles, blade length,
and weight of these pruning shears." The salesperson is using
the _______ close.
continuous-close
minor-points
assumptive
summary-of-benefits
alternative-choice Correct Answers summary-of-benefits
"To increase the product assortment purchased by current
customers by two percent during the next three months," is an
example of a(n):
,net product forecast.
derived demand.
future product quotient.
market quota.
account objective. Correct Answers account objective.
"You're saying that automobile quality and service are less
important to you than price?" is an example of what category of
question?
Direct
Nondirective
Rephrasing
Redirect
Product-specific Correct Answers Rephrasing
A practical objection is termed as a major objection.
true
false Correct Answers false
A retail store buyer who dwells on trivial details like the
placement of buttons or the stitching on the collar as the reason
for not buying, more than likely has _______ objections.
no-need
forestalling
hidden
stalling
pre-emptive Correct Answers hidden
A salesperson enters a wholesale floral center and says, "Ms.
Wong, in my job, I visit a lot of nurseries and I believe you grow
, the most beautiful flowers I have ever seen." This is an example
of the _______ approach.
demonstration
referral
complimentary
product
introductory Correct Answers complimentary
A salesperson for a security company walks into a prospect's
office and says, "According to a recent FBI study, 10 percent of
your employees have stolen something tangible from your
company." The salesperson is most likely using the _______
approach.
proof statement
shock
testimonial
curiosity
scare-tactic Correct Answers shock
A salesperson invests time in direct proportion to the actual or
potential sales that the account represents. This relationship of
sales volume to sales calls is the:
basis for territory formation.
basis for sales call allocation.
break-even point.
sales response function.
correlation of effort and skill. Correct Answers sales response
function.
A salesperson should control the sales presentation.
true
Solutions
_____ marketing is based on the idea that important customers
require constant attention.
Quality
Partnership
Transaction
Relationship
Transformational Correct Answers Relationship
_______ objections are simply a smoke screen designed to get
rid of a salesperson.
Stalling
Product
Hidden
Money
No-need Correct Answers Stalling
"As I understand it, you like the rotating handles, blade length,
and weight of these pruning shears." The salesperson is using
the _______ close.
continuous-close
minor-points
assumptive
summary-of-benefits
alternative-choice Correct Answers summary-of-benefits
"To increase the product assortment purchased by current
customers by two percent during the next three months," is an
example of a(n):
,net product forecast.
derived demand.
future product quotient.
market quota.
account objective. Correct Answers account objective.
"You're saying that automobile quality and service are less
important to you than price?" is an example of what category of
question?
Direct
Nondirective
Rephrasing
Redirect
Product-specific Correct Answers Rephrasing
A practical objection is termed as a major objection.
true
false Correct Answers false
A retail store buyer who dwells on trivial details like the
placement of buttons or the stitching on the collar as the reason
for not buying, more than likely has _______ objections.
no-need
forestalling
hidden
stalling
pre-emptive Correct Answers hidden
A salesperson enters a wholesale floral center and says, "Ms.
Wong, in my job, I visit a lot of nurseries and I believe you grow
, the most beautiful flowers I have ever seen." This is an example
of the _______ approach.
demonstration
referral
complimentary
product
introductory Correct Answers complimentary
A salesperson for a security company walks into a prospect's
office and says, "According to a recent FBI study, 10 percent of
your employees have stolen something tangible from your
company." The salesperson is most likely using the _______
approach.
proof statement
shock
testimonial
curiosity
scare-tactic Correct Answers shock
A salesperson invests time in direct proportion to the actual or
potential sales that the account represents. This relationship of
sales volume to sales calls is the:
basis for territory formation.
basis for sales call allocation.
break-even point.
sales response function.
correlation of effort and skill. Correct Answers sales response
function.
A salesperson should control the sales presentation.
true
