MKTG 3010 FINAL QUESTIONS WITH VERIFIED
ANSWERS
With high value products, using traditional closing strategies may reduce the chance of
making a sale. - Answers - True
You should always prepare questions to ask at an interview. - Answers - True
From the list below, what is NOT a benefit of Need-payoff questions in the sales call? -
Answers - Need-payoff questions discourage the customer from seeking approval from
the rest of the organization.
Your personal operating approach is: - Answers - How you view and interact with other
people.
n an interview, "how would you handle it if you saw a co-worker stealing supplies from
the company?" is an example of which type of question? - Answers - Hypothetical.
The consumer buyer decision process consists of five stages. From the list below,
which is the first step? - Answers - Need recognition.
In a sales call, what can be the challenge with SPIN Implication questions? - Answers -
May make buyers feel negative or depressed.
In the selling communication model, what is the word used to describe any physical or
psychological distraction? - Answers - Noise.
Those who have not bought a product but who might be interested in it are called: -
Answers - Prospects.
Is the statement "this laptop weighs only 3 pounds" a Feature, Advantage or Benefit of a
sales solution? - Answers - Feature.
From the list below, what type of salesperson is likely to be selling life insurance? -
Answers - Missionary.
In an interview, "how many times have you been married?" is an example of which type
of question? - Answers - Illegal.
The ability to maintain belief in an institution or goal is known as: - Answers - Morale.
In an interview, "tell us a little about yourself" is an example of which type of question? -
Answers - Open.
, A key objective of the Selling Yourself interview process is to learn how to interview
someone. - Answers - False.
Which of the following statements best describes relationship sales? - Answers -
Building lifetime relationships with customers.
In an interview, "wouldn't you agree this job requires good communication skills?" is an
example of which type of question? - Answers - Leading.
In SPIN selling, which of the four stages of a sales call is the most important? - Answers
- Investigating.
From the list below, what address should be used on your resume? - Answers - Where
you check your mail.
According to the UNT Career Center, what percentage of people may be eliminated by
their contact information? - Answers - 50%
As a general rule, employers seek people who: - Answers - Meet the job requirements.
From the list below, what factor most impacts the length of a sales cycle? - Answers -
The complexity of the product.
Goal directed behavior is known as: - Answers - Motivation.
Based on the four communication styles, how would you classify a feeler? - Answers -
High dominance and high sociability.
SPIN selling describes four types of questions: Situation, Problem, Implication and
Need-Payoff. What type of question is finding out the effects or consequences of a
customer's problem? - Answers - Implication.
There is always a price at which a sale can be negotiated. - Answers - True
In an interview, "do you have international project management experience?" is an
example of which type of question? - Answers - Closed.
When selling high value goods & services, multiple people may be a part of the
purchase process. What is the function of the Influencer? - Answers - Provides
informational or preference input to the decision making process.
We remember 10 percent of what we read, 20 percent of what we hear and 70 percent
of what we speak. What percentage of what we see do we remember? - Answers -
30%.
ANSWERS
With high value products, using traditional closing strategies may reduce the chance of
making a sale. - Answers - True
You should always prepare questions to ask at an interview. - Answers - True
From the list below, what is NOT a benefit of Need-payoff questions in the sales call? -
Answers - Need-payoff questions discourage the customer from seeking approval from
the rest of the organization.
Your personal operating approach is: - Answers - How you view and interact with other
people.
n an interview, "how would you handle it if you saw a co-worker stealing supplies from
the company?" is an example of which type of question? - Answers - Hypothetical.
The consumer buyer decision process consists of five stages. From the list below,
which is the first step? - Answers - Need recognition.
In a sales call, what can be the challenge with SPIN Implication questions? - Answers -
May make buyers feel negative or depressed.
In the selling communication model, what is the word used to describe any physical or
psychological distraction? - Answers - Noise.
Those who have not bought a product but who might be interested in it are called: -
Answers - Prospects.
Is the statement "this laptop weighs only 3 pounds" a Feature, Advantage or Benefit of a
sales solution? - Answers - Feature.
From the list below, what type of salesperson is likely to be selling life insurance? -
Answers - Missionary.
In an interview, "how many times have you been married?" is an example of which type
of question? - Answers - Illegal.
The ability to maintain belief in an institution or goal is known as: - Answers - Morale.
In an interview, "tell us a little about yourself" is an example of which type of question? -
Answers - Open.
, A key objective of the Selling Yourself interview process is to learn how to interview
someone. - Answers - False.
Which of the following statements best describes relationship sales? - Answers -
Building lifetime relationships with customers.
In an interview, "wouldn't you agree this job requires good communication skills?" is an
example of which type of question? - Answers - Leading.
In SPIN selling, which of the four stages of a sales call is the most important? - Answers
- Investigating.
From the list below, what address should be used on your resume? - Answers - Where
you check your mail.
According to the UNT Career Center, what percentage of people may be eliminated by
their contact information? - Answers - 50%
As a general rule, employers seek people who: - Answers - Meet the job requirements.
From the list below, what factor most impacts the length of a sales cycle? - Answers -
The complexity of the product.
Goal directed behavior is known as: - Answers - Motivation.
Based on the four communication styles, how would you classify a feeler? - Answers -
High dominance and high sociability.
SPIN selling describes four types of questions: Situation, Problem, Implication and
Need-Payoff. What type of question is finding out the effects or consequences of a
customer's problem? - Answers - Implication.
There is always a price at which a sale can be negotiated. - Answers - True
In an interview, "do you have international project management experience?" is an
example of which type of question? - Answers - Closed.
When selling high value goods & services, multiple people may be a part of the
purchase process. What is the function of the Influencer? - Answers - Provides
informational or preference input to the decision making process.
We remember 10 percent of what we read, 20 percent of what we hear and 70 percent
of what we speak. What percentage of what we see do we remember? - Answers -
30%.
