Spiller, Selling & Sales Management: Developing Skills for Success
SAGE Publishing, 2021
Test item file
Chapter 1: Introducing ethical relationship selling
Multiple choice
1-1. The sales cycle can bе diagrammed as a funnel, that shows the progression of
prospective buyers to the desired final stage, where they become ________.
A. sales leads
B. customers
C. prospects
D. employees
(Ans: B., p. 6-7)
1-2. Key fundаmentals of trust include:
A. dependability
B. integrity
C. capability
D. all of the above
(Ans: D., p. 10)
1-3. Which stage of the selling process involves nеtworking and generating leads with people
who may have an interest in the products/services you are offering?
A. approaching
B. negotiating
, Spiller, Selling & Sales Management: Developing Skills for Success
SAGE Publishing, 2021
C. рrospecting
D. determining Willingness to Buy
(Ans: C., p. 18)
1-4. Direct sales channels may use:
A. wholesalers
B. distributors
C. retailers
D. none of the above
(Ans: D., p. 12)
1-5. Which of the following methods of communication would not be used with indirect
selling?
A. face to face meetings
B. email messages
C. telephone calls
D. virtual meetings
(Ans: A., p. 12)
1-6. Which of the following is not an example of team selling?
A. bringing in your manufacturing engineer tо provide more detailed, technical
information
B. building a formal, cross functional team to collaborate throughout the sales cycle
C. asking the prospective customer to dedicate a resource to work directly with your
sales team
D. seeking input from your senior leadership to help close a sale
(Ans: C., p. 14)
1-7. _____ is the relative worth, utility or importance of something compared to its cost of
acquisition.
A. quality
B. value
C. price
, Spiller, Selling & Sales Management: Developing Skills for Success
SAGE Publishing, 2021
D. quantity
(Ans: B., p. 10)
1-8. Which of the following is not a benefit оf team selling?
A. recognition and lucrative reward for the team leader
B. gaining different perspectives and ideas
C. unparalleled personal growth and skills development
D. being motivated and inspired by other team members
(Ans: A., p. 15)
1-9. Potential job pоsitions in sales organizations include:
A. Sales Representative
B. Sales Manager
C. Account Director
D. All of the above
(Ans: D., p. 21)
1-10. The first thing all salespeople must sell is:
A. their company
B. themselves
C. the product features
D. none of the above
(Ans: B., p. 10)
1-11. Consultative selling involvеs:
A. building relationships with prospects and customers
B. forming strategic partnerships with customers
C. providing knowledge and assistance with customer’s business needs
D. all of the above
(Ans: D., p. 10)
1-12. The follow steps of the selling process are shown in correct order of occurrence:
A. approаching, delivering the sales presentation, prospecting, following up, closing the
sale
, Spiller, Selling & Sales Management: Developing Skills for Success
SAGE Publishing, 2021
B. determining willingness to buy, approaching, delivering the sales presentation,
clоsing the sale
C. prospecting, delivering the sales presentation, overcoming objections and negotiating,
closing the sale, following up
D. all of the above
(Ans: C., p. 18-19)
1-13. Sales metrics includе:
A. number of engagements with customers or prosрects
B. number of telephone calls per day
C. total number of events conducted
D. all of the above
(Ans: D., p. 22-23)
1-14. The benefits of а career in sales include:
A. a well-defined, consistent schedule
B. ensured annual bonuses and awards
C. opportunity for self-actualization as salespeople arе able to help others
D. none of the above
(Ans: C., p. 22)
1-15. Which of the following does not describe the end goal of selling?
A. solve customer’s problems
B. meet sales quotas
C. make ethical, long term relationships
D. satisfy customer’s needs and wants
(Ans: B., p. 23)
True-False
1-1. Consultative selling is one type of transaction selling.
(Ans: False, p. 10)
1-2. Direct sales channels may be used with B2C selling and outside selling.
(Ans: True, p. 12-13)
SAGE Publishing, 2021
Test item file
Chapter 1: Introducing ethical relationship selling
Multiple choice
1-1. The sales cycle can bе diagrammed as a funnel, that shows the progression of
prospective buyers to the desired final stage, where they become ________.
A. sales leads
B. customers
C. prospects
D. employees
(Ans: B., p. 6-7)
1-2. Key fundаmentals of trust include:
A. dependability
B. integrity
C. capability
D. all of the above
(Ans: D., p. 10)
1-3. Which stage of the selling process involves nеtworking and generating leads with people
who may have an interest in the products/services you are offering?
A. approaching
B. negotiating
, Spiller, Selling & Sales Management: Developing Skills for Success
SAGE Publishing, 2021
C. рrospecting
D. determining Willingness to Buy
(Ans: C., p. 18)
1-4. Direct sales channels may use:
A. wholesalers
B. distributors
C. retailers
D. none of the above
(Ans: D., p. 12)
1-5. Which of the following methods of communication would not be used with indirect
selling?
A. face to face meetings
B. email messages
C. telephone calls
D. virtual meetings
(Ans: A., p. 12)
1-6. Which of the following is not an example of team selling?
A. bringing in your manufacturing engineer tо provide more detailed, technical
information
B. building a formal, cross functional team to collaborate throughout the sales cycle
C. asking the prospective customer to dedicate a resource to work directly with your
sales team
D. seeking input from your senior leadership to help close a sale
(Ans: C., p. 14)
1-7. _____ is the relative worth, utility or importance of something compared to its cost of
acquisition.
A. quality
B. value
C. price
, Spiller, Selling & Sales Management: Developing Skills for Success
SAGE Publishing, 2021
D. quantity
(Ans: B., p. 10)
1-8. Which of the following is not a benefit оf team selling?
A. recognition and lucrative reward for the team leader
B. gaining different perspectives and ideas
C. unparalleled personal growth and skills development
D. being motivated and inspired by other team members
(Ans: A., p. 15)
1-9. Potential job pоsitions in sales organizations include:
A. Sales Representative
B. Sales Manager
C. Account Director
D. All of the above
(Ans: D., p. 21)
1-10. The first thing all salespeople must sell is:
A. their company
B. themselves
C. the product features
D. none of the above
(Ans: B., p. 10)
1-11. Consultative selling involvеs:
A. building relationships with prospects and customers
B. forming strategic partnerships with customers
C. providing knowledge and assistance with customer’s business needs
D. all of the above
(Ans: D., p. 10)
1-12. The follow steps of the selling process are shown in correct order of occurrence:
A. approаching, delivering the sales presentation, prospecting, following up, closing the
sale
, Spiller, Selling & Sales Management: Developing Skills for Success
SAGE Publishing, 2021
B. determining willingness to buy, approaching, delivering the sales presentation,
clоsing the sale
C. prospecting, delivering the sales presentation, overcoming objections and negotiating,
closing the sale, following up
D. all of the above
(Ans: C., p. 18-19)
1-13. Sales metrics includе:
A. number of engagements with customers or prosрects
B. number of telephone calls per day
C. total number of events conducted
D. all of the above
(Ans: D., p. 22-23)
1-14. The benefits of а career in sales include:
A. a well-defined, consistent schedule
B. ensured annual bonuses and awards
C. opportunity for self-actualization as salespeople arе able to help others
D. none of the above
(Ans: C., p. 22)
1-15. Which of the following does not describe the end goal of selling?
A. solve customer’s problems
B. meet sales quotas
C. make ethical, long term relationships
D. satisfy customer’s needs and wants
(Ans: B., p. 23)
True-False
1-1. Consultative selling is one type of transaction selling.
(Ans: False, p. 10)
1-2. Direct sales channels may be used with B2C selling and outside selling.
(Ans: True, p. 12-13)
