Sales management chapter 1 and 2
Study Smart 81 Curated Questions for
Exam Success
A - ✔ ✔ All of the following statements accurately reflect factors that pertain to need satisfaction
selling except
a. this method focuses on the salesperson and how to effectively make a sales presentation.
b. the salesperson utilizes questioning, probing tactics to uncover important buyer needs.
c. the salesperson waits until relevant needs have been established before discussing product offerings.
d. the customer dominates the early portion of the sales interaction.
e. it is the salesperson's duty to identify the need to be met and then help the buyer in meeting that
need.
Accountability issue - ✔ ✔ Increasing the efficiency and effectiveness of sales operations is a (an)
a. complexity issue.
b. accountability issue.
c. adaptability issue.
d. collaboration issue.
e. commitment issue.
Adaptive selling - ✔ ✔ According to the text, when salespeople alter their sales messages and
behavior during a sales presentation or as they encounter unique sales situations and customers they
are using
a. value based selling.
b. response selling.
c. contingency selling.
d. situational selling.
e. adaptive selling.
All of the above - ✔ ✔ Which of the following are characteristics of sales professionalism?
, a. It requires a customer orientation.
b. It involves the use of truthful, non-manipulative sales strategies.
c. It requires that salespeople work from a dynamic, ever-changing knowledge base.
d. It focuses on satisfying the long-term needs of customers and the selling firm.
e. All of the above are characteristics of sales professionalism.
Collaboration issues - ✔ ✔ Implementing cross-functional programs to foster communication and
cooperation is a salesforce response to which of the following issues?
a. Complexity issues
b. Adaptability issues
c. Collaboration issues
d. Commitment issues
e. Accountability issues
Complexity issues - ✔ ✔ Recruiting and developing salespeople who understand diverse cultures,
languages, and business practices is a salesforce response to which of the following issues?
a. Complexity issues
b. Adaptability issues
c. Collaboration issues
d. Commitment issues
e. Accountability issues
Consultative selling - ✔ ✔ __________________is the process of helping customers reach their
strategic goals by using the products, services, and expertise of the sales organization.
a. Need satisfaction selling
b. Stimulus response selling
c. Contingency selling
d. Mental states selling
e. Consultative selling
Study Smart 81 Curated Questions for
Exam Success
A - ✔ ✔ All of the following statements accurately reflect factors that pertain to need satisfaction
selling except
a. this method focuses on the salesperson and how to effectively make a sales presentation.
b. the salesperson utilizes questioning, probing tactics to uncover important buyer needs.
c. the salesperson waits until relevant needs have been established before discussing product offerings.
d. the customer dominates the early portion of the sales interaction.
e. it is the salesperson's duty to identify the need to be met and then help the buyer in meeting that
need.
Accountability issue - ✔ ✔ Increasing the efficiency and effectiveness of sales operations is a (an)
a. complexity issue.
b. accountability issue.
c. adaptability issue.
d. collaboration issue.
e. commitment issue.
Adaptive selling - ✔ ✔ According to the text, when salespeople alter their sales messages and
behavior during a sales presentation or as they encounter unique sales situations and customers they
are using
a. value based selling.
b. response selling.
c. contingency selling.
d. situational selling.
e. adaptive selling.
All of the above - ✔ ✔ Which of the following are characteristics of sales professionalism?
, a. It requires a customer orientation.
b. It involves the use of truthful, non-manipulative sales strategies.
c. It requires that salespeople work from a dynamic, ever-changing knowledge base.
d. It focuses on satisfying the long-term needs of customers and the selling firm.
e. All of the above are characteristics of sales professionalism.
Collaboration issues - ✔ ✔ Implementing cross-functional programs to foster communication and
cooperation is a salesforce response to which of the following issues?
a. Complexity issues
b. Adaptability issues
c. Collaboration issues
d. Commitment issues
e. Accountability issues
Complexity issues - ✔ ✔ Recruiting and developing salespeople who understand diverse cultures,
languages, and business practices is a salesforce response to which of the following issues?
a. Complexity issues
b. Adaptability issues
c. Collaboration issues
d. Commitment issues
e. Accountability issues
Consultative selling - ✔ ✔ __________________is the process of helping customers reach their
strategic goals by using the products, services, and expertise of the sales organization.
a. Need satisfaction selling
b. Stimulus response selling
c. Contingency selling
d. Mental states selling
e. Consultative selling
