Mkt. 312: Professional Selling 1, Exam 2:
Chapters 6-11 well answered already
passed
Identify the correct sequence that illustrates the referral method of responding to objections that is used
by salespeople. - correct answer ✔✔"I can see how you feel.... others felt the same way.... yet they
found...."
When a golfing club manager says, "I am concerned that our club members will find the low center of
gravity in the Taylor clubs mess up their golf swings," the Taylor salesperson responds, "I understand how
you feel about the clubs. Another buyer felt the same way as you do until he tried the clubs for a month.
He found them easy to use and that they actually improved his average score." Which method of dealing
with objections is the Taylor salesperson using? - correct answer ✔✔Referral
Which of the following statements is true about the probing method of obtaining commitment? - correct
answer ✔✔The rep should ask a series of questions designed to discover the reason for hesitation.
When making an appointment, it is important for a salesperson to identify an environment conducive to
doing business. So, the salesperson should: - correct answer ✔✔choose a place free of distraction for all
parties.
Which of the following statements is true of creative salespeople? - correct answer ✔✔They understand
the terms and conditions they have to work with.
The goal of implication questions under the SPIN (situation questions, problem questions, implication
questions, need payoff questions) technique is to: - correct answer ✔✔help a prospect understand if a
problem actually exists and if it requires a solution.
George tries to sell his firm's new air conditioner to a prospect. He opens his sales presentation by
talking about how the new air conditioner reduces the average power consumption by 33 percent and
how it would save nearly $150 a month if the prospect runs the air conditioner for six hours every day. In
this case, George is using the *________* opening. - correct answer ✔✔benefit
, During her presentation to a prospective customer, Lea informed him about the new wallboard's
superiority. She also brought along a sample so that the building contractor could see and feel the
superiority of the product she was selling. Lea used a *________* to improve the buyer's understanding
of her product. - correct answer ✔✔multiple-sense appeal
Which of the following is an objection related to a product? - correct answer ✔✔"I do not understand
how your company's system can remove water vapor from our gas pipelines."
If Berylia Nursery Company quotes an FOB origin price to a plant retailer, it indicates that: - correct
answer ✔✔the plant retailer will pay all shipping costs.
Which of the following statements about obtaining commitment is FALSE? - correct answer
✔✔Customers dislike salespeople who display confidence in themselves, their products, and the
company they represent.
Ramiro, the owner of a supermarket, decides to keep relatively high levels of inventory even though it is
expensive. Ramiro most likely thinks that the cost of *________* is greater than the benefits of
increasing his turnover rate. - correct answer ✔✔stockouts
For which of the following products would samples be most effective as a sales aid? - correct answer
✔✔Carpet cleaner
By investing in a John Deere PowerTech engine for $3,200, a pallet manufacturer was able to show a net
savings of $500 in annual maintenance costs. Calculate the return on investment for the engine. - correct
answer ✔✔15.6 percent
Flora is a chief supplier of flowers to retailers in Dallas. Haley, a salesperson at Flora, is planning to call on
a supermarket chain that stocks flowers but does not buy its supplies from Flora yet. Why would Haley
set multiple call objectives including the goals of getting the company to buy its Valentine package for
$129 and convincing them to display Flora's samples in some of its stores for her first meeting itself? -
correct answer ✔✔Multiple sales call objectives are usually self-correcting in case the call objectives set
are too high or too low.
Chapters 6-11 well answered already
passed
Identify the correct sequence that illustrates the referral method of responding to objections that is used
by salespeople. - correct answer ✔✔"I can see how you feel.... others felt the same way.... yet they
found...."
When a golfing club manager says, "I am concerned that our club members will find the low center of
gravity in the Taylor clubs mess up their golf swings," the Taylor salesperson responds, "I understand how
you feel about the clubs. Another buyer felt the same way as you do until he tried the clubs for a month.
He found them easy to use and that they actually improved his average score." Which method of dealing
with objections is the Taylor salesperson using? - correct answer ✔✔Referral
Which of the following statements is true about the probing method of obtaining commitment? - correct
answer ✔✔The rep should ask a series of questions designed to discover the reason for hesitation.
When making an appointment, it is important for a salesperson to identify an environment conducive to
doing business. So, the salesperson should: - correct answer ✔✔choose a place free of distraction for all
parties.
Which of the following statements is true of creative salespeople? - correct answer ✔✔They understand
the terms and conditions they have to work with.
The goal of implication questions under the SPIN (situation questions, problem questions, implication
questions, need payoff questions) technique is to: - correct answer ✔✔help a prospect understand if a
problem actually exists and if it requires a solution.
George tries to sell his firm's new air conditioner to a prospect. He opens his sales presentation by
talking about how the new air conditioner reduces the average power consumption by 33 percent and
how it would save nearly $150 a month if the prospect runs the air conditioner for six hours every day. In
this case, George is using the *________* opening. - correct answer ✔✔benefit
, During her presentation to a prospective customer, Lea informed him about the new wallboard's
superiority. She also brought along a sample so that the building contractor could see and feel the
superiority of the product she was selling. Lea used a *________* to improve the buyer's understanding
of her product. - correct answer ✔✔multiple-sense appeal
Which of the following is an objection related to a product? - correct answer ✔✔"I do not understand
how your company's system can remove water vapor from our gas pipelines."
If Berylia Nursery Company quotes an FOB origin price to a plant retailer, it indicates that: - correct
answer ✔✔the plant retailer will pay all shipping costs.
Which of the following statements about obtaining commitment is FALSE? - correct answer
✔✔Customers dislike salespeople who display confidence in themselves, their products, and the
company they represent.
Ramiro, the owner of a supermarket, decides to keep relatively high levels of inventory even though it is
expensive. Ramiro most likely thinks that the cost of *________* is greater than the benefits of
increasing his turnover rate. - correct answer ✔✔stockouts
For which of the following products would samples be most effective as a sales aid? - correct answer
✔✔Carpet cleaner
By investing in a John Deere PowerTech engine for $3,200, a pallet manufacturer was able to show a net
savings of $500 in annual maintenance costs. Calculate the return on investment for the engine. - correct
answer ✔✔15.6 percent
Flora is a chief supplier of flowers to retailers in Dallas. Haley, a salesperson at Flora, is planning to call on
a supermarket chain that stocks flowers but does not buy its supplies from Flora yet. Why would Haley
set multiple call objectives including the goals of getting the company to buy its Valentine package for
$129 and convincing them to display Flora's samples in some of its stores for her first meeting itself? -
correct answer ✔✔Multiple sales call objectives are usually self-correcting in case the call objectives set
are too high or too low.
