Selling strategically exam one practice Questions With
Complete Solutions
__________ is the most important personal characteristic
needed to be a successful salesperson
a. extroversion
b. patience
c. persistence
d. caring for customers
e. knowledge Correct Answers caring for customers
__________ skills refer to the seller's understanding and
proficiency in the performance of specific tasks
a. technical
b. conceptual
c. e-selling
d. automated
e. nonhuman Correct Answers technical
____________ refers to the right of employees to be treated
fairly and with respect regardless of race, sex, national origin,
physical disability, age, or religion while on the job.
a. hire-at-will
b. cooperative acceptance
c. discrimination
d. terminate-at-will
e. discretionary approval Correct Answers cooperative
acceptance
,_______________ rewards are generated by the individual, not
given by the company
a. financial
b. physiological
c. quantitative
d. extrinsic
e. psychological Correct Answers Psychological
"The Ultra Black Label series is a premium mobile phone made
out of real stainless steel and complemented by multi-angle
vision technology. This advanced technology allows you to view
the screen contents from different angles. With the Ultra phone,
you'll always be able to view the display and will never be out of
touch." In what order are the features, benefits, and advantages
presented in the statement?
a. Benefit, advantage, and feature
b. Feature, advantage, and benefit
c. Advantage, feature, and benefit
d. Advantage, benefit, and feature
e. Feature, benefit, and advantage Correct Answers feature,
advantage, and benefit
"With this tennis racquet, you'll hit harder and with less effort
than other brands," is an example of a(n):
a. product benefit.
b. product feature.
c. economic need.
d. market identifier.
,e. product advantage. Correct Answers product advantage
A code of ethics that ____________ is classified as a principle-
based statement
a. outlines ethical tolerances
b. defines fundamental values
c. affirms equal opportunities
d. defines conflicts of interest
e. communicated selection methods Correct Answers defines
fundamental values
a cooling off law:
a. deals with purchases between $25.00 and $50.00
b. covers some door-to-door transactions
c. is in effect in all states
d. covers items sold through wholesale outlets
e. gives the buyer three weeks to return merchandise Correct
Answers covers some door-to-door transactions
A mother of six school-aged children buying two gallons of milk
on the way home from work would most likely be making a(n)
_______ buying decision.
a. extensive
b. routine
c. high-involvement
d. unconscious
e. limited Correct Answers routine
, A product advantage is defined as
a. a way in which the product will help the buyer.
b. a performance characteristic of a product.
c. any physical characteristic of a product.
d. a favorable result the buyer receives from use of the product.
e. the satisfaction a buyer feels about a purchase. Correct
Answers a performance characteristic of a product
A product benefit is defined as a
a. way in which the product will help the buyer
b. favorable result the buyer receives from use of the product
c. performance characteristic of a product
d. way the product will work when used
e. physical characteristic of a product Correct Answers
favorable result the buyer receives from the use of a product
A professional salesperson will most likely:
a. share customer information with other clients when its
beneficial
b. be too busy for additional sales training
c. maintain an intimate knowledge of the industry
d. use high-pressured sales techniques in certain sales situations
e. be too involved with customers to join civic organizations
Correct Answers maintain an intimate knowledge of the
industry
According to surveys, which of the following statements about
how managers view sales ethics is true?
Complete Solutions
__________ is the most important personal characteristic
needed to be a successful salesperson
a. extroversion
b. patience
c. persistence
d. caring for customers
e. knowledge Correct Answers caring for customers
__________ skills refer to the seller's understanding and
proficiency in the performance of specific tasks
a. technical
b. conceptual
c. e-selling
d. automated
e. nonhuman Correct Answers technical
____________ refers to the right of employees to be treated
fairly and with respect regardless of race, sex, national origin,
physical disability, age, or religion while on the job.
a. hire-at-will
b. cooperative acceptance
c. discrimination
d. terminate-at-will
e. discretionary approval Correct Answers cooperative
acceptance
,_______________ rewards are generated by the individual, not
given by the company
a. financial
b. physiological
c. quantitative
d. extrinsic
e. psychological Correct Answers Psychological
"The Ultra Black Label series is a premium mobile phone made
out of real stainless steel and complemented by multi-angle
vision technology. This advanced technology allows you to view
the screen contents from different angles. With the Ultra phone,
you'll always be able to view the display and will never be out of
touch." In what order are the features, benefits, and advantages
presented in the statement?
a. Benefit, advantage, and feature
b. Feature, advantage, and benefit
c. Advantage, feature, and benefit
d. Advantage, benefit, and feature
e. Feature, benefit, and advantage Correct Answers feature,
advantage, and benefit
"With this tennis racquet, you'll hit harder and with less effort
than other brands," is an example of a(n):
a. product benefit.
b. product feature.
c. economic need.
d. market identifier.
,e. product advantage. Correct Answers product advantage
A code of ethics that ____________ is classified as a principle-
based statement
a. outlines ethical tolerances
b. defines fundamental values
c. affirms equal opportunities
d. defines conflicts of interest
e. communicated selection methods Correct Answers defines
fundamental values
a cooling off law:
a. deals with purchases between $25.00 and $50.00
b. covers some door-to-door transactions
c. is in effect in all states
d. covers items sold through wholesale outlets
e. gives the buyer three weeks to return merchandise Correct
Answers covers some door-to-door transactions
A mother of six school-aged children buying two gallons of milk
on the way home from work would most likely be making a(n)
_______ buying decision.
a. extensive
b. routine
c. high-involvement
d. unconscious
e. limited Correct Answers routine
, A product advantage is defined as
a. a way in which the product will help the buyer.
b. a performance characteristic of a product.
c. any physical characteristic of a product.
d. a favorable result the buyer receives from use of the product.
e. the satisfaction a buyer feels about a purchase. Correct
Answers a performance characteristic of a product
A product benefit is defined as a
a. way in which the product will help the buyer
b. favorable result the buyer receives from use of the product
c. performance characteristic of a product
d. way the product will work when used
e. physical characteristic of a product Correct Answers
favorable result the buyer receives from the use of a product
A professional salesperson will most likely:
a. share customer information with other clients when its
beneficial
b. be too busy for additional sales training
c. maintain an intimate knowledge of the industry
d. use high-pressured sales techniques in certain sales situations
e. be too involved with customers to join civic organizations
Correct Answers maintain an intimate knowledge of the
industry
According to surveys, which of the following statements about
how managers view sales ethics is true?
