professional selling exam 1 correctly
answered graded A+ to pass
Salespeople who are customer oriented, honest, dependable, competent, and likable are in a good
position to establish __________. - correct answer ✔✔trust
The problem-solving view of personal selling is an extension of: - correct answer ✔✔needs-satisfaction
selling
Which of the following is most accurate with respect to post sale follow-up? - correct answer
✔✔transaction focused selling includes little to no follow up and trust based selling involves substantial
follow up
salespeople have contributed to the economic growth of the United States in two basic ways: - correct
answer ✔✔By stimulating economic transactions and increasing the diffusion of innovation.
A personal selling approach that involves helping customers reach their strategic goals by using the
products, services and expertise of the sales organization is called: - correct answer ✔✔consultative
selling
Transaction-focused selling and trust-based selling require similar skill sets. - correct answer ✔✔false
_________________is the role the salesperson plays in consultative selling where he or she arranges the
use of the sales organization's resources in an effort to satisfy the customer. - correct answer
✔✔strategic orchestrator
Personal selling and trust-based relationship selling are essentially the same thing. - correct answer
✔✔false
Need-satisfaction personal selling is based on the idea that: - correct answer ✔✔Customers purchase to
satisfy a particular need or set of needs.
,In consultative selling, salespeople fulfill three primary roles: strategic orchestrator, business consultant,
and order-taker. - correct answer ✔✔false
the sales process begins with - correct answer ✔✔Locating qualified prospective customers
When practicing trust-based relationship selling, salespeople should do all of the following except: -
correct answer ✔✔practice stimulus response selling
Personal selling is moving from relationship-based methods to transaction-based methods. - correct
answer ✔✔false
According to the text, when salespeople alter their sales messages and behaviors during a sales
presentation or as they encounter different sales situations they are using: - correct answer ✔✔adaptive
selling
Professional buyers expect salespeople to coordinate all aspects of the product and service to provide a
total package. - correct answer ✔✔true
Which of the five views of personal selling is considered to be the simplest? - correct answer
✔✔stimulus response
What are the following is most accurate with respect to buyers' expectations of salespeople? - correct
answer ✔✔Buyers expect sales people to contribute to the success of the buyer's firm
Ultimately, customer value is determined by the customer. - correct answer ✔✔true
Post-sale follow-up is an important part of transaction-focused selling. - correct answer ✔✔false
Common selling approaches for practicing trust-based relationship selling include need-satisfaction,
problem-solving, and consultative. - correct answer ✔✔true
, Which of the following is the best example of a customer value proposition? - correct answer
✔✔Utilizing the data analysis automation feature of our product will improve your employees'
productivity by 10% within six months
Sally is looking for a way to clearly communicate why her prospects should do business with her. Sally
should learn how to: - correct answer ✔✔develop customer value propositions
Which of the following types of sales communications formats is most flexible? - correct answer
✔✔organized sales dialogue
When planning for a sales dialogue, the salesperson should attempt to anticipate objections the
prospect may raise. - correct answer ✔✔true
When planning sales presentations, the salesperson must: - correct answer ✔✔Remember to focus on
customer needs and how the customer defines value
Tim, a buyer for a large office complex, releases an RFP. An RFP is a(n) ____. - correct answer
✔✔Request For Proposals
During the first few minutes of the sales call, salespeople should: - correct answer ✔✔be friendly and
positive, be flexible, have an agenda, and show sensitivity to the customers needs and opinions
"Our product will help you increase your revenue" is an example of a good customer value proposition. -
correct answer ✔✔false
With respect to the purchase decision process, prospect's are most interested in: - correct answer
✔✔Features that produce benefits addressing their buying motives
Which the following best describes the relative participation of the buyer and seller in an organized sales
dialogue (presentation)? - correct answer ✔✔the buyer does most of the talking when the salesperson is
uncovering needs and the salesperson does most of the talking when presenting the solution
"I need to reduce our costs" is an example of am emotional buying motive. - correct answer ✔✔false
answered graded A+ to pass
Salespeople who are customer oriented, honest, dependable, competent, and likable are in a good
position to establish __________. - correct answer ✔✔trust
The problem-solving view of personal selling is an extension of: - correct answer ✔✔needs-satisfaction
selling
Which of the following is most accurate with respect to post sale follow-up? - correct answer
✔✔transaction focused selling includes little to no follow up and trust based selling involves substantial
follow up
salespeople have contributed to the economic growth of the United States in two basic ways: - correct
answer ✔✔By stimulating economic transactions and increasing the diffusion of innovation.
A personal selling approach that involves helping customers reach their strategic goals by using the
products, services and expertise of the sales organization is called: - correct answer ✔✔consultative
selling
Transaction-focused selling and trust-based selling require similar skill sets. - correct answer ✔✔false
_________________is the role the salesperson plays in consultative selling where he or she arranges the
use of the sales organization's resources in an effort to satisfy the customer. - correct answer
✔✔strategic orchestrator
Personal selling and trust-based relationship selling are essentially the same thing. - correct answer
✔✔false
Need-satisfaction personal selling is based on the idea that: - correct answer ✔✔Customers purchase to
satisfy a particular need or set of needs.
,In consultative selling, salespeople fulfill three primary roles: strategic orchestrator, business consultant,
and order-taker. - correct answer ✔✔false
the sales process begins with - correct answer ✔✔Locating qualified prospective customers
When practicing trust-based relationship selling, salespeople should do all of the following except: -
correct answer ✔✔practice stimulus response selling
Personal selling is moving from relationship-based methods to transaction-based methods. - correct
answer ✔✔false
According to the text, when salespeople alter their sales messages and behaviors during a sales
presentation or as they encounter different sales situations they are using: - correct answer ✔✔adaptive
selling
Professional buyers expect salespeople to coordinate all aspects of the product and service to provide a
total package. - correct answer ✔✔true
Which of the five views of personal selling is considered to be the simplest? - correct answer
✔✔stimulus response
What are the following is most accurate with respect to buyers' expectations of salespeople? - correct
answer ✔✔Buyers expect sales people to contribute to the success of the buyer's firm
Ultimately, customer value is determined by the customer. - correct answer ✔✔true
Post-sale follow-up is an important part of transaction-focused selling. - correct answer ✔✔false
Common selling approaches for practicing trust-based relationship selling include need-satisfaction,
problem-solving, and consultative. - correct answer ✔✔true
, Which of the following is the best example of a customer value proposition? - correct answer
✔✔Utilizing the data analysis automation feature of our product will improve your employees'
productivity by 10% within six months
Sally is looking for a way to clearly communicate why her prospects should do business with her. Sally
should learn how to: - correct answer ✔✔develop customer value propositions
Which of the following types of sales communications formats is most flexible? - correct answer
✔✔organized sales dialogue
When planning for a sales dialogue, the salesperson should attempt to anticipate objections the
prospect may raise. - correct answer ✔✔true
When planning sales presentations, the salesperson must: - correct answer ✔✔Remember to focus on
customer needs and how the customer defines value
Tim, a buyer for a large office complex, releases an RFP. An RFP is a(n) ____. - correct answer
✔✔Request For Proposals
During the first few minutes of the sales call, salespeople should: - correct answer ✔✔be friendly and
positive, be flexible, have an agenda, and show sensitivity to the customers needs and opinions
"Our product will help you increase your revenue" is an example of a good customer value proposition. -
correct answer ✔✔false
With respect to the purchase decision process, prospect's are most interested in: - correct answer
✔✔Features that produce benefits addressing their buying motives
Which the following best describes the relative participation of the buyer and seller in an organized sales
dialogue (presentation)? - correct answer ✔✔the buyer does most of the talking when the salesperson is
uncovering needs and the salesperson does most of the talking when presenting the solution
"I need to reduce our costs" is an example of am emotional buying motive. - correct answer ✔✔false
