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c.
Sales aptitude
Organizational skills
Accounting skills
Analytical skills
Preapproach
Prospecting
Demonstration
Approach
6) The analysis, planning, implementation, and control of sales force activities is known as:
a. Sales force management
b. Sales force strategy
c. Sales force tactics
d. Sales force motivation
7)
8) The type of sales presentation approach that requires good listening and problemsolving skills is the:
a. Canned approach.
b. formula approach
c. Need-satisfaction approach.
d. Critical-thinking approach.
12) A 30-minute television program designed specifically to sell something is called a(n):
a. Advertisement
b. Sales pitch.
c. Infomercial
d. Home shopping spot.
13) The following statement represents which type of close? "Do you like the four-door
model?"
a. Trial close
b Assumptive close
c. Persuasive close
d. Urgency close
14) All of the following are the characteristics of a successful salesperson EXCEPT:
a. Enthusiasm.
c.
b. Persistence.
c .Short tempered
d Independent
15) A (n) ___________ is an organized collection of comprehensive data about individual
customers or prospects.
a. Customer database
b. Intranet
c. Customer statistical sample
d. Extranet
16) The step in the selling process characterized by identifying qualified potential
customers
is:
a. Closing
b. Approach
c. Presentation and demonstration
d. Prospecting
17) The steps that the salesperson follows when selling is called the:
a.
b.
c.
d.
18) All of the following are among the chief activities of a salesperson EXCEPT:
a. Profit analysis.
b. Prospecting.
c. Serving
d. Information gathering.
19) Personal selling involves the two-way flow of communication between a buyer and
seller, often in a face-to-face encounter, designed to influence a person's or a group's:
a. Self-esteem
b. Team spirit
c. Relationship moel
d. Purchase decision
20) In the acronym AIDAS, D stands for:
a. Decision
b. Desire
c. Demand
d. Dilemma
21) All of the following are elements of Behavioral Equation Theory except:
a. Drives
b. Cues
c. Reinforcement
d. Implication
29) Your sales force is able to easily assess their opportunities within the firm. This feeling
describes your firm's
organizational climate
workload approach
prospecting
sales structure
technical support
preapproach
approach
demonstration
prospecting
31) The qualities buyers' dislike most in salespeople include all except which of the
following?
being disorganized
being deceitful
being unprepared
being pushy
being too early for an appointment
32) A salesperson should seek out hidden objections, ask the buyer to clarify any objections,
take objections as opportunities to provide more information, and ________.
33) Mary Dcosta is a member of the sales force at Urban Fashions, a clothing manufacturer.
Mary Dcosta is preparing for a first meeting with a wholesaler who is a potential
customer, and she is preparing herself by learning as much as she can about the
wholesaler's organization. Mary Dcosta is in the ________ step of the personal selling
process.
preapproach
prospecting
handling objections
approach
qualifying
34) Pressure to increase current sales, less differentiated brands, declining advertising
efficiency, and increasingly deal-oriented customers are all factors contributing to the
________.
35) When salespeople work with company specialists, such as financial analysts, planners,
and engineers, to call on potential and current customers. This is an example of _______
36) Which type of salesperson fits best with today's relationship marketing focus and
solutions approach:
problem-solver salesperson
hard-sell salesperson
razzle-dazzle salesperson
38) The use of technology designed to make the sales function more effective and efficient is
called:
decentralization
field computerization
salesforce automation
commercial hacking
all of the above
39) If the field sales force has been supplied with new leads (via telephone) that have
been qualified, they have probably been assisted by:
a. master salespersons.
b. sales assistants.
c. technical support persons.
d. telemarketers
40) The chief reason that telemarketers are increasing in their popularity versus
outside selling is that:
a they are better closers
b. they are better at relationship selling
c. they can make more calls at a cheaper price.
d. they are more knowledgeable the products.
40) The type of sales presentation approach that requires good listening and problem-
45) Identify which of the following explanations about how personal selling works, attempts
to focus on buyers needs:
AIDAS
Stimulus response
Buying formula
Behavioral Equation
46) Personal selling is more effective than advertising when the customer base is:
Small, local
Large, widely dispersed
Small, widely dispersed
Large, Local
Exponential Smoothing
Delphi Method
Jury of Executive opinion
Moving Average