Question 1

A customer-oriented sales approach employs truthful, but manipulative, tactics to satisfy the long-term needs of both the customer and the selling firm.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following statements pertaining to the stimulus-response form of personal selling is true?

Accepted Answer

A)   The buyer takes a dominant role in the sales dialogue.
B)   The stimulus-response sales strategy cannot be used with a canned sales presentation.
C)   The stimulus-response sales strategy must be conducted in person because of the necessity for visual aids.
D)   An example of the stimulus-response sales strategy would be the continued affirmation method.
E)   The stimulus-response sales strategy has the advantage of flexibility.F) A) and C)
G) None of the above

Question 3

An approach to selling based on the notion that the customers buying to satisfy particular need or set up needs is referred to as ____________________ selling.

Accepted Answer

The answer of An approach to selling based on the...

Question 4

The new generation of salespeople will face demands from sophisticated buyers, economic uncertainties, and new technologies.

Accepted Answer

A) True 
 B)False

Question 5

The sales process is usually described as a series of ____ steps.

Accepted Answer

A)   Ten
B)   Cumulative
C)   Interrelated
D)   Separate but equal
E)   DifferentF) A) and B)
G) D) and E)

Question 6

Continued affirmation selling is:

Accepted Answer

A)   The primary sales method utilized by professional salespeople
B)   The same thing as Adaptive Selling
C)   A sales presentation that is unplanned and developed in response to the needs of the customer
D)   A sales presentation unrelated to stimulus response selling
E)   An example of stimulus response sellingF) A) and E)
G) B) and E)

Question 7

Which of the following is most accurate with respect to post sale follow-up?

Accepted Answer

A)   Transaction-focused selling includes substantial follow-up.
B)   Transaction-focus selling includes little to no follow-up.
C)   Trust-based relationship selling involves substantial follow-up.
D)   Trust-based relationship selling it involves little to no follow-up.
E)   Both B and C are correct.F) A) and B)
G) None of the above

Question 8

Natalie is a college graduate seeking a job that will allow here to interact with customers individually. She is looking for a job in _______________.

Accepted Answer

A)   Advertising
B)   Sales promotion
C)   Direct marketing
D)   Personal selling
E)   ManagementF) C) and D)
G) A) and B)

Question 9

The theoretical background for the stimulus-response approach to personal selling originated in early experiments with animal behavior.

Accepted Answer

A) True 
 B)False

Question 10

Consumers who are likely to be early adopters of an innovation often rely on the salesperson as a secondary source of information.

Accepted Answer

A) True 
 B)False

Question 11

Need-satisfaction personal selling is based on the idea that:

Accepted Answer

A)   Customers need to be told what they want.
B)   The customer needs to know what products the firm offers.
C)   Salespeople should be friendly because customers need to feel that they are appreciated.
D)   Customers purchase to satisfy a particular need or set of needs.
E)   Customers have only one need at a time and it must be met before the salesperson can interest them in any other product.F) D) and E)
G) A) and B)

Question 12

Salespeople who are customer oriented, honest, dependable, competent, and likable are in a good position to establish

Accepted Answer

A)   Rapport.
B)   Trust.
C)   Commitment.
D)   Customer feedback.
E)   Source credibility.F) B) and D)
G) C) and E)

Question 13

____________ is the customer's perception of what they get for what they have to give up.

Accepted Answer

The answer of ____________ is the customer's perception of what...

Question 14

As a salesperson, Larry is expected to identify customers but is not responsible for generating revenue.

Accepted Answer

A) True 
 B)False

Question 15

Ethan is engage in sales __________ , which refers to a series of conversations between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships

Accepted Answer

A)   Training
B)   Dialogue
C)   Calling
D)   Pitching
E)   Both C and D are correctF) A) and B)
G) A) and C)

Question 16

While the Adaptive Selling is important to the Need Satisfaction approach to selling, it is relatively unimportant to stimulus-response selling

Accepted Answer

A) True 
 B)False

Question 17

Which of the following is most accurate with respect to buyers' expectations of salespeople?

Accepted Answer

A)   Buyers expect salespeople to be self-serving.
B)   Buyers expect salespeople to be driven solely by profit.
C)   Ultimately, buyers have little to no expectations of salespeople.
D)   Buyers expect sales people to contribute to the success of the buyer's firm
E)   All of the above are accurate.F) B) and E)
G) C) and E)

Question 18

Jennifer follows the trust-based relationship selling strategy when dealing with her customers. She can expect to be ________________ her customers' decision-making processes.

Accepted Answer

A)   Isolated from
B)   Actively involved in
C)   Dissatisfied with
D)   Uncertain about
E)   None of the above are correct.F) A) and D)
G) C) and D)

Question 19

Salespeople are expected to be recognized as a key force in executing the appropriate strategies and tactics necessary for survival and growth.

Accepted Answer

A) True 
 B)False

Question 20

Jim use as a memorized presentation format when making sales calls. In other words, Jim is using a ___________sales presentation approach.

Accepted Answer

The answer of Jim use as a memorized presentation format...

Exam 1: Overview of Personal Selling

Jennifer follows the trust-based relationship selling strategy when dealing with her customers. She can expect to be ________________ her customers' decision-making processes.

Correct AnswerverifiedShow Answer

As a salesperson, Larry is expected to identify customers but is not responsible for generating revenue.

Correct AnswerverifiedShow Answer

Which of the following is most accurate with respect to post sale follow-up?

Correct AnswerverifiedShow Answer

The theoretical background for the stimulus-response approach to personal selling originated in early experiments with animal behavior.

Correct AnswerverifiedShow Answer

Salespeople are expected to be recognized as a key force in executing the appropriate strategies and tactics necessary for survival and growth.

Correct AnswerverifiedShow Answer

Jim use as a memorized presentation format when making sales calls. In other words, Jim is using a ___________sales presentation approach.

Correct AnswerverifiedShow Answer

The new generation of salespeople will face demands from sophisticated buyers, economic uncertainties, and new technologies.

Correct AnswerverifiedShow Answer

Continued affirmation selling is:

Correct AnswerverifiedShow Answer

Consumers who are likely to be early adopters of an innovation often rely on the salesperson as a secondary source of information.

Correct AnswerverifiedShow Answer

A customer-oriented sales approach employs truthful, but manipulative, tactics to satisfy the long-term needs of both the customer and the selling firm.

Correct AnswerverifiedShow Answer

Natalie is a college graduate seeking a job that will allow here to interact with customers individually. She is looking for a job in _______________.

Correct AnswerverifiedShow Answer

While the Adaptive Selling is important to the Need Satisfaction approach to selling, it is relatively unimportant to stimulus-response selling

Correct AnswerverifiedShow Answer

Which of the following statements pertaining to the stimulus-response form of personal selling is true?

Correct AnswerverifiedShow Answer

The sales process is usually described as a series of ____ steps.

Correct AnswerverifiedShow Answer

Which of the following is most accurate with respect to buyers' expectations of salespeople?

Correct AnswerverifiedShow Answer

An approach to selling based on the notion that the customers buying to satisfy particular need or set up needs is referred to as ____________________ selling.

Correct AnswerverifiedShow Answer

Salespeople who are customer oriented, honest, dependable, competent, and likable are in a good position to establish

Correct AnswerverifiedShow Answer

Ethan is engage in sales __________ , which refers to a series of conversations between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships

Correct AnswerverifiedShow Answer

____________ is the customer's perception of what they get for what they have to give up.

Correct AnswerverifiedShow Answer

Need-satisfaction personal selling is based on the idea that:

Correct AnswerverifiedShow Answer

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