Deck 13: Professional Selling

Question 1

_____ involves finding potential customers.

Answer 1

Prospecting

Question 2

Account managers identify lead users and build relationships with them.

Answer 2

True

Question 3

Boundary spanners consist of people who work ____ of their organizations.

Answer 3

both inside and outside

Question 4

David represents a potato chip company.He calls on supermarkets to discuss pricing and product placement.David is a(n)_____.

A)trade salesperson
B)prospector
C)professional marketer
D)account manager
E)missionary salesperson

Question 5

Alex is trying to close a deal with a customer but he is experiencing _____ because his boss wants him to sell a year's supply of products while the customer only needs six months' worth of products.

A)role conflict
B)closing issues
C)buyer's remorse
D)boundary issues
E)objection approach

Question 6

People who work both inside and outside of the organization are known as _____.

A)BANTs
B)sales experts
C)professional marketers
D)script salespeople
E)boundary spanners

Question 7

Cold calling is associated with _____.

A)trade salespersons
B)prospectors
C)professional marketers
D)account managers
E)missionary salespersons

Question 8

Missionary salespeople call on retailers and provide them assistance with merchandising and selling products to consumers.

Question 9

A role conflict entails a(n)_____ wanting one thing while a(n)____ wants another thing.

Question 10

Salespeople do not pursue all available accounts.

Question 11

Salespeople are the most appropriate channel for companies that need to sell at a very low cost.

Question 12

People or organizations likely to use new,cutting-edge products are known as _____.

Question 13

A(n)____ involves a situation where someone faces competing expectations from two or more people or groups.

A)objection
B)role conflict
C)boundary issue
D)closing conflict
E)value issue

Question 14

Boundary spanners typically are the first to learn about _____.

Question 15

_____ are a great tool for situations that require adaptation,customer education,and other value-adding activities.

A)Advertisements
B)Press releases
C)Salespeople
D)Coupons
E)Prospects

Question 16

Companies use a(n)_____ to provide a mechanism for salespeople to enter customer data and for others to retrieve it.

Question 17

Brette is in pharmaceutical sales.She spends four days a week on the road making sales calls and one day a week in the office.She is a(n)_____.

A)marketing expert
B)excellent salesperson
C)sales cycle
D)boundary spanner
E)BANT

Question 18

Salespeople act on behalf of both their employer and customer.

Question 19

Due to the stagnating economy,Shelly must find ways to cut expenses.A great way for her to do this is to decrease sales promotions and increase sales staff.

Question 20

Salespeople are an important part of the U.S.economy.

Question 21

Canned selling is known as _____.

A)consultative selling
B)right-sales selling
C)script-based selling
D)strategic-partner selling
E)needs-satisfaction selling

Question 22

What types of conflicts do salespeople face?

Question 23

What types of information do salespeople gather?

Question 24

From the seller's perspective,the goal is not so much to make each relationship a strategic partnership.Instead,the motivation stems from account size,innovation,status,and lifetime value.

Question 25

SPIN refers to four types of questions that are designed to fully understand how a problem is creating a need.

Question 26

A transactional relationship is one in which the buyer and seller commit time and money to expand "the pie" for both parties.

Question 27

Salespeople may deal with objections from potential customers during various parts of the sales process.

Question 28

In what way do salespeople act on behalf of their companies?

Question 29

Explain the role of an order taker and an order getter.

Question 30

How do salespeople create value?

Question 31

_____ are more likely to occur when the buyer needs a significant amount of expertise from the seller.

Question 32

All sales relationships start out at the transactional level and move through the functional and affiliative level onto the strategic level.

Question 33

A strategic partnership is one in which both the buyer and the seller commit _____ and _____.

Question 34

Serving one large customer can often be less profitable than serving smaller customers because large customers receive quantity discounts.

Question 35

A customer who is not loyal to one brand and instead focuses on price has a(n)_____ with the seller.

A)transactional relationship
B)strategic partnership
C)joint venture
D)functional relationship
E)affiliative selling relationship

Question 36

List and describe the four different types of sales positions.

Question 37

_____ works best if the needs of customers vary,but the products being offered are fairly standard.

A)Consultative selling
B)Right-sales selling
C)Script-based selling
D)Strategic-partner selling
E)Needs-satisfaction selling

Question 38

_____ involves a selling strategy in which a salesperson uses special expertise to create a somewhat customized solution to a buyer's problem.

A)Consultative selling
B)Right-sales selling
C)Script-based selling
D)Strategic-partner selling
E)Needs-satisfaction selling

Question 39

A buyer who needs a significant amount of trust with the seller is looking for a(n)_____.

A)transactional relationship
B)strategic partnership
C)joint venture
D)functional relationship
E)affiliative selling relationship

Question 40

A customer who purchases a product from a seller out of habit is said to have a functional relationship with the seller.

Question 41

The needs identification stage involves the salesperson qualifying a prospect.

Question 42

It is important to qualify a buyer prior to engaging in the approach.

Question 43

Explain how a typical sales process takes place.

Question 44

With what types of customers do marketers want to build strong relationships? Why?

Question 45

List and describe four types of sales relationships.

Question 46

The sales cycle starts with suspects.

Question 47

Salespeople can track their conversion ratios to identify which stages of the sales cycle they need to work on.

Question 48

A sales quota refers to the minimum level of sales performance for an individual salesperson.

Question 49

List and describe four types of selling strategies and describe when they can be best utilized.

Question 50

Sales executives typically focus solely on sales.

Question 51

A situation in which a buyer and seller jointly invest resources and share their expertise to create solutions designed to grow one another's businesses is known as _____ selling.

Question 52

A sales pipeline is also known as a _____.

A)sales cycle
B)sales force
C)sales mission
D)sales strategy
E)sales lead

Question 53

FEBA stands for _____,______,______,and _______.

Question 54

A request for a commitment or decision from the buyer is known as a(n)_____.

Question 55

The funnel refers to how long it takes to close a sale.

Question 56

An objection is a statement by the buyer of _____ about an offer or salesperson.

Question 57

A form of selling in which the salesperson memorizes a sales pitch and delivers it verbatim to each prospective customer is known as _____.

Question 58

A _____ refers to a person who has an interest in an offering but has not indicated if he/she is going to purchase.

A)pipeline
B)suspect
C)prospect
D)lead
E)qualifier

Question 59

The key metric by which salespeople are evaluated is generated revenue.

Question 60

List three types of closes used in a sales process.

Question 61

The characteristics of a qualified prospect includes someone who has the:

A)brains,autonomy,need for,and time to purchase a product.
B)budget,autonomy,need for,and clout to purchase a product.
C)brains,authority,need for,and time to purchase a product.
D)budget,authority,need for,and clout to purchase a product.
E)budget,authority,need for,and time to purchase a product.

Question 62

A bonus:

A)is paid at the end of a period of time based on the total amount sold.
B)is paid every two weeks.
C)is payment for each sale.
D)is the minimum level of sales performance for an individual salesperson.
E)is the rate at which a potential customer moves.

Question 63

A(n)_____ measures how good a salesperson is at moving customers from one stage in the selling cycle to the next.

Question 64

A buyer asking for special favors from a seller may have the following two issues:

A)the buyer is accepting a bribe and providing an unfair advantage to one customer.
B)a violation of company policy and providing an unfair advantage to one customer.
C)the buyer is accepting a bribe and providing information the seller does not own.
D)a violation of company policy and providing information the seller does not own.
E)a violation of company policy and providing unfair commission for the buyer.

Question 65

Courts often uphold a seller's obligation to protect the buyer's information,even with no nondisclosure agreement.

Question 66

_____ are more common when sales cycles are short.

Question 67

Lynn called a lead to introduce herself and her company.She is engaging in the _____ step in the sales process.

A)qualifying
B)close
C)approach
D)lead scoring
E)metrics

Question 68

Typically,a sale is when a product is delivered and accepted by a buyer.

Question 69

A lead refers to the _____ of a person who might be interested in a salesperson's product.

Question 70

What is a win-loss analysis and how is it useful to companies?

Question 71

A buyer will often ask the salesperson to sign a(n)_____ to protect valuable insider information.

A)nondisclosure agreement
B)contract
C)purchase order
D)exclusivity agreement
E)non-exclusive contract

Question 72

In the United States,two basic principles of business are: 1)that everyone does not have an equal opportunity to earn business and 2)that manipulation is a part of business.

Question 73

Describe the sales cycle.

Question 74

The _____ is the first step in the sales process.

Question 75

A salesperson has the right to share customer information with others outside of one's business.

Question 76

In addition to metrics the salesperson uses,what other types of measures do sales managers utilize?

Question 77

The more potential buyers there are in the _____,the more revenue a salesperson is likely to generate.

Question 78

A(n)_____ is the amount of time or number of steps it takes to close a sale.

Question 79

Qualifying involves:

A)gathering contact information for someone who might be interested in a salesperson's product.
B)finalizing a budget and the need for a product.
C)a person or organization who has indicated that they are not going to purchase a product.
D)asking questions to determine whether a buyer is likely to become a customer.
E)asking about the mode of payment to close a sale.

Question 80

Laws regarding hiring practices and workplace safety can affect sales managers.