Question 1

Today's professional salesperson is more likely to practice relationship selling than transactional selling.

Accepted Answer

Relationship selling focuses on building long-term relationships with customers and understanding their needs, rather than just making a one-time sale. This approach has become increasingly popular in modern sales, as it leads to increased customer loyalty and repeat business.

Question 2

The first step in the creative selling process is ________.

Accepted Answer

The first step in the creative selling process is to prospect and qualify potential customers. This involves identifying potential customers who may be interested in the product or service and ensuring that they meet certain criteria, such as having the budget and need for the product. Only then can the sales process move forward with the other steps such as preapproach, approach, handle objections and sales presentation.

Question 3

When Kenneth called Southern Security to buy a safe in which to store important personal documents and possessions,he most likely talked to a(n)________ who performed all the activities needed to process the transaction.

Accepted Answer

An order taker is a salesperson who is responsible for processing the transactions of customers who have already made the decision to buy a product or service. In this case, Kenneth had already made the decision to buy a safe, so he would likely have spoken to an order taker who would have processed the transaction for him.

Question 4

At the sales presentation for EFTPS (a type of software for making the payment of all federal taxes secure,easy,and fast),it would be most logical for which member of the sales staff to demonstrate how payments can be set up 12 months in advance and how easy it is to view payment history?

Accepted Answer

The technical specialist would be the most logical choice to demonstrate how payments can be set up in advance and how to view payment history, as they are likely to have the most expertise in the software's functionalities and technical details.

Question 5

Without prior introduction or arrangement,telemarketers telephone your home and business offering to sell you a variety of products.These telemarketers engage in what form of prospecting?

Accepted Answer

Cold calling is the practice of making unsolicited calls to potential customers without any prior introduction or arrangement. In this scenario, the telemarketers are calling without any prior knowledge or connection to the person being called, making it a form of cold calling. The other options do not accurately describe the action of the telemarketers in this scenario.

Question 6

A missionary salesperson stimulates demand for a product and is therefore a major part of the close of the sale.

Accepted Answer

The answer of A missionary salesperson stimulates demand for a...

Question 7

In which type of sales job is an employee LEAST likely to focus on relationship selling?

Accepted Answer

An order taker is the least likely to focus on relationship selling as they are often taking orders for a specific product or service rather than building long-term relationships with customers. They may not have as much interaction with customers and their main focus is on efficiently processing orders.

Question 8

Which of the following statements about relationship selling is true?

Accepted Answer

Relationship selling is all about building long-term relationships with customers based on trust and mutual benefits. Rather than focusing solely on closing a sale, relationship selling prioritizes understanding the customer's needs and developing a solution that will benefit both the customer and the salesperson. Therefore, option C is the correct choice. Options A, B, D, and E are incorrect because they either misrepresent relationship selling or are irrelevant to it.

Question 9

Prospect and qualify is the step in the creative selling process in which the salesperson ________.

Accepted Answer

During the prospect and qualify stage, the salesperson identifies potential qualified customers by researching and analyzing leads to determine whether they meet the criteria for a qualified lead. This helps the salesperson to focus their efforts on the prospects that are most likely to become actual customers.

Question 10

A major manufacturer of automobile tires sells its products at its dealership retail stores.After a tire is sold,the customer can return to any manufacturers' retail store and the tire can be rotated on the car at no expense to the customer.Should a repair to the tire be needed,the customer will receive a discount from the list price bill as a form of a warranty received at the time of purchase of the tire.Identify and explain the selling approach being implemented by this manufacturer.

Accepted Answer

The answer of A major manufacturer of automobile tires sells...

Question 11

What is the sales job classification and responsibility of an employee who processes purchases over the phone?

Accepted Answer

The answer of What is the sales job classification and...

Question 12

Which of the following is the LEAST relevant characteristic that a salesperson should consider when qualifying a prospect?

Accepted Answer

While longevity in the market may be a consideration for some industries, it is not as important as factors like financial ability, credit history, and volume of business. Likely level of loyalty is also a more relevant characteristic to consider, as it can impact the potential for repeat business.

Question 13

After salesperson Danny O'Reilly has made a sale,he asks his customer if she knows of anyone else who might also be interested in buying his products.Referrals such as these are one method used in ________.

Accepted Answer

Referrals are part of the prospecting process, which involves identifying and qualifying potential customers for a salesperson's products or services. Cold calling involves reaching out to potential customers who have not expressed any prior interest, while the preapproach involves researching and preparing for sales interactions with identified prospects. Qualifying involves determining whether a prospect has the need, ability, and willingness to buy, while completing follow-up involves maintaining contact with customers after a sale has been made.

Question 14

A salesperson would be most likely to use Standard & Poor's 500 Directory during which stage of the creative selling process?

Accepted Answer

During the preapproach stage, a salesperson gathers information about the prospect and prepares for the sales presentation. They may use resources like the Standard & Poor's 500 Directory to research the company and its industry before making contact with the prospect.

Question 15

The salesperson contacts the customer for the first time in the ________ step of the creative selling process.

Accepted Answer

The approach step is where the salesperson makes initial contact with the customer. The preapproach step involves research and preparation prior to contacting the customer, while prospecting and qualifying involve identifying potential customers and determining if they are a good fit for the product or service being offered. The presentation step comes after the approach and involves delivering a sales pitch or demonstration to the customer.

Question 16

At Boeing,salespeople work with company specialists,such as financial analysts,technical specialists,and engineers,to call on potential and current customers.This is an example of ________.

Accepted Answer

The scenario describes a team of salespeople working with specialists from different fields to call on potential and current customers, which is an example of team selling. Territorial selling focuses on assigning specific geographic areas and customers to individual salespeople. Professional selling involves building long-term relationships with customers and understanding their needs. Industry specialization selling involves targeting specific industries and becoming experts in that area. Transactional selling emphasizes a one-time sale rather than building a relationship with the customer.

Question 17

You are responsible for supervising order takers at Acme,Inc.Which of the following would you be LEAST likely to expect these people to perform?

Accepted Answer

Order takers typically handle incoming calls or inquiries and process customer transactions. They are not involved in the preapproach or close stages of the selling process, which are typically performed by salespeople.

Question 18

The step that follows preapproach in the creative selling process is ________.

Accepted Answer

The step that follows preapproach in the creative selling process is the approach. The preapproach phase involves preparing for the sales presentation through customer research and goal planning, and the next logical step is to approach the customer to initiate the sales dialogue.

Question 19

During which stage of the creative selling process would a salesperson most likely try to learn about a customer's prior purchases and personal interests?

Accepted Answer

During the preapproach stage, the salesperson is gathering information about the customer in order to prepare for the upcoming sales presentation. Learning about the customer's prior purchases and personal interests can help the salesperson tailor their approach and presentation to better match the customer's needs and preferences.

Question 20

Pfizer pharmaceutical representatives call on physicians to influence them to prescribe the latest Pfizer medications over competing products.However,no sale is made until doctors call prescriptions into pharmacies that then place orders through their drug wholesalers.What type of sales position do these Pfizer pharmaceutical representatives hold,and what are their job responsibilities?

Accepted Answer

The answer of Pfizer pharmaceutical representatives call on physicians to...

Quiz 14: Promotion II: Social Media, directdatabase Marketing, personal Selling, and Public Relations