Question 1

The real estate market typifies missionary selling.

Accepted Answer

Missionary selling is a type of sales where the salesperson promotes the product indirectly, often focusing on educating or providing information rather than directly selling the product. The real estate market typically involves direct selling, where agents aim to directly sell properties to buyers.

Question 2

Trade selling requires limited prospecting with an emphasis placed on servicing accounts.

Accepted Answer

Trade selling typically involves targeting specific accounts within a given industry or market segment, so prospecting efforts may be more targeted and limited. However, once these accounts have been identified, the focus shifts to building and maintaining relationships and providing ongoing customer service to support repeat business.

Question 3

Which of the following forms of promotion refers to person-to-person communication in which a salesperson works with prospective buyers in attempting to determine their purchase needs and match those with her company's products?

Accepted Answer

Personal selling involves direct communication between a salesperson and a prospective customer in order to determine their needs and match those with the company's products. This is often done in a one-on-one setting, such as a meeting or a phone call. Advertising, sales promotion, and public relations are all different forms of promotion, but they do not involve direct, personal communication between a salesperson and a potential customer. Paid media refers to any form of advertising or promotion that requires payment, which could include personal selling, but it is not a specific type of promotion on its own.

Question 4

Technical salespeople are sometimes called "sales engineers."

Accepted Answer

Technical salespeople often have a background in engineering or technical fields, and their role involves understanding and selling complex technical solutions to clients. Thus, they are commonly referred to as "sales engineers."

Question 5

New-business salespeople must call on new accounts continuously.

Accepted Answer

New-business salespeople are responsible for developing new accounts and expanding the customer base. Therefore, they need to continuously contact and call on potential new accounts to generate new leads and opportunities.

Question 6

The distinguishing characteristic of retail sales is that the customer comes to the salesperson.

Accepted Answer

In retail sales, the customer physically visits the store or establishment where the salesperson is present to make a purchase. This is in contrast to other forms of sales, such as telemarketing or online sales, where the salesperson reaches out to the customer.

Question 7

All of the following are activities in a salesperson may engage except _____.

Accepted Answer

Pitching to journalists is not a typical activity that a salesperson would engage in. The other options - message customization, listening to prospects, demonstrating a product in use, and communicating with clients - are all important activities for a salesperson.

Question 8

Which of following qualities is the least valued in a salesperson?

Accepted Answer

Knowledge of competitor products is generally considered less critical than the other qualities listed. Product knowledge, presentation ability, reliability, and professionalism are core attributes that directly impact a salesperson's effectiveness and relationship with clients. Knowledge of competitor products, while useful, is not as fundamental to the sales role as these other qualities.

Question 9

Conceding to parts of the objection is one way of handling objections and reducing sales resistance.

Accepted Answer

Conceding to parts of the objection is a common technique for handling objections and reducing sales resistance. By acknowledging and addressing the customer's concerns, the salesperson can build trust and credibility, leading to a more successful sale.

Question 10

When salespeople handle objections,it means they are addressing sales resistance on the part of the prospective buyer.

Accepted Answer

Sales objections are the concerns or doubts that a potential customer may have about a product or service, and salespeople need to handle them effectively in order to overcome sales resistance and close the deal.

Question 11

Cold calling is primary a tool used among salespeople in new-business selling.

Accepted Answer

Cold calling is a technique used by salespeople to reach out to potential new customers or clients without any prior contact or relationship.

Question 12

Implication questions,part of the SPIN method,assess the value or usefulness of a proposed solution.

Accepted Answer

Implication questions, part of the SPIN (Situation, Problem, Implication, Need-payoff) selling method, are designed to help the customer understand the effects or consequences of a problem, rather than assess the value or usefulness of a proposed solution.

Question 13

Salespeople prospect for clients using both internal company sources and external list sources.

Accepted Answer

Salespeople can use both internal company sources such as customer databases and external list sources like purchased lists or directories to prospect for clients.

Question 14

Which of the following is despised in salespeople?

Accepted Answer

Salespeople with a pushy attitude are often disliked and can turn off potential customers. It is important to strike a balance between being assertive and being respectful of the customer's time and needs.

Question 15

Pharmaceutical sales representatives are sometimes called detail reps because they explain product details to physicians.

Accepted Answer

Pharmaceutical sales representatives are trained to explain the details of their products to physicians and other healthcare professionals, in order to promote their use and increase sales. As such, they are often referred to as detail reps.

Question 16

The SPIN method is about the relative position of dominance,deference,or equality that buyers and sellers put themselves in as a result of dialog between the two.

Accepted Answer

The SPIN method is a sales technique that focuses on asking Situation, Problem, Implication, and Need-payoff questions to understand customer needs and guide them towards a solution, not about the relative positions of dominance or deference.

Question 17

It is during the qualifying stage of personal selling that the salesperson attempts to gain some type of commitment from the customer to purchase the product.

Accepted Answer

The qualifying stage is focused on gathering information about the customer's needs and determining if the product can meet those needs. The commitment stage comes later in the sales process.

Question 18

The SPIN method is used during the approach phase of personal selling.

Accepted Answer

The answer of The SPIN method is used during the...

Question 19

Qualifying prospects means to arrange a meeting with prospective customers.

Accepted Answer

Qualifying prospects means to determine if a person or organization is a good fit for your product or service based on their needs and budget. It does not necessarily mean arranging a meeting with them.

Question 20

The primary disadvantage of selling is that it is _____.

Accepted Answer

Selling is often more costly than other promotional tools due to the expenses associated with maintaining a sales force, training, and personal selling efforts.

Quiz 23: Personal Selling