Question 1

How would you classify an employee of a computer company who contributes expertise in the form of product demonstrations,recommendations for complex equipment,and setup of machinery?

Accepted Answer

The answer of How would you classify an employee of...

Question 2

Pfizer pharmaceutical representatives call on physicians to convince them to prescribe the latest Pfizer medication 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 Pfizer pharmaceutical representative hold?

Accepted Answer

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

Question 3

During the ________ stage of the creative selling process,a salesperson might learn that the prospect is an avid soccer fan,an antique car collector,and a father of three teenagers.

Accepted Answer

During the pre-approach stage, a salesperson gathers information about the prospect, such as personal interests and background, to tailor their sales strategy effectively.

Question 4

Prospecting is the part of the selling process that includes identifying and developing a list of potential or prospective customers.

Accepted Answer

This statement is true. Prospecting is the first step in the selling process, where the salesperson tries to identify potential customers and develop a list of leads or prospects that they can reach out to and eventually convert into customers.

Question 5

In which stage of the creative selling process would the sales clerk say,'Will you be paying cash for this purchase?'?

Accepted Answer

Asking about the method of payment is a part of the transactional component of selling, which occurs during the closing stage where the salesperson tries to get the customer to make the purchase. By asking about the payment method, the sales clerk is preparing to complete the sale and receive payment from the customer. This question would not be appropriate in the other stages of the creative selling process such as prospecting, pre-approach, bird dogging, or handling an objection.

Question 6

How would you classify an employee of a computer company who processes a computer purchase over the phone?

Accepted Answer

The answer of How would you classify an employee of...

Question 7

An appliance store is having an early Saturday morning sale.Purchases must be made between 7 a.m.and 11 a.m.before the price of the sale items goes up 15 percent.In the advertisement for the sale,it is noted that there are no guarantees or warranties that will accompany products being sold at the low sale price.What sales approach is being implemented by this store regarding this sale?

Accepted Answer

The answer of An appliance store is having an early...

Question 8

Sales managers rate ________ as the single most important attribute they look for when hiring relationship salespeople.

Accepted Answer

Listening skills are crucial for relationship salespeople because they need to understand the needs and pain points of their customers to build strong relationships and provide tailored solutions. Without good listening skills, a salesperson may miss important details and fail to build rapport with customers. While talking skills, outgoing personality, formal education, and product knowledge are also important, they are typically secondary to listening skills in a relationship-focused sales role.

Question 9

Expert Security makes safes for storing valuables.When Ed sold safes for the company,he would deal with a prospect's concerns such as the cost of the safe and then ask,'Are you ready to purchase a safe for your family,or are there other concerns that we need to discuss?' When Ed asked this question,he was ________.

Accepted Answer

Ed was using a last objection close by addressing any remaining concerns before finalizing the sale.

Question 10

During the ________ step,salespeople for hi-tech exercise equipment try to determine the specific needs of each gym and recreation centre that might purchase it.

Accepted Answer

The pre-approach step involves gathering information and understanding the specific needs of potential customers before making a sales presentation.

Question 11

When Sarah worked as a telemarketer,she would start her call with the same statement,'Our environmental specialists will be in your area tomorrow.Would you like them to show you how you can save money?' In which part of the creative selling process was Sarah engaged?

Accepted Answer

Sarah was engaged in prospecting, which involves identifying and reaching out to potential customers.

Question 12

A business wants to build a new facility in a commercial industrial park and must get approval from the planning board members from the town of the industrial park.At a planning board meeting,the president of the business elaborates on the positive aspects the town will receive by having this business move into this location.The business' lawyer walks the board members through all zoning and environment laws and requirements showing that the business plans are within acceptable requirements.The business' architect shows pictures of what the newly proposed building will look like.What type of selling is occurring by the employees of this business?

Accepted Answer

The answer of A business wants to build a new...

Question 13

Expert Security makes safes for storing valuables such as jewellery,firearms,and family records.When Ed sold safes for the company,he had to be prepared with a response when a prospect said,'I have no room for a safe' or 'My children would never play with my rifle.' In other words,Ed had to ________.

Accepted Answer

Ed had to know how to deal with common objections he might receive from potential customers, such as not having enough room for a safe or concerns about children playing with firearms. This required him to have strategies for addressing these objections and convincing the customer of the value of the safe.

Question 14

As the salesperson entered the prospect's office,the salesperson extended his hand and said,'Your mate John Jones suggested I call on you.' This would occur in which stage of the creative selling process?

Accepted Answer

The approach stage involves the initial meeting with the prospect, where the salesperson introduces themselves and establishes a connection, often mentioning a referral to build rapport.

Question 15

In which stage of the creative selling process would the sales clerk say,'I appreciate this model is more expensive,but it does have additional features and a three-year full replacement warranty.'?

Accepted Answer

The sales clerk is addressing an objection raised by the customer (i.e., the higher price of the model) and attempting to persuade them by highlighting the additional features and warranty. This is a classic example of handling an objection in the creative selling process.

Question 16

Carl works for a company that produces high-end golf clubs.If Carl tells a prospect 'These clubs are on sale this week.If you wait until next week,you'll spend at least $200 more.' he is using the ________close.

Accepted Answer

The "standing-room-only" close is a sales technique that creates urgency by suggesting that the offer is limited in time or availability, as Carl does by indicating the price will increase next week.

Question 17

A major manufacturer of automobile tires sells their products at their own retail stores.When 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.What selling approach is this manufacturer implementing?

Accepted Answer

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

Question 18

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

Accepted Answer

Telemarketers who call without prior introduction or arrangement are engaging in cold calling, which involves reaching out to potential customers who have not expressed interest in the product or service being offered.

Question 19

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

Accepted Answer

Referrals are a method used in prospecting, which is the process of identifying potential customers or clients for a business. The salesperson is asking the customer for leads to other potential customers, which is a common practice in prospecting.

Question 20

Relationship selling involves securing,developing,and maintaining long-term relationships with profitable customers.Identify a product.How is each of these steps being accomplished with regards to the sale of this product to a customer?

Accepted Answer

The answer of Relationship selling involves securing,developing,and maintaining long-term relationships...

Quiz 12: One-To-One: Trade Promotion,data-Driven Marketing and Personal Selling