Question 1

Unfortunately, the need satisfaction approach tends to increase the defensiveness of some prospects because the salesperson rapidly moves to the persuasive part of the sales message after quickly establishing the buyer's needs.

Accepted Answer

The answer of Unfortunately, the need satisfaction approach tends to...

Question 2

The AIDA method is an example of the stimulus-response approach to selling.

Accepted Answer

The answer of The AIDA method is an example of...

Question 3

Consultative selling focuses on achieving the strategic goals of customers, rather than just trying to meet needs or solve problems.

Accepted Answer

Consultative selling involves taking a proactive approach to understand the broader strategic goals and objectives of a customer, and then aligning your product or service offerings to help them achieve those goals. It's more about building a long-term relationship and creating value for the customer, rather than simply solving their current problems or meeting basic needs.

Question 4

In consultative selling, salespeople fulfil three primary roles: strategic orchestrator, business consultant, and order-taker.

Accepted Answer

In consultative selling, salespeople primarily act as strategic orchestrators and business consultants, focusing on understanding and solving the customer's problems, rather than just taking orders.

Question 5

Most buyers like the problem-solving approach to selling because it takes the least amount of time in comparison to other selling approaches.

Accepted Answer

The problem-solving approach to selling is appreciated by most buyers because it focuses on addressing their specific needs and challenges, rather than the time it takes. This approach involves understanding the buyer's problems and offering tailored solutions, which can sometimes be more time-consuming but is valued for its effectiveness and personalization.

Question 6

Similar to stimulus-response selling, the mental states approach relies on unstructured sales presentations that must be adapted to each individual selling situation.

Accepted Answer

The mental states approach, unlike stimulus-response selling, involves a structured presentation that progresses through specific stages or mental states the salesperson aims to guide the customer through, rather than adapting the presentation to each situation.

Question 7

The continued affirmation technique is a form of stimulus-response selling that recommends asking a series of questions that will generate "yes" responses from the customer as a precursor to agreeing to buy.

Accepted Answer

The statement accurately describes the continued affirmation technique.

Question 8

Adaptability to different selling situations is the main advantage of stimulus-response selling.

Accepted Answer

The main advantage of stimulus-response selling is its simplicity and ease of use, especially for inexperienced salespeople, rather than adaptability to different selling situations.

Question 9

Careful listening is required when using the mental states selling approach to determine which stage the buyer is in at a given point in time.

Accepted Answer

This is because the mental states selling approach involves analyzing the buyer's mental and emotional state to determine their readiness and willingness to buy. This requires active and attentive listening to the buyer's words, tone of voice, and body language in order to gauge where they are at in the buying process.

Question 10

To avoid confusion, the trust-based sales process separates the selling process from the initiating, developing, and enhancing customer relationships processes.

Accepted Answer

The trust-based sales process integrates the selling process with initiating, developing, and enhancing customer relationships, rather than separating them, to build trust and provide value throughout the customer journey.

Question 11

Stimulus-response selling is most effective in situations involving important purchase decisions and when time is not critical.

Accepted Answer

Stimulus-response selling, also known as the "hard sell" or "aggressive selling," involves using high-pressure tactics in order to get the customer to make a purchase quickly. This type of selling is often not effective when time is not critical, as it can make the customer feel uncomfortable or pressured into making a decision. Additionally, this type of selling may not be effective for important purchase decisions, as the customer may want more time to consider their options and make a well-informed decision.

Quiz 1: Overview of Personal Selling