100%(32)32 out of 32 people found this document helpful
This preview shows page 20 - 23 out of 23 pages.
ANS:Adaptive SellingPTS:1DIF:Difficulty: ModerateREF:p. 12OBJ:LO: 1-511.The approach to personal selling where the key idea is that various stimuli
can elicit predictable responses from the customers is called _________________.ANS:Stimulus Response SellingPTS:1DIF:Difficulty: ChallengingREF:p. 12OBJ:LO: 1-512.Jim use as a memorized presentation format when making sales calls. In other words, Jim is using a ___________sales presentation approach.ANS: CannedPTS:1DIF:Difficulty: EasyREF:p. 12OBJ:LO: 1-513.The approach to selling that relies heavily on the AIDA concept is ________________ selling.ANS:Mental StatesPTS:1DIF:Difficulty: ModerateREF:p. 13OBJ:LO: 1-514.AIDA is an acronym that stands for attention, interest, desire, and ____________.ANS: ActionPTS:1DIF:Difficulty: EasyREF:p. 13OBJ:LO: 1-515.An approach to selling based on the notion that the customers buying to satisfy particular need or set up needs is referred to as ____________________ selling.ANS:Need SatisfactionPTS:1DIF:Difficulty: ModerateREF:p. 14OBJ:LO: 1-516.________________ selling is an extension of needs-satisfaction selling.ANS: Problem-solvingPTS:1DIF:Difficulty: EasyREF:p. 14OBJ:LO: 1-517._______________refers to the process of helping customers reach their strategicgoals by using the products, services, and expertise of the sales organization.
ANS:Consultative SellingPTS:1DIF:Difficulty: ChallengingREF:p. 15OBJ:LO: 1-518.In her role as ________________ Susan arranges the use of the sales organization’s resources in an effort to satisfy the customer.ANS:Strategic OrchestratorPTS:1DIF:Difficulty: ChallengingREF:p. 15OBJ:LO: 1-519.The three roles played in consultative selling include strategic orchestrator, business consultant, and ___________________.ANS:Long-term AllyPTS:1DIF:Difficulty: ModerateREF:p. 16OBJ:LO: 1-520.One of the selling foundations in the trust-based sales process is trust and ____________.ANS: EthicsPTS:1DIF:Difficulty: ModerateREF:p. 17OBJ:LO: 1-621.The final stage of the trust-based sales process is ______________ customer relationships.ANS: EnhancingPTS:1DIF:Difficulty: EasyREF:p. 17OBJ:LO: 1-622.The first step of the initiating customer relationships phase of the trust-basedsales process is strategic ______________.ANS: ProspectingPTS:1DIF:Difficulty: ChallengingREF:p. 17OBJ:LO: 1-623.In the Trust-Based sales process salespeople need to develop a selling strategy for their sales territory each customer and each _________________.ANS:Sales Call
PTS:1DIF:Difficulty: ModerateREF:p. 18OBJ:LO: 1-624._________________ salespeople refers to a category of sales support personnel who are not typically involved in the direct solicitation of purchase orders.ANS: MissionaryPTS:1DIF:Difficulty: ModerateREF:p. 20OBJ:LO: 1-725.Because order-getters actively seek orders (usually in a highly competitive environment), they are also called _________________.ANS: HuntersPTS:1DIF:Difficulty: ModerateREF:p. 21OBJ:LO: 1-726.Because order-takers specialize in maintaining current business, they are alsocalled _________________.