The parallel dimensions of selling enable salespeople to:
Understand the interactions between each component.
Which of the following is a disadvantage of the memorized sales presentation?
The memorized sales presentation presents features, advan
Norman, the owner of CompuTex, recently installed computers at Harding Industries.
Norman recommended that the Harding Industries office manager contact Computer
Services, Inc. to schedule a computer training class for Harding's employees. This
The "heart" of the eight work characteristics for sales success is:
love of selling.
Which of the following is NOT one of the four main elements in the customer relationship
process used by salespeople to build long-term relationships?
Assume the prospect says, "I really like the ergonomic design of the office furniture you are
selling, but I need to ask my boss about it before I buy." According to the text, which of the
following would NOT be an appropriate response for the
Which of the following refers to a brief story used to illustrate a point and to compare
something familiar to something unfamiliar?
Lena Getz has just finished demonstrating the durability of her company's upholstery
fabric. To find ou
Which of the following would most likely occur in the approach phase of a sales
In a SMART sales call objective, the "T" refers to the fact that the objective should:
What is most likely needed in order to
Which of the following statements is true about a nondirective question?
One word questions can sometimes be used as nondirective questions.
A salesperson should use probes to:
obtain information from the prospect.
The _ approach involves menti
Chapter 5 quiz
The receiver's reaction to the communication is transmitted to the sender through:
John Hagen, a veteran appliance salesperson, is in an interview with a potential prospect.
As the prospect talks about how more people are renting a
Chapter 2 Quiz
Which of the following statements is most likely true?
Product is a term that refers to both goods and services.
A bartering relationship, such as when Patricia agrees to take care of Timothy's horses and
receives in return free riding less
Chapter 4 quiz
Which of the following statements about economic needs is true?
Economic needs refer to the buyer's need to purchase the most satisfying product for the
Which of the following is most likely a want rather than a need?
Which of the following provides a list of all the customers a salesperson meets in the course
of conducting business?
Contact management software
Shelf facings are defined as the:
number of individual products placed beside each other on a retai
Cooperative acceptance supports:
the right of the employees to be free of sexual harassment.
The Clayton Act prohibits actions that would:
substantially lessen competition.
According to the text, modern corporations seek salespeople with all of
Q1. Write a summary of each ethnic group consumer in the US. What are the
characteristics that make them special and impact on their marketing and purchase
decisions? Use a table to list and compare these characteristics. (12 pts)