Question

Question 1

Ezekiel delivers pesticides to farmers’ cooperatives. When planning his daily routing pattern, Ezekiel prefers to start with the customers furthest away and work his way back to his company’s office. Which routing pattern is followed by Ezekiel?

Straight-line

Parallel

Perpendicular

Horizontal and vertical

Cloverleaf

4 points

Question 2

The T-account close is also called the Benjamin Franklin close.

True

False

4 points

Question 3

Building a lasting business friendship based on mutual trust typically takes time.

True

False

4 points

Question 4

An effective way to respond to some objections is to use someone else’s experience as proof. This technique is called the:

jury of executive opinion method.

outside reference technique.

third-party answer technique.

boomerang method.

counterbalance method.

4 points

Question 5

An insurance company should most likely:

form territories based on income distribution.

make geographical sales territories.

avoid making distinct sales territories.

make small, local sales territories.

have territories with only prospects.

4 points

Question 6

“Your competitor’s product is better” This is an example of source objection.

True

False

4 points

Question 7

After the pharmaceutical salesperson asks for the order, the very next thing he should do is to:

describe the options from which the buyer may choose.

place his order pad on the counter and open it to a new page.

remain silent and wait for the prospect to respond.

offer the prospect an extra inducement to buy now.

confirm the size of his commission.

4 points

Question 8

It is wise to use the account segmentation approach in a market with heterogeneous needs.

True

False

4 points

Question 9

According to the text, wasting time during the sales call by involving in small talks is a deadly sin of business selling.

True

False

4 points

Question 10

Segmenting the market into territories can be very effective in industries like insurance and retail.

True

False

4 points

Question 11

Jack Gangi sells ad space for companies that wish to advertise on buses. As he is selling ad space to a local art gallery owner, he closes by saying, “Since you know so much more about color and design than I do, I can learn a lot working with you developing this ad.” This is an example of a(n) _____ close.

summary-of-benefits

alternative-choice

minor-points

compliment

standing-room-only

4 points

Question 12

The price/value formula helps a salesperson respond to a customer’s price objection.

True

False

4 points

Question 13

Service quality is not determined by customer expectations but on organizational metrics.

True

False

4 points

Question 14

The minor-points close is similar to the balance-sheet close.

True

False

4 points

Question 15

Every sale is a negotiation, and most sales negotiations focus on cost and quality.

True

False

4 points

Question 16

When talking to the young man buying his first new car, the salesperson said, “I’m not sure if we have an FM Modulator to fit your car. Would you want it if we have it in stock?” The salesperson is using a(n) _____ close.

probability

standing-room-only

minor-points

assumptive

balance sheet

4 points

Question 17

Which of the following statements about undifferentiated selling is true?

The undifferentiated selling approach is only useful if customers are heterogeneous.

Many door-to-door salespeople use the undifferentiated approach.

The undifferentiated selling approach allows salespeople to devote time to customers in proportion to the customer’s potential value.

The undifferentiated selling approach allows salespeople to streamline their pre-call preparation and thus is growing in popularity.

Undifferentiated selling cannot be used in conjunction with a stimulus-response presentation.

4 points

Question 18

The cloverleaf pattern:

arranges accounts as a group of leaves with no center base.

has a salesperson drive around the perimeter of major cities.

is a pattern used for supporting the visuals in a sales presentation.

is a call procedure used for telephone and door-to-door sales.

has a salesperson drive out and back on one leaf in the same day.

4 points

Question 19

The majority of sales force resources should be invested in key accounts.

True

False

4 points

Question 20

After the sales presentation, the prospect responds by saying, “Your blood sugar monitoring devices are very nice, but we buy only from established brands.” Identify the type of objection being projected by the prospect.

Stalling

Product

No-need

Hidden

Source

4 points

Question 21

Which of the following is an example of a source objection that a salesperson for a small publishing company might hear from a bookstore owner?

“I only deal with large, well-established publishing companies.”

“Your books are priced too high.”

“I don’t take risks with books by new authors.”

“I am satisfied with the amount of stock I currently have.”

“I’m too busy to talk to you now.”

4 points

Question 22

Which of the following is an example of a psychological objection that a prospect who is talking to a salesperson of health and beauty aids might use?

“Your company only makes deliveries weekly, and we need twice a week deliveries.”

“My store is currently overstocked with cold remedies.”

“Our store only sells a case of shampoo in a week.”

“Your beauty aids are priced higher than your competitor’s.”

“I have a low opinion of salespeople from your firm.”

4 points

Question 23

The objections relating to loyalty to a present supplier is called reseller objection.

True

False

4 points

Question 24

The _____ close requires the salesperson to ask the prospect a series of benefit questions.

assumptive

Ben Franklin

negotiation

continuous-yes

minor-points

4 points

Question 25

“Would you prefer the 16-inch or 12-inch hedge clippers?” Which type of close is being used?

Double-yes

Forestalling

Minor-points

Assumptive

T-account