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Here are your latest answers:

Question 1
24. There are different types of sales effort. Which one build sales volume by typically
calling on purchasing agent at companies that would be using their chemical, machinery
or heavy equipment.?
Response: Technical selling
Score: 1 out of 1 Yes

Question 2
59. When you sell to this personality, you have to emphasize bottom line rather than
technical performance.
Response: Driver
Score: 1 out of 1 Yes

Question 3
7. Advertising is primarily used in what goods category?
Response: . Consumer goods
Score: 1 out of 1 Yes

Question 4
10. Which one will require expensive and time-consuming feedback?
Response: Advertising
Score: 1 out of 1 Yes

Question 5
80. What method of prospecting puts your foot into the customer’s door
Response: Friends and acquaintances
Score: 0 out of 1 No

Question 6
78. What knowledge would prepare a sales person to act as a consultant to the
customer?
Response: Product knowledge
Score: 0 out of 1 No

Question 7
39. Under which performance factor would you classify a salesperson practicing mental
rehearsal of his presentation.?
Response: Communicative ability
Score: 0 out of 1 No

Question 8
9. Which one has a greater impact?
Response: Personal selling
Score: 1 out of 1 Yes

Question 9
77. Knowledge of the company policies and procedures build a customer’s trust in the
sales person. What company policy is it that offers refunds?
Response: Compnay order-processing procedures
Score: 0 out of 1 No

Question 10
71. According to Albert Mehrabian what percent of our communication is body
language?
Response: 55%
Score: 1 out of 1 Yes

Question 11
86. In establishing rapport some experts suggest that a salesperson have 10 to 15
seconds to establish a credible image. Although frequently unconscious of why they
instantly like or dislike a salesperson, experts attribute to one of the following
Response: The body language of the sales person
Score: 1 out of 1 Yes

Question 12
15. When does a sales person normally ask: “Will that be cash or credit?”
Response: Closing
Score: 1 out of 1 Yes

Question 13
46. What is it called when you award a dealer’s salesperson for product sales of a
salesperson’s company without the consent of the dealer?
Response: Business defamation
Score: 0 out of 1 No

Question 14
17. What is the preeminent duty of the salesperson?
Response: Dispensing knowledge to customers
Score: 0 out of 1 No

Question 15
12. At what phase should the salesperson make sure that the buyer has the need for
his product?
Response: Prospecting
Score: 1 out of 1 Yes

Question 16
25. There are different types of sales effort. Which one build sales volume through
promotional assistance to wholesalers and who is responsible for administering
contracts for co-op advertising funds, checking inventory, discussing reasons for
consumer acceptance of the product, offering deals and allowances or some point of
purchase materials and matters of cost, price, and profit margins.?
Response: Technical selling
Score: 0 out of 1 No

Question 17
84. In what step in the telephone approach would understanding the functional/job
objectives of the particular individual being called is most useful because you could fit in
the benefit statement?
Response: The lead-in statement
Score: 0 out of 1 No

Question 18
8. Which one is more flexible in its ability to tailor a message?
Response: . Personal selling
Score: 1 out of 1 Yes

Question 19
11. The eight steps in the selling process are listed below. In what step should you fully
understand what your product and your company can do?
Response: Presentation
Score: 0 out of 1 No
Question 20
33. How many sales person quit after the first contact?
Response: 48%
Score: 1 out of 1 Yes

Question 21
30. Which type of selling is characterized by locating and qualifying potential buyers,
securing specification and approval for purchases and closing sales?
Response: Developmental selling
Score: 1 out of 1 Yes

Question 22
81. What method of prospecting is he/she using when an office furniture sales person
cultivate the relationship with the manager of a large office buildings.
Response: Friends and acquaintances
Score: 0 out of 1 No

Question 23
48. What is it called when you forbid a distributor to handle competitive products?
Response: Unfair methods of competition respecting orders,goods, and terms of sales
Score: 0 out of 1 No

Question 24
74. In the US, proxemic zones have definition in terms of distance. How many feet is
considered personal zone?
Response: 2 to 4 feet
Score: 1 out of 1 Yes

Question 25
41. Under which performance factor would you project a positive self-image?
Response: Good appearance
Score: 1 out of 1 Yes

Question 26
40. Under which performance factor would you classify a salesperson accepting a NO
gracefully and continue with their job?
Response: Maturity
Score: 1 out of 1 Yes

Question 27
67. In tests that had been conducted how much has an average listener heard,
understood, properly evaluated and retained immediately after listening to a ten-minute
oral presentation?
Response: 45%
Score: 0 out of 1 No

Question 28
38. Under which performance factor would you classify the effort of a salesperson to
use different approaches with customers as well varying methods across the range of
customers?
Response: Working smart
Score: 1 out of 1 Yes

Question 29
20. Which selling philosophy is high on approach?
Response: Traditional selling
Score: 1 out of 1 Yes

Question 30
49. What type of defamation charge could be expected when a salesperson makes an
unfair and untrue statement about a competitor in writing communicated to a customer?
Response: Business libel
Score: 1 out of 1 Yes

Question 31
70. In pacing, what should an expressive salesperson do in dealing with an analytical
prospect?
Response: Tone down
Score: 1 out of 1 Yes

Question 32
23. There are different types of sales effort. Which one build sales volume by
persuading customers to order from the firm’s wholesalers and other members of the
channel of distribution?
Response: Trade selling
Score: 0 out of 1 No
Question 33
26. There are different types of sales effort. Which one is approached by a customer
who already have a general idea of what they want to buy?
Response: Retail selling
Score: 1 out of 1 Yes

Question 34
42. Under which performance factor would you classify listening skills?
Response: Communicative ability
Score: 1 out of 1 Yes

Question 35
32. Under which performance factor would you classify initiative, persistence, and the
ability to manage own effort?
Response: Hard work
Score: 1 out of 1 Yes

Question 36
54. Where will you find the answer to the following questions: Who buys? What do they
buy? When do they buy? Why do people buy?
Response: Demographic influences
Score: 1 out of 1 Yes

Question 37
22. The forces driving relationship selling are listed below. Which one is concerned with
reducing cost?
Response: JIT system & TQM
Score: 1 out of 1 Yes

Question 38
5. Under what marketing mix element is the task of communicating to the target market
in the most effective way possible?
Response: Promotion
Score: 1 out of 1 Yes

Question 39
16. At what phase in the sales process should there be a merging of systems and
personnel?
Response: Building the relations
Score: 1 out of 1 Yes

Question 40
75. Psychological proxemics also exists. In what zone would you consider the following
greeting: “Hi.”
Response: Social zone
Score: 1 out of 1 Yes

Question 41
37. How would you classify a salesperson who would say to a customer: How do you
feel about the time wasted by your employees when your machines break down so
often?”
Response: Persistent
Score: 1 out of 1 Yes

Question 42
56. Where did the demand for value come from?
Response: Economic influences
Score: 1 out of 1 Yes

Question 43
47. What is it called when you require that in order for the customer to receive a
desired product in a manufacturer’s line, the distributor must buy a substantial or even
full line of offerings?
Response: Unfair methods of competition respecting orders,goods, and terms of sales
Score: 0 out of 1 No

Question 44
82. There are three methods to get an appointment listed below. Which method will be
a disappointment and a waste in conducting an interview?
Response: Letter
Score: 1 out of 1 Yes

Question 45
27. There are different types of sales effort. Which one has to be “on” all the time and
where tone of voice and attitude is critical?
Response: Tele selling
Score: 1 out of 1 Yes

Question 46
43. Under which performance factor would you classify arriving on time for an
appointment?
Response: Dependability
Score: 1 out of 1 Yes

Question 47
35. What percentage of the sales force persist in calling until they get 80% of the
order?
Response: 20%
Score: 0 out of 1 No

Question 48
65. What part of the communication process is it when you transplant an idea into
words or pictures or numbers?
Response: Encoding
Score: 1 out of 1 Yes

Question 49
83. The telephone track or approach consists of six steps. In what steps would you
have to state a valid business reason to get an appointment ?
Response: Stating purpose of cll and asking for an appointment
Score: 1 out of 1 Yes

Question 50
72. When it comes to body language, what does it mean when the head is tilted; hand
to cheek; leaning forward; stroking chin?
Response: Evaluation
Score: 1 out of 1 Yes

Question 51
18. Which selling philosophy is high on prospecting?
Response: Traditional selling
Score: 1 out of 1 Yes
Question 52
29. What type of selling typically involves servicing existing account, securing
promotional cooperation, counting inventory and taking replenishment order, developing
and perpetuating personal relationship with potential decision makers, and delivering
products?
Response: Maintenance selling
Score: 1 out of 1 Yes

Question 53
53. At what stage in the buying process can a salesperson’s persuasive skills be of
most use?
Response: Problem recognition
Score: 0 out of 1 No

Question 54
51. At what stage in the buying process does a buyer feels or sees a difference
between an ideal state of affairs and the present state?
Response: Choice
Score: 0 out of 1 No

Question 55
31. Under what type of reward would you classify a selling experience as being better
prepared to undertake an executive job?
Response: Monetary rewards
Score: 1 out of 1 Yes

Question 56
76. What does lowering of the voice at the end of a sentence project?
Response: authority
Score: 1 out of 1 Yes

Question 57
61. When you sell to this personality, you have to emphasize personal guarantees of
performance
Response: Amiable
Score: 1 out of 1 Yes
Question 58
79. There are several prospecting methods listed below. Which prospecting method
use referrals?
Response: The endless chaing
Score: 1 out of 1 Yes

Question 59
68. After two days, how much of the oral presentation does an average listener retain?
Response: 25%
Score: 1 out of 1 Yes

Question 60
62. When you sell to this personality, they prefer written proposals and agreements that
nail down as many details as possible and expect to have time to weigh the buying
decision carefully.
Response: Analytical
Score: 1 out of 1 Yes

Question 61
66. Noise is distraction: What kind of noise is it when we over respond to an emotional-
laden word or concept?
Response: Semantic distraction
Score: 1 out of 1 Yes

Question 62
4. To meet the unsatisfied need of the buyer the marketing manager has the following
variables. Which one is concerned with distribution?
Response: Promotion
Score: 0 out of 1 No

Question 63
85. In what step in the telephone approach would mentioning a third-party reference be
useful?
Response: An interest capturing statement
Score: 0 out of 1 No

Question 64
55. Where will you find the answer to the following question: Why do people buy?
Response: Individual influences
Score: 1 out of 1 Yes

Question 65
57. Using Maslow’s hierarchy of needs, when a woman had made up her mind to buy a
fur coat but is undecided about style and prestige, to what need should you appeal?
Response: Esteem needs
Score: 1 out of 1 Yes

Question 66
3. The two basic considerations of a marketing manager are listed below. In which one
does a marketing manager find favorable opportunities?
Response: Target market
Score: 1 out of 1 Yes

Question 67
36. How would classify a sales person who would say to a customer: “Mr. Rodriguez,
you are losing a lot of money by not taking my suggestion.”
Response: Pushy
Score: 1 out of 1 Yes

Question 68
69. How many customers think that sale people talk too much?
Response: 45%
Score: 0 out of 1 No

Question 69
73. The suggestion is for sales people to dress for their audience and since one man’s
clothing communicates, how should the clothes of a sales person communicate?
Response: I am your equal and I expect to be treated as such
Score: 1 out of 1 Yes

Question 70
14. In what phase in the sales call is questioning more important?
Response: Problem recognition
Score: 1 out of 1 Yes

Question 71
63. When a prospect asks a question what part of the communication process is it?
Response: Feedback
Score: 1 out of 1 Yes

Question 72
64. What part of the communication process are the clothes one is wearing, body
movements or tone of voice?
Response: Message
Score: 1 out of 1 Yes

Question 73
21. Which selling philosophy is high on handling objections?
Response: Traditional selling
Score: 1 out of 1 Yes

Question 74
28. There are different types of sales effort. Which one is primarily developmental
selling?
Response: Retail selling
Score: 0 out of 1 No

Question 75
2. What is the role of selling that promotes better ways of doing things?
Response: Increase total demand
Score: 0 out of 1 No

Question 76
19. Which selling philosophy is high on presentation?
Response: Traditional selling
Score: 1 out of 1 Yes
Question 77
34. At how many calls do 80% of the orders were written?
Response: Third call
Score: 0 out of 1 No

Question 78
6. There are two most significant promotional expenditures. Which ones are they?
Response: Personal selling and Advertising
Score: 0 out of 1 No

Question 79
13. The most important 30 seconds happens at what phase of the call?
Response: The Approach
Score: 1 out of 1 Yes

Question 80
60. When you sell to this personality, you have to emphasize how it will help them
achieve status and recognition for themselves
Response: Expressive
Score: 1 out of 1 Yes

Question 81
52. At what stage in the buying process can a salesperson exercise influence by asking
questions?
Response: Alternative evaluation
Score: 0 out of 1 No

Question 82
50. Please fill in the blank: “To create a selling situation a sale person should
__________ the motive a of buyer.”
Response: Activate
Score: 1 out of 1 Yes

Question 83
44. Under which performance factor would you classify avoiding exaggerated claims?
Response: Maturity
Score: 0 out of 1 No
Question 84
1. What is the role of selling that brings down the unit cost of production?
Response: Increase total demand
Score: 1 out of 1 Yes

Question 85
45. Under which performance factor would you classify refusing to make promises that
one may not be able to keep?
Response: Integrity
Score: 1 out of 1 Yes

Question 86
87. In gaining attention, a salesperson can use any of the following alone or in
combination. Which approach is the weakest if not followed by any of the other
approaches?
Response: [none]
Score: 0 out of 1 No

Question 87
58. Based on Maslow’s hierarchy of needs, what is the equivalent of an individual
physiological need relative to organizational need?
Response: Supplier developed innovations
Score: 0 out of 1