Module 2 – Flashcards
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_____ is a method in which a series of questions or statements furnished by the salesperson is designed to condition the perspective buyer to answering "yes" time after time, until it is hoped, he or she will say "yes" to the entire sales proposition.
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Continued affirmation
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Need-satisfaction personal selling is based on the notion that
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Customers purchase to satisfy a particular need or set of needs
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The problem-solving view of personal selling is an extension of
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Needs=satisfaction selling
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On which of the following criteria does sales still need progress in order to be considered a true profession?
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Adhering to a uniform ethical code
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The sales process begins with
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Locating qualified prospective customers
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Which of the following is not a typical skill required for trust-based relationship selling?
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Financial planning
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According to the text, in considering the responsibility for revenue production, salespeople usually feel the brunt of the pressure along with
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The firm's management staff
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Which of the five views of personal selling is considered to be the simplest?
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Stimulus-response
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While accountants and financial staff are concerned with profitability in terms of _____, salespeople are primarily concerned with profitability in terms of _____
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Bottom-line, top-line
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As the evolution of personal selling continues, which of the following is not a predicted salesforce response to an expected change?
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More sales dollars will be spent on advertising
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A classic article on personal selling published by the Harvard Business Review in 1947 called for salespeople to increase the effectiveness of their sales efforts by
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Improving their professional demeanor
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A canned sales presentation can be described as
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A sales presentation that is very structured and generally based on a written script
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Predecessors of contemporary marketers included all of the following except
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Gypsies
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Which of the following is not one of the four basic approaches to personal selling that was identified three decades ago?
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Contingency-selling
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When practicing trust-based relationship selling, salespeople should do all of the following except
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Practice stimulus-response selling
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According to the text, when salespeople alter their sales messages and behaviors during a sales presentation or as they encounter sales situations they are using
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Adaptive selling
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A personal selling approach that involves helping customers reach their strategic goals by using the products, services and expertise of the sales organization is called
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Consultative selling
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The mental-states or formula approach, to personal selling assumes that buyers must be led through four mental states, which occur in this order:
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Attention, interest, desire, action
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The sales process is usually described as a series of ____ steps.
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Interrelated
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Given the increasing importance of building trust with customer and an emphasis on stablishing and maintain long-term relationships, salespeople should do all of the following EXCEPT
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Be willing to grant preferential price discounts
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Salespeople have the following relationship with revue in the most business firms:
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Direct
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Salespeople who are customer oriented, honest, dependable, competent, and likable are in a good position to establish
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Trust
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All of the following statements accurately reflect factors that pertain to need-satisfaction selling except
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This method focuses on the salesperson and his/her understanding of the customer's needs
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Which of the following is not a stage in the problem-solving approach to selling?
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Follow up the sale with additional product offerings
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True salespeople, those who earned a living from selling, did not exist in any sizable number until
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The industrial Revolution in England
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Which of the following is NOT true concerning the successful professional salesperson of today and the future:
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Tends to provide pressure to convince customers what is best for them
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According to the text, all of the following occur when initiating customer relationship except
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Delivering the sales presentation
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Which of the following statements pertaining to the stimulus-response form of personal selling is true?
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An example of the stimulus-response sales strategy would be the continued affirmation method
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Which of the following is not part of the sales process model outlined in the text?
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Selling situation
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Which of the following is not part of the sales process model outlined in the text?
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Selling situation
