Module 2 – Flashcards
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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
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