Question 1

With the ___________ approach, the sales rep begins by making some general benefit statements to get the customer's attention and interest.

Accepted Answer

The answer of With the ___________ approach, the sales rep...

Question 2

A prepared sales presentation:

Accepted Answer

A prepared sales presentation is typically not the best approach for most selling situations as it doesn't allow for flexibility or adaptation to the customer's specific needs. It doesn't usually involve many questions, isn't common with high-value items, and isn't best when a lot of time is available.

Question 3

Which sales presentation would be "best" for convenience (food) store clerks?

Accepted Answer

A prepared sales presentation would be the best choice for convenience store clerks as they likely don't have a lot of time and need information presented to them efficiently and effectively. This type of presentation would provide a clear and concise message about the product and its benefits, making it easier to sell to customers.

Question 4

Which of the following statements about prospecting is FALSE?

Accepted Answer

All of the statements about prospecting are true.

Question 5

Paige Whaley works as a telephone salesperson for a newspaper. She calls new residents in the city to try to get subscriptions for home delivery. Which of the following types of sales presentation should she use?

Accepted Answer

A prepared sales presentation is suitable for telephone sales, as it allows the salesperson to deliver a consistent and efficient pitch to potential customers.

Question 6

Which of the following statements about the prepared sales presentation is False?

Accepted Answer

The prepared sales presentation can be particularly useful for less experienced salespeople rather than experienced ones, as it provides a structured and rehearsed script to follow. Experienced salespeople might prefer more adaptive and flexible approaches that allow for customization based on the customer's responses and needs.

Question 7

Personal selling techniques include all of the following EXCEPT:

Accepted Answer

Preparing job descriptions is not a personal selling technique.

Question 8

The __________ involves developing a good understanding of the individual customer's needs before trying to close the sale.

Accepted Answer

The consultative selling approach involves developing a good understanding of the individual customer's needs before trying to close the sale. This approach focuses on building a relationship with the customer and providing them with personalized solutions. The selling formula approach, prepared sales presentation, and fixed sales presentation all involve a more rigid and standardized approach to selling. The differentiated value approach is similar to the consultative selling approach but focuses specifically on presenting the unique value proposition of the product or service being sold.

Question 9

Which of the following is NOT one of the sales presentation approaches discussed in the text?

Accepted Answer

The text did not discuss the Target market approach as a sales presentation approach.

Question 10

Which of the following statements relating to sales quotas is FALSE?

Accepted Answer

A salesperson's sales quota is not necessarily based on his or her previous sales period. Quotas may be set based on a variety of factors, including overall company goals, individual performance metrics, and sales potential in the salesperson's territory.

Question 11

A lawn care firm selling by phone to people listed in the telephone directory should use which of the following sales presentations?

Accepted Answer

A prepared sales presentation is suitable for phone sales as it provides a standardized script that ensures consistency and efficiency in delivering the sales message to a large number of potential customers.

Question 12

Elise Noble works as a telephone salesperson for the Catalog Division of JC Penney. Her primary job is to call customers with Penney charge accounts to inform them about sale items and ask if they would like to order the sale items. Which of the following kinds of sales presentations would be best for Elise to use?

Accepted Answer

A prepared sales presentation is most suitable for Elise's role because it allows for a structured and consistent message to be delivered to multiple customers, which is efficient for telephone sales where the goal is to inform customers about specific sale items and encourage immediate purchases.

Question 13

With the ___________ approach, the salesperson assumes that a customer faced with a particular stimulus will say yes to his request for an order.

Accepted Answer

The answer of With the ___________ approach, the salesperson assumes...

Question 14

A sales presentation in which the sales rep does most of the talking, using a "canned" presentation to obtain a "yes" answer to a "trial close" is a:

Accepted Answer

A prepared sales presentation involves a scripted or "canned" approach where the sales rep does most of the talking to guide the customer towards a "yes" answer.

Question 15

__________ involves following all the leads in the target market to identify potential customers.

Accepted Answer

Prospecting involves actively seeking out and following up on leads in the target market to identify potential customers. This is a crucial step in the sales process, as it allows salespeople to build a pipeline of potential customers that they can eventually sell to.

Question 16

Robert Jackson sells luxury automobiles at a dealership in an upscale section of a major city. When he started out as a salesperson, he identified potential customers by visiting office buildings near the dealership and examining the directories in the buildings' lobbies. He discovered that there were several large law firms within a mile or two of the dealership. He would copy down the names of the law firms and their attorneys from the building directory. Then he would mail engraved invitations to each of the attorneys inviting them to the dealership to test drive a new car. Deciding to focus on attorneys exclusively, he purchased a directory of attorneys in the area and started expanding his potential customer base. Robert is engaged in

Accepted Answer

Robert is engaged in prospecting, which is the process of identifying and qualifying potential customers. He is targeting attorneys as his potential customers and using building directories and attorney directories to identify them.

Question 17

With the ____________ approach, the salesperson uses a memorized presentation that is not adapted to each individual customer.

Accepted Answer

Prepared sales approach involves using the same memorized presentation for all customers without adapting to their individual needs and preferences. It is a rigid and inflexible approach that does not allow for customization or personalization of the sales pitch. This approach is less effective in establishing a meaningful rapport with customers and addressing their specific concerns and objections.

Question 18

Put the steps of the personal selling process in order: Prospect for new customers; Select target customer; Preplan sales call and presentation; Make sales presentation; ______________; and Follow up after the sales call.

Accepted Answer

The next step after making the sales presentation is to close the sale.

Question 19

A _____ is the salesperson's request for an order.

Accepted Answer

A close is the salesperson's request for an order, asking the prospect to make either a purchase or a commitment to buy.

Question 20

With the ___________ approach, the customer and the salesperson work together to satisfy the customer's needs and solve the problem.

Accepted Answer

Consultative selling involves collaboration between the customer and the salesperson to identify the customer's needs and find a solution that satisfies those needs. It involves asking questions, understanding the customer's situation, and then recommending a solution that meets their needs. This approach is more effective in generating long-term customer relationships and can result in repeat business.

Quiz 15: Personal Selling and Customer Service