Product and customer knowledge, analytical skills, and availability of alternatives are aspects of the _____ which affect the effectiveness of selling behaviors.
a. selling behaviors
b. salesperson's resources
c. buying task characteristics
d. salesperson-customer relationship
e. None of these are correct.
Question 2All of the following factors affect the effectiveness of selling behaviors except _____.
a. salesperson's resources
b. type of buying task
c. customer-salesperson relationship
d. use of the SPIN method
e. interactions among the factors
Question 3Which single factor below can explain salesperson performance?
a. tenacity
b. optimism
c. extraversion
d. reliability
e. None of these are correct.
Question 4Which step of personal selling is most critical for developing a long-term relationship between the salesperson and the client?
a. preapproach
b. prospecting
c. approach
d. sales presentation
e. follow-up
Question 5The post-sale follow-up enables the salesperson to do all of the following except _____.
a. present the client with a referral from another client
b. alleviate cognitive dissonance
c. determine any problems the client may be having
d. develop a stronger relationship with the client
e. All of these are correct.
Question 6In order to be creative, excellent salespeople exhibit what characteristic, which is identified with making recommendations that might backfire or be ridiculed?
a. sense of humor
b. taking risk
c. sense of honesty
d. adaptability
e. enthusiasm
Question 7Jacki presents the prospect with two product versions and asks which one the prospect prefers. Jacki is in the _____ phase of personal selling.
a. qualifying
b. approach
c. preapproach
d. close
e. follow-up
Question 8During which phase of personal selling does the salesperson attempt to get a commitment for the prospect to buy the product?
a. approach
b. follow-up
c. close
d. inside sales
e. qualifying
Question 9In addition to the content of communications, the _____ of the communication can also be used as an approach to handling objections.
a. form
b. channel
c. receiver
d. sender
e. noise
Quick Reply
