Exam 1 Quiz Questions

In consultative selling, the customer is seen as:

A person to be served

A customer who is higher in dominance tends to do which of the following?

Attempt to control situations

Some top-performing salespeople earn more than their managers. This compensation is most likely made up of:

Base salary, commissions, bonuses, and incentives

Salespeople today are most likely encouraged by employers to:

Build long-term partnerships with customers

"Behavior style" and "social style" are other ways of referring to:

Communication style

Salespeople use social media to:

Create and maintain customer contact

Which of the following is true of eye contact during a sales call?

Eye contact is one of the best ways to say "I'm listening."

Sales departments and marketing departments often compete for:

Financial resources and budget share

Communication-style bias is most likely to occur when a salesperson:

Has a different communication style than a customer

Which of the following is most likely true about our individual communication style?

It is formed before we enter elementary school

Salespeople in the U.S. report that they work in sales primarily to:

Make more money

Developing a long-term relationship that focuses on solving the customer's buying problems is referred to as:

Partnering

Salespeople are most likely considered knowledge workers because they:

Position and lay out information in a way that helps buyers understand it

Preparing objectives for the sales demonstration and a plan to reach those objectives is the:

Presentation Strategy

Customer loyalty depends on quality products and:

Quality Relationships

A customer who displays the reflective communication style can accurately be described as:

Reserved

The bundle of facts, opinions, beliefs, and perceptions that you have about yourself are referred to as which of the following?

Self-concept

According to the text, which type of selling situation relies most heavily on building a relationship with the customer?

Strategic Alliance

The highest form of partnering is the:

Strategic selling alliance

In a well-structured sales department, inside and outside salespeople often:

Work together to generate leads, close sales, and provide service