Sales True or False

Jim is a sales person for XYZ company and is trying to expand his business into a new city. In a case like Jim's, networking is good method for generating leads

True

Anything that is unethical is also illegal

Flase

By definition, sales people who are honest or trustworthy

False

Close ended questions encourage the customer to respond freely

False

Executive summary is the portion of the written sales proposal that is written only for the buying organizations upper management (executives).

False

Good sales people do not need to prospect

False

The multi attribute model for evaluating solution alternatives utilizes weighted averages

True

Individual buying office supplies from an organization is operating in the consumer market

False

Least important member of the buying team is the gate keeper

False

Personal selling and trust-based relationship selling or essentially the same thing

False

The primary focus of trust-based relationship selling is the sales person in the selling firm

False

While sales people knowledge of their company and their products is important to building trust, knowledge of the industry is not

False

During a canned sales presentation, the sales person talks most of the time

True

Gate keepers in any organization screen their bosses calls and are sometime curt and even rude

True

In trust-based selling it is more important that the sales person talks with rather than at the buyer

True

One of the major trends affecting purchasing is increasing use of information technology

True

Projection questions ask the buyer to describe what life would be like without a problem

True

Sales people are revenue producers for the company

True

The S in SPIN stands for situations questions, and they are designed to help the buyer understand the seller situation

True

" I am looking for ways to improve our image" Is an example of an emotional buying motive

True