Ch. 1 Quiz
Success in selling includes all the following characteristics, except:
A. Ensure you speak more than listen.
Sales jobs have all the following characteristics, except:
C. Sales people require closer supervision than most other occupations
Extrinsic sales rewards include all the following except:
Having a higher sales quota than last year
All the following are true, except one. The definition of selling implies that direct selling:
Involves one-way communications
Company stakeholders involved in the success of a salesperson include all of the following except:
Your human resources department
Sales people differ greatly from entrepreneurs. They share few common characteristics
false
Sales provides both extrinsic and intrinsic rewards. Extrinsic rewards are the good feelings within that you feel when you have done a good job
false
Stakeholders in the success of a salesperson include all of the following except:
clients marketing department
Sales occupations include all the following except:
customer
People buy from people they like and trust. Trust comes quick; like takes a little longer.
false
Advertising is an attempt to persuade a person to engage in an exchange and requires a response from an individual
false
After analyzing the steps in the Selling Cycle, it appears that it is 4-5 times easier to sell to a prospect than sell to an existing customer.
false
Characteristics of a good sales person include being Fearless; Inquisitive; Creative, Articulate: Verbal, written, persuasive Self-confident. "Bulldog" determination is unimportant
false
Entrepreneurs are energetic, action-oriented and have high tolerance for uncertainty. Sales people do not require these traits!
false
Self-Motivation, Self Discipline and Self Nurturing are a form of Tact and Diplomacy
false
Selling is an indirect form of personal, paid marketing involving two way communication
false
The average sales person spends more than 60% of their time making face-to- face sales calls.
false
The phrase, "The more sales calls I made, the luckier I got," implies that sales is primarily a matter of luck.
false
The seven steps of the selling cycle include qualifying, presenting and closing.
false
You learn nothing about the prospect when they are doing the talking;
false
Within the "Four P's" of Marketing, direct selling is an element of the _____________ function:
promotion
Emotional maturity involves self-discipline. Above all maintain your composure when everyone else around you is "losing theirs."
true
God gave you two ears, two eyes, one mind and only one mouth. Therefore, spend more time listening than you do talking.
true
In sales freedom and independence includes controlling your own time with minimal supervision
true
It's safe to say you have been "selling" all your life.
true
Remember there are eight steps in the selling process
true
Sales is a subset of marketing
true
Self-Motivation, Self Discipline and Tact/Diplomacy are all examples of Emotional Maturity
true
Selling involves attempting to persuade to a second party to partake in an exchange!
true
Selling is a paid form of direct marketing involving two-way communication between two individuals
true
There is an 80/20 rule in sales that -- eighty percent of a company's sales come from twenty percent of their existing customers. Therefore maximize the amount of time you spend with that 20%.
true
Individuals within your company upon whom your sales success rests, include all but:
your prospect