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
