Ch 23
New-business selling is characterized by which of the following terms?
a. bird-dogging b. cold calling c. canvassing d. prospecting E. All of these are correct.
All of the following are activities in a salesperson may engage except _____.
a. message customization b. listening to prospects C. pitching to journalists d. demonstrating a product in use e. communicating with clients
Which single factor below can explain salesperson performance?
a. tenacity b. optimism c. extraversion d. reliability E. None of these are correct.
Salesperson performance is related to which of the following characteristics?
adaptability
All of the following are selling activities except _____.
all of the following are selling activities
Salespeople who are conversant on a broad spectrum of subjects are said to have what?
breadth of knowledge
. During which phase of personal selling does the salesperson attempt to get a commitment for the prospect to buy the product?
close
Jacki presents the prospect with two product versions and asks which one the prospect prefers. Jacki is in the _____ phase of personal selling.
close
High-performing salespeople exhibit sensitivity, also known as _____, through which they are able to place themselves in the client's position.
empathy
The motivational level of a salesperson refers to the amount of _____ a person is willing to expend performing tasks associated with a job.
energy
. As a salesperson, Pat has not demonstrated a deep-seated commitment to his customer's needs. What characteristic of excellence is Pat lakcing?
enthusiasm
All of the following are types of questions asked during sales presentations except _____.
financing questions
Which step of personal selling is most critical for developing a long-term relationship between the salesperson and the client?
follow-up
When a salesperson disputes a doubt raised by the customer and offers solid reasons for the dispute, the salesperson is in the _____ phase of personal selling.
handling objections
. In a sales presentation, Jerry asks the prospect, "How does this problem affect your firm's return on investment (ROI)"? Jerry is using a _____ question in the SPIN method.
implication questions
Which of following qualities is the least valued in a salesperson?
knowledge of competitor products
Which step requires the salesperson to arrange a meeting with the prospective customer and to acquire more specific about him or her and his or her business needs?
preapproach
. The post-sale follow-up enables the salesperson to do all of the following except _____.
present the client with a referral from another client
Which step in personal selling refers to identifying potential buyers who have the need, willingness, ability, and authority to buy?
prospecting and qualifying
_____ may require less training for salespeople than the other forms of selling.
retail selling
. All of the following are approaches a salesperson could take to handling objections except _____.
return to the SPIN method
Which of the selling activities includes planning the sales presentation, making the presentation, overcoming objections, and trying to close the sale?
selling function
In a sales presentation, Jerry asks the prospect, "What software application are you using to create invoices for your customers"? Jerry is using a _____ question in the SPIN method.
situation questions
Which type of salesperson would most likely work in the consumer packaged-goods (CPG) industry?
trade salesperson
. ______ is an approach to handling objections that focuses on the relative position of dominance, deference, or equality that buyers and sellers put themselves in as a re
Relational communications
The _____ method relies upon asking four specific types of questions during the sales presentation.
SPIN method
The contingency model of salesperson effectiveness explains that the effectiveness of selling behaviors can be explained by all of the following except _____.
SPIN method use