Principles of Sales

adaptive selling frequently requires ________: a. complex behavioral adjustments to fit individual customer needs b. changes in pricing and volume discounts c. changes in personal appearance d. complex sales presentation adjustments to accommodate customer requirements e. proposal formats to fit individual customer needs.

a. complex behavioral adjustments to fit individual customer needs

customized ____________ agreements add value to the sale and help protect your business from the competition: a. maintenance and service b. contract c. product features d. volume pricing e. delivery

a. maintenance and service

salespeople who have knowledge of their competitors; strengths and weaknesses are better able to ________: a. meet customers requirements b. emphasize the benefits they offer and add value c. overcome objectives d. become experts in their industry e. meet or exceed marketing and sales objectives

b. emphasize the benefits they offer and add value

written proposals can be defined as a specific plan of action based on the facts, assumptions, and supporting documentation included in the ___________: a. strategy section b. sales presentation c. schedule d. objective e. budget and overview

b. sales presentation

_______ the customer's preferred communication style can enhance sales performance: a. preparing for b. compensating for c. adapting to d. ignoring e. reacting to

c. adapting to

its a challenge to _________ when the salesperson has one style of communication and the customer has another syle: a. establish product requirments b. agree to a product solution c. establish rapport d. negotiate e. get the customer to agree to a contract

c. establish rapport

a salesperson whose product knowledge is complete and accurate is better able to ___________: a. increase the customer's willingness to pay premium prices b. increase the size of their average order c. meet and exceed customer expectations d. close more sales e. get repeat business

c. meet and exceed customer expectations

___________ is ranked as the number-one characteristic of salespeople who are able to build a customer's trust: a. selflessness b. charisma c. product knowledge d. respectfulness e. resourcefulness

c. product knowledge

_________ empowers a salesperson with information essential to continue a relationship: a. networking with other professionals b. project manager software c. marketing research d. customer relationship management (CRM) software e. the internet

d. customer relationship management (CRM) software

the positioning process must be continually configured and custom fitted by the salesperson to match each __________: a. customer's general wants and needs b. vendor's general and future needs c. customer's general and future needs d. customer's specific wants and needs e. customer's assumed wants and needs

d. customer's specific wants and needs

which of the following is the communication-style model that has a tendency to control or prevail over others?: a. decisiveness b. competitiveness c. submissiveness d. dominance e. sociability

d. dominance

It's necessary to _____________ in order to create the most productive relationship: a. remember that individual communication style differences are not important b. recognize that communication style is not restricted to a way of thinking and behaving c. believe that individual style differences tend to be unstable d. get in sync with the communication style of the people you work with e. maintain anonymity at all times

d. get in sync with the communication style of the people yoju work with

a _____ plan emphasizes becoming a product expert, selling specific benefits, and configuring value-added solutions: a. strategic b. prospecting strategy c. marketing d. product strategy e. product development

d. product strategy

a _______ is a well-conceived plan that emphasizes a product expert, selling specific benefits, and configuring value-added solutions: a. marketing plan b. product development strategy c. prospecting strategy d. product strategy e. product development strategy

d. product strategyd. product strategy

sales performance can be enhanced by _________ the customer's preferred communication style: a. ignoring b. compensating for c. adjusting for d. reacting to e. adapting to

e. adapting to

using _________ can be especially helpful when preparing to talk with someone with a specific communication style: a. social media sites such as LinkedIn or Facebook b. cloud-based calendaring and reminder software c. project management software d. an excel spreadsheet e. customer relationship management (CRM) software

e. customer relationship management (CRM) software

which of the following terms refers to the collection of beliefs, behaviors, and work patterns hed in common by people employed by a specific firm?: a. ethnicity b. human resources c. workplace environment d. comradery e

e. organizational culture

many _________ are lost because salespeople fail to communicate effectively: a. supervisors b. employees c. factories d. products e. sales

e. sales

the second "most destructive" habit that undermines the sales experience is ___________: a. the sales person's lack of knowledge of pricing structures b. lack of knowledge about international business principles c. lack of familiarity with the purchasing decision maker's company d. inadequate sales and presentation training e. the salesperson's lack of knowledge about either products or competitors

e. the salesperson's lack of knowledge about either products or competitors