MAR 3400 - Chapters 1-7 Quiz Questions

In the article, there was the idea of thinking ABP. The LESSON in this "Think ABP" statement is: A. that successful salespeople should consistently focus on finding new prospects. B. "Always Be Purging" your prospect list to make room for new leads. C. that successful salespeople are always thinking of new ways to convince prospects to buy. D. that ABP means "Arrive Before the Prospect," which is a modern form of "the early bird gets the worm." E. that salespeople should "Always be Selling" and prospecting is something that should be done by others in the company.

A.

In the video "Ethical Behavior in Sales," two effects of unethical behavior were discussed. These are: A. Damage to you personally and damage to your reputation/career. B. Being arrested and loss of sales. C. All of these. D. Divorce and loss of friends. E. pain and death.

A.

In this set of videos, what was stated as the guiding principle a company should follow when a disagreement arises? A. Put the client's interest first. If they trust you, you can find a balance between both of your interests. B. Find the middle ground between client and company interests, but never be willing to sacrifice anything. C. None of these are correct. D. Put the company's interests first, because the company needs to continue to be successful. E. Try arm wrestling to resolve it.

A.

LinkedIn gives you a URL for your personal profile that you can customize. A recommendation for customizing your LinkedIn URL was: A. make your name part of the URL so it comes up in searches. B. make it something funny or memorable so you will stand out from the crowd. C. It's best not to customize your LinkedIn URL because it will break the link. D. These were all recommendations. E. Put something popular in your URL like a celebrity or musician's name.

A.

Two forces were mentioned as to why buyers move off the "status quo." These forces are: A. To address a particular problem or pain or to take advantage of an opportunity. B. A change in management or a change in internal processes. C. A salesperson's prompting or the order from someone up the chain. D. The desire for more or an inability to act quickly. E. None of these.

A.

Which of the following is NOT part of Paycom's security? A. Paycom never collects nor uses social security numbers to identify employees. B. Paycom uses security questions to identify users that login from new locations. C. Paycom has firewalls to protect their systems and networks. D. Paycom can allow companies to set a password-expiration policy. E. Paycom uses IP filtering to prevent unauthorized access.

A.

In one video, it was said that buyers usually need how many contacts to decide to buy a product? A. None of these. B. Four or more. It takes time for them to make up their mind. C. Follow the rule: three strikes and they're out. D. Two is sufficient. If they haven't made up their mind by then, they are probably not interested. E. One is enough. You don't want to waste you time with people that aren't interested.

B.

In the article "The Human Side of Selling," the idea of a service-focused perspective for sales was mentioned. This was explained as: A. selling only service type products. B. None of these are correct. C. giving everything to your client with no expectation of a return. D. always greeting customers with a smile and offering a refreshment. E. only sell in the medical or hospitality industry.

B.

In the video "Why Buyers Buy," there was a problem with today's sales reps that was mentioned. What was the problem? A. Sales reps fail to prepare enough product knowledge, causing them to lose the opportunity since today's buyers are more knowledgeable about the product. B. Sales reps get so excited about their product/service that they often focus too much on what they're selling and not enough on who they're selling to. C. Sales reps can show the customer too many emotional benefits associated with purchasing their product/service and not enough cognitive benefits. D. None of these are correct. E. All of these are correct.

B.

In the video about entertaining clients, which of the following best practices was mentioned? A. Know the difference between entertaining and socializing. B. All of these were mentioned as best practices. C. Establish expectations with the prospect. D. Set time and budget limits. E. None of these were mentioned.

B.

What can employees (not the employer) do with Paycom's self service app? A. They can change tax laws. B. They can view schedules, time sheets, and benefits. C. They can trade on the stock market. D. They can pay themselves. E. Employees can do all of these things.

B.

When it comes to the image you project as a salesperson, which of the following was mentioned as a good guideline? A. Wearing flashy and bright colored clothes will help to attract attention. B. Maintain good eye contact throughout a handshake. C. Always be dressed casually so you don't make your customers uncomfortable. D. Wear an expensive watch so your customer understands how much you value their time. E. The more jewelry you wear the better.

B.

Which of the following can turn a cold call into a warm call? A. State key statistics. B. Use a referral. C. All of these. D. Mention a superior benefit. E. Provide just enough information to get them to warm up to you.

B.

During the definition stage of the buyer's journey, the buyer is exploring potential solutions. One of the potential issues mentioned that the buyer faces during this phase is: A. Salespeople not having a "winning" attitude. B. An inability to manage time well. C. Having too much information. D. Salespeople entering a meeting empty-handed. E. All of these.

C.

In the video "Succeeding in the New World of Sales," one of the ways selling has changed is: A. No more blindly following a script. B. A majority of your prospects have researched your company and/or product before you talk to them. C. According to the video, all of these are ways selling has changed. D. You cannot just be a walking brochure. E. None of these are correct.

C.

In this set of videos, what was stated as the secret to being a great salesperson? A. All of these. B. Use only positive language to achieve a positive outcome. C. Find buyers that want to buy. D. Use the secret step in the sales process. E. 10 and 2, that is, only sell between 10am and 2pm.

C.

One of the videos said that, over time, the IRS penalizes _______ employers for payroll errors. A. 1 out of 10,000 B. 10 out of 100,000 C. Nearly 1 out of 3 D. Fewer than 1 out of 50,000

C.

Which of the following statements is true? A. All of these are true. B. Prospecting should only be done when you have run out of things to do. C. Focus your time and effort on leads that offer the most value for you and your company. D. If one has a good product, a salesperson does not need to prospect because new clients will come to you. E. Prospecting is hard work and not worth the effort.

C.

Which of the following was NOT mentioned as a reason that ethical companies entertain customers and prospects? A. You can't fool me. All of these answers were mentioned. B. Entertaining allows customers and salespeople to engage on a more personal level. C. Entertaining makes prospects feel indebted to the salesperson and feel guilty enough to make a purchase. D. The expense is an investment in relationship-building activities outside of the office. E. You can use entertaining to strengthen a relationship with a customer.

C.

As stated in one video, the MOST powerful form of generating leads is: A. Cold calls B. Social networking C. Face-to-face networking D. Referrals E. Social media networking

D.

One of the videos discussed challenges that sales reps face today. Those challenges involve: A. Salespeople being required by their sales managers to only do what the most successful reps are doing. B. The sales process changing because of social media and technology. There's no more face-to-face selling, and old reps are having difficulties keeping up. C. The sales process has not changed over the years. Sales reps face the same challenges as they did before. D. The sales environment being more urgent, fast-paced, and competitive today due to immediately available information. Customers want instant communication so you have to be able to respond quickly and effectively. E. Having to sell without knowing your product or customer.

D.

Paycom provides a variety of services to businesses. Which of the following is NOT one of those services? A. HR Management B. Payroll C. Time and Labor Management D. Home Security E. Talent Acquisition

D.

Which of the following ideas was NOT proposed in the video about referrals? A. Find out something personal about the referral, like where they went to college. B. It is not unrealistic to expect over 100 referrals from a client. C. Thank the person giving you the referral. D. Dont put pressure on your clients, if they are happy with your service they will refer you even if you dont ask. E. About one-third of referred prospects that meet with the sales rep will end up as buyers.

D.

Which of the following is an example of an explicit need? A. We are having an issue with retaining employees. B. The computers in our office are too slow and people are complaining. C. Our new sales reps are not hitting their targets but they should be. D. We need a new logistics provider because we do not have enough shipments coming in on time. E. These are all explicit needs.

D.

Which of the following statements is TRUE? A. None of these are true. B. Social media efforts are like a push strategy of communication because all prospects must view what you have posted. C. Salespeople who use social media to prospect will see immediate results from their efforts. D. Social media efforts can foster two-way communication with prospects, which is more valuable than emailing documents to a massive prospect database. E. All of these.

D.

Which of the following was NOT mentioned in the video "Prospecting with LinkedIn Groups?" A. You can join 50 groups for free. B. Joining a LinkedIn group will put you in touch with its members for free. C. LinkedIn groups allow you to follow prospects and learn more about them. D. It is best to be a passive member of a group because contributing to discussions can only annoy potential clients. E. None of these were mentioned.

D.

Which of the following was mentioned as a mistake salespeople make when prospecting? A. All of these were mentioned. B. The salesperson asks too eagerly for the next step in the process. C. The salesperson fails by preparing too much before calling the customer. D. The salesperson dumps too much product information on the prospect. E. Sales reps connect personally with their prospects, forming a relationship that excludes sales.

D.

When working with a gatekeeper, what advice was given? A. The gatekeeper will always be an assistant or receptionist by title. B. Treat the gatekeeper rudely so that they know you're in control. C. All of these. D. Ask the gatekeeper if you can speak to "the boss," because it makes you seem more important. E. Do not get distracted by trying to sell to gatekeepers because they are not your customers.

E.

Which of the following is a benefit that the HR department would get by using Paycom? A. None of these. B. Paycom can ensure your HR practices comply with laws. C. Paycom helps HR with the hiring process and ensures employees are eligible to work. D. Paycom helps HR reduce paper documentation, saving time and money. E. All of these are benefits.

E.

According to one video, which of the following helps others find you on LinkedIn? A. Attaching your resume to your profile. B. None of these. C. Adding multi-colored headlines to gain attention. D. Using keywords that someone may use when looking for someone like you. E. All of these.

D.

Of the following, which member of the buying center is typically the final decision maker? A. The Advocate/Coach B. The Blocker C. The Influencer/Technical Buyer D. The Financial/Economic Buyer E. The Gatekeeper

D.

Before you call a prospect, what questions should be answered? A. What problem do you solve? AND what value do you bring? B. Do they have a need? AND will they listen? C. What knowledge do you have? AND what needs do they have? D. What products do you sell? AND how much do they cost? E. The who, what, when, and where of the sale.

A.

According to one article, which of the following was NOT suggested as a tip for success? A. When using LinkedIn as a tool, have an idea of what you are trying to accomplish. B. When making contact via LinkedIn, use the automatically generated phrases instead of typing your own because people are more familiar with them. C. All of these. D. Only share information that your connections would value. E. Join groups ti stay connected, learn about interests, or keep up with an industry.

B.

As mentioned in one of the videos, a great benefit of a sales career is that: A. Salespeople always get a company car. B. Recognition comes more frequently and with greater intensity than in most other careers. C. All of the answers were mentioned as benefits. D. Salespeople have twice as much free time. E. None of these were mentioned as benefits.

B.