Midterm Review

_____ is an approach to personal selling that assumes that the buying process for most buyers is essentially identical and that buyers can be led through certain intellectual steps in the buying process.

• Stimulus response selling

• Consultative selling

• Mental states selling

• Need satisfaction selling

Too many sales people focus on features. Instead they should focus on (a)   (one word, plural).

In the context of the trust-based sales process, which of the following is an essential part of initiating customer relationships?

• Refraining from the decision-making processes of customers

• Pushing products to customers

• Earning customer commitment

• Assessing the situation of prospective customers

Remember the 30-20-10-1 rule, which is the best slide?

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Select all the examples of bad data viz.

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Scott believes that his customers buy products and services to satisfy a particular desire or a set of desires. He makes an extensive effort to figure out what his customers' requirements are and then helps them meet these requirements. He uses a selling approach that focuses on his customers rather than on himself. In this scenario, Scott most likely uses _____.

• need satisfaction selling

• mental states selling

• transaction-focused traditional selling

• continued affirmation selling

Recall the STAR method for interviewing. What does the "R" stand for?

• Review what you told them.

• Repeat the action you took.

• Reveal your reasons for taking an action.

• Results, tell them the results.

Recall the STAR method for interviewing. What does the "T" stand for?

• You explain the "task."

• You give them "time based" goals.

• You "tell" the truth.

• You "teach" the result.

Which is an example of a SMARTASS goal?

• I want to be a better brother. My wife will hold me accountable. And I will check in on her goals. If I hit my goal, I will eat pizza.

• I want to be 10% better at golf. My wife will hold me accountable. And I will check in on her goals. If I hit my goal, I will eat pizza.

• I want to hit a golf ball 300 yards by May 1, 2022. My wife will hold me accountable. And I will check in on her goals. If I hit my goal, I will eat pizza.

• I want to hit a golf ball 4 miles by May 1, 2022. My wife will hold me accountable. And I will check in on her goals. If hit my goal, I will get pizza.

In the 30-20-10-1 presentation rule, what does the 30 stand for?

• Use "30 pt" font or larger.

• You should always prepare for a "30 minute" presentation.

• You should always have more than "30 slides."

• You can have up to "30 ideas" on one slide.