DIP SALES (G-375) WQ-9

Which of the following is FALSE about the sales force composite technique?

• Information is almost readily available

• These individual's are knowledgeable about the firm's product

• The information they ascertain is unlimited and can be used to make general decisions

• Obtaining information using this technique is cheap

Total Customer Benefits Includes

• product benefits

• service benefits

• image benefits

• all of above

Customers lifetime purchases that generate net present value of future profit streams is called

• customer lifetime value

• customer purchases value

• customer cost incurred

• customer relationships

The most important way to maintain customer loyalty is

• listen to customers' concerns

• disregard customers choices

• not care about customers

• get as many customers as possible

Individuals coming together to achieve goals that they might not be able to achieve separately.

• Delegation

• Collaboration

• Development

• Recruitment

Verbal communication is:

• sending and receiving wordless messsages

• exchange of information using words

• eye contact

• environmental

_____restrictive questions are those that can be answered very briefly, often with a simple yes or no.

• Closed-ended

• Open Ended

• Leading

• All of the above

Before entering into a serious negotiation, what should you do?

• a) Nothing - everything can be done on the day

• b) Go to the library and read up about negotiating

• c) Research the other person to find out their needs, strengths and weaknesses

• d) Have a big meal and get a good night's sleep

Which of these is a common negotiation mistake?

• a) Being open-minded

• b) Checking all the facts before making a decision

• c) Rushing into making a decision

• d) Listening to the other person

The ________ step of the professional selling cycle is negotiating resistance and objection:

• a) Fifth step

• b) Second step

• c) seventh

• d) Non above