22-23 PrinA MKTG HS U4L5 Selling

Which of the following statements is most true of order-getting salespeople?

• They seek out possible buyers and use an organized, creative approach to present messages.

• They focus on completing sales accurately and courteously.

• Their role is a less expensive kind of selling than order taking.

• They call on buyers further down the marketing channel than their company's own customers.

Why might a company that sells advanced lighting systems include a technical specialist on its sales teams?

• To call on buyers further down the marketing channel than the company's own customers

• To provide deep knowledge about the product and how it can help customers

• To focus on completing sales accurately and courteously

• To deliver selling that is less expensive but involves good human relations skills

A salesperson may sell from a distance except when it involves _____.

• contacting people through email messages

• contacting people through telemarketing

• contacting people who have opted out of receiving sales messages

• letting customers place orders on a company's website

Identifying people who might have the desire and ability to buy is called _____.

• approaching

• order taking

• closing

• prospecting

A start-up company decides salespeople should visit college campuses to persuade students to try a new party game. The company realizes that selling time is short and the salespeople are relatively inexperienced. Which presentation method is likely to be most effective?

• Consultative selling

• A prepared sales presentation

• Formula selling

• Telemarketing

During a presentation, a prospect says, "I like the product, but I won't buy unless it comes with free delivery and installation." What

would be the most effective technique for answering this objection?

• Try to meet the condition or find a way to make the deal agreeable without it

• Try to improve the selling process

• Provide the information that the prospect seems to be missing

• Treat this objection as an unexpected and unnatural part of the selling process

Which of the following is an example of an activity in the follow-up stage of personal selling?

• Making it easy to reorder supplies

• Trying to meet a prospect's conditions

• Helping a prospect arrive at a purchase decision

• Treating a prospect's concerns as a natural part of the decision process

Salespeople who work on deals for constructing office buildings and shopping centers read magazines like Construction Today and

Constructor Magazine. What kind of knowledge are they developing this way?

• Knowledge of buyer behavior

• Business knowledge

• Industry knowledge

• Account maintenance knowledge

Which of the following statements is a fact about buyer behavior?

• People are born with unchanging attitudes toward a product.

• Messages about product benefits have more impact than messages about product features.

• People buy based on real needs, not how a product will affect other people's opinions of them.

• Salespeople should know which products are most profitable and how well products are selling.

A pleasant smile, eye contact, and a firm handshake are examples of _____.

• consultative selling

• probing

• crafting a logical argument

• nonverbal communication