Ag Sales MJC test 23

Salespeople are most likely considered knowledge workers because they

• position and layout information in a way that helps buyers understand it

•  gain knowledge of the product before they can sell it

• repeat a script that they are given by their managers

• develop an understanding of the best practices of sales

•  create products themselves before they sell them

Which of the following is LEAST likely a characteristic of a person with a high level of emotional intelligence?

• Self-confidence

• professionalism

• adaptability

• optimism

• empathy

Throughout the sales presentation, it is usually best to

• describe the weakness of competing products frequently

• discuss competing products even if you are unfamiliar with them

• avoid shifting attention away from your product to competing products

• refuse to answer any questions about competing products

• be proactive about discussing competing products

Which influence on buying decisions is defined as a set of characteristics and social behaviors based on the expectations of others?

• reference group

• social class

• role

• culture

• process

Which term refers to a salesperson's brief, cold call opener that summarizes the salesperson's product and company?

• elevator presentation

• sales dashboard

• pipeline speech

• qualifying remarks

• sales blog

 Salespeople are most likely considered knowledge workers because they

• position and lay out information in a way that helps buyers understand it

• gain knowledge of the product before they can sell it

• repeat a script that they are given by their managers

• develop an understanding of the best practices of sales

• create products themselves before they sell them

Which of the following statements concerning selling in England is true?

• The British consider it rude to discuss business after the business day

• You should expect a quick decision on the part of the client

• The British appreciate very informal introductions

• Critiquing the competitions offering is acceptable

• The British tend to be very expressive and casual

A buyer's resistance to a sales person product is usually caused by:

• The salesperson failing to negotiate well

• another product satisfying their buyer's needs

• friends and acquaintances recommending the product

• the product's advanced stage in the product lifestyle

• the product's price being equal to the buyer's current product

Which type of consumer buying situation requires very little consumer involvement and brand difference's are usually insignificant?

• Habitual buying decision

• straight rebuy decision

• complex buying decision

• modified rebuy decision

• partner buying decision

The "feel-felt-found" method is used in conjunction with which of the following?

• Indirect denial

• Direct denial

• Trail offer

• Superior benefit

• Demonstration