Professional Selling - Unit 2 Exam

Which of the following best describes derived demand?

• Demand derived from consumer markets.

• Demand derived from business markets.

• Demand derived from intermediaries.

• Demand derived from the demand for another product.

The adapt questioning system is similar to the SPIN questioning system in that:

• Both questioning systems include a sequential set of questions.

• Both questioning systems seek to uncover needs.

• Both questioning systems seek to stimulate the buyer's interest in solving uncovered problem.

• All of the above are correct.

RFP is an acronym for:

• Request for partners.

• Request for proposals.

• Request for problems.

• Ready for a proposal.

Linda is an administrative coordinator who relies on computers to complete her work. Linda is often asked to serve as a member of the buying team when her company is making bulk computer purchases. Which of the following buying team roles is Linda most likely to be filling?

• Initiator

• Influencer

• User

• Agent

Salespeople need to possess effective trust-based sales communication skills so that they:

• Can do a better job of asking for the order.

• Are better able to identify buying needs and accurately convey proposed solutions.

• Are better able to communicate to the selling organization.

• Have an advantage over their customers.

The cognitive process of actively sensing, interpreting, evaluating, and responding to the verbal and nonverbal messages of present or potential customers is called:

• listening

• social listening.

• communication.

• active listening.

Which of the following is not one of the ten keys to effective listening?

• Evaluates and judges the message as it is being communicated.

• Listens for central themes.

• Interprets color words but does not get hung up on them.

• Actively looks for opportunities of common interest.

Which of the following best describes the purpose of trust-based sales communication?

• To seek the buyer's agreement.

• To seek the buyer's commitment.

• To obtain an order from the buyer.

• To seek common understanding between the buyer and seller.

Which of the following is the most common categorization of buyers?

• Consumer market and end user market.

• Business market and intermediaries.

• Consumer market and business market.

• Government market and business market.

Which of the following is not a member of the buying team?

• Initiator

• Agent

• Gatekeeper

• Purchaser