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WorksheetsMidterm Review
Total questions: 36
Worksheet time: 1hrs 12mins
_____ 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?
Select all the examples of bad data viz.
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.
Bobby is pitching a product. He has spent hours preparing. He is able to describe why his company exist. He can tell how his product solves a problem. He speaks in a low monotone, and he is unable to grab his audiences attention. Which facet of the pitch does he need to improve?
A Viable Solution
A Pressing Problem or Need
Considerable Preparation & Practice
A Compelling Narrative
Which is an example of level-3 feedback?
It sucked. Here is something you can do better.
It sucked. Here is why it sucked. Here is one thing you can do better.
It was great. Here is why it was great.
It sucked.
(a) is defined as the extent of a buyer's confidence in the salesperson's integrity.
Sarah is a new sales representative for an automobile company. She possesses immense knowledge about cars. She is rarely asked a question to which she does not know the answer, and customers seek her advice when making their purchase decisions. Given this information, it is evident that customers most likely seek Sarah's advice because of her (a) .
In a buyer–seller relationship, this trust-building characteristic does the question "Will the buyer like doing business with the salesperson?" address?
(a)
The term _____ refers to a way a salesperson can create product liabilities by giving a product assurance that obligates the selling organization even if the salesperson does not intend to give the assurance.
express warranty
implied warranty
extended warranty
explicit warranty
Which of the following is true of trust-based selling?
It focuses on closing sales quickly and moving on to new customers.
It has been referred to as talking with customers.
It is a one-way process.
It requires salespeople to isolate themselves from the decision-making process of customers.
The question "How efficient if your current staff?" is an example of a(n) (a) question.
Problem questions are
Hypotheses for the pain a company is facing.
A way to quantify the pain a company has.
Normally closed-ended.
The third step in the SPIN method.
While giving a presentation about various insurance policies to a potential client, Robert, an insurance salesperson, asked the client to give him a general idea about his current financial position. The client, however, was unwilling to provide such details to Robert. To avoid embarrassing the client and himself, Robert changed the topic of discussion by asking the client a question about something that he had mentioned earlier. In the given scenario, Robert most likely used a(n) _____ to redirect the discussion.
evaluative question
tactical question
reactive question
probing question
One of the primary causes of salesperson failure is:
Telling your customers what they need instead of asking your customers what they need.
Focusing on benefits instead of features.
Asking for a sale.
the tendency of encouraging buyers to talk.
Which of the following is a reason to use concrete expressions in messages?
Concrete expressions are more memorable than pictures.
Concrete expressions convey a broad general understanding.
Concrete expressions reduce ambiguity.
Concrete expressions are easier to recall as they provide less information to the receiver than their abstract counterparts.
A good powerpoint presentation probably...
Fills each slide with all the information a client might want to read later.
Makes sense even if you are not there presenting it.
Does not make any sense if you are not there presenting it.
Uses 2 slides per minute.
Which of the following nonverbal cues is associated with questions and can often be perceived as reflecting uncertainty?
A quiet voice.
Statements that sound like questions.
Weak handshake.
Tense jawline
In the context of nonverbal communication, a person who is feeling defensive or apprehensive would:
Cross her arms and legs.
Uncross her arms and legs.
Use a low-pitched voice.
Give a weak handshake
Strong Eye Contact
Prospecting is important because...
The lifetime of every customer is infinite.
New customers are the best source of revenue.
New customers are more loyal.
Eventually, all customers will leave, and you will need to replace them.
In the SPIN method of questioning this question is an example of which step:
"If you continue to lose one in every five customers, what will happen to your revenue in a year?"
Situational
Problem
Implication
Needs Payoff
In the SPIN method of questioning this question is an example of which step:
"What is your role in the sales process?"
Situation
Problem
Implication
Needs Payoff
In the SPIN method of questioning this question is an example of which step:
"How often do you catch errors in your process?"
Situation
Problem
Implication
Needs Payoff
When a salesperson has been enthusiastically introduced to a sales lead by another customer, that salesperson has been provided a(n) _____.
A warm lead
A cold lead
A hot tip
A solid referral
Kate is a salesperson for an technology company. Kate believes that the best way for her potential and existing customers to know about her company's products is to spend time talking to her best sales engineers. Of the following, which would most likely be the best method of prospecting for Kate?
Trade Shows
Cold Calling
Inbound Telemarketing
In-person demonstrations
When sending a cold email to a potential customer it is important to...
Add an attachment that explains in detail your plans.
Use a template so that it does not take you much time to send lots of them.
Explain in much detail what you are requesting, and what is in it for you.
Try to keep it brief, and include what's in it for the customer.
Use as much humor as possible.
Using this power phrase often gets other people to fill-in the space and talk more.
(a)
The fastest way for a salesperson to win the respect of a buyer is to:
Remember the names of their pets and children.
Be a friendly person.
Demonstrate expertise.
Offer the lowest prices.
You are set to meet a potential client. She indicated in a prospecting call that she is having a problem with her customers leaving bad reviews. Your company sells a product that helps small business owners improve their customer service. List as many possible problems or pains this small business owner might have so that you can develop a list of problem questions...
(remember the point of problem questions!)
(also, there are no wrong answers here...but A LOT of right ones)
Unlike traditional selling, trust-based relationship selling:
is a selling strategy that focuses on meeting customer needs.
emphasizes developing short-term relationships with customers.
involves a one-way communication from the salesperson to the customer.
is a strategy that focuses on maximizing sales in the short run.
