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WorksheetsProfessional Selling - Unit 2 Exam
Total questions: 25
Worksheet time: 13mins
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
A potential buyer will spend more time gathering information in which type of purchasing decision?
Straight rebuys
Modified rebuys
Repetitive rebuys
New tasks
Needs which represent the desire for personal development and information are called?
Knowledge needs
Functional needs
Social needs
Psychological needs
A salesperson's best chance for making a sale is to get involved with the buyer when they are in the ______ stage of the buying process.
recognition of need
acquisition of proposals
search for solution providers
final
Which of the following is the best example of an open-end question?
How many employees to have?
Did you say you are already working with another supplier?
How do you currently assess the performance of your suppliers?
Are you interested in making a purchase today?
Suppose a salesperson is interested in learning how to listen not only to what the buyer is saying but how the buyer is saying it. The salesperson should probably work on his/her what?
Questioning skills
Active listening skills
Serious listening skills
Nonverbal Language Meaning Interpretation Skills
Conveying interest and understanding is the objective of which active listening component?
Implying
Interpreting
Sensing
Responding
In most face-to-face communication, approximately what percentage of meaning is conveyed through nonverbal communication?
Less than 10%
About 50%
Close to 75%
Almost 90%
Relative to consumer markets, business markets are more likely to exhibit:
customers with greater intelligence.
customers with more problems.
higher levels of demand fluctuation.
customers with lower intelligence.
When buyers begin the process of searching for and qualifying potential solution providers, they're likely to use which of the following sources of information?
World Wide Web
Trade associations
Trade publications
All of the above
Carla is in the market for a new copier that, at a minimum, includes sorting and stapling capabilities. For Carla, sorting and stapling are:
evaluative attributes.
"must-have" attributes.
performance attributes.
psychological attributes.
Which is not considered to be a specific communication style?
Assertiveness
Amiables
Expressives
Analyticals
A business organization wanting to increase its interdependence with its suppliers in an effort to reduce risk and increase profitability, may wish to explore the concept of:
supply chain management.
strategic intermediary integration.
strategic intermediary integration.
strategic channel management.
Suppose you are working as a salesperson and one of your prospects tells you they are interested in your product because Fortune 500 companies use it. Which of the following needs is the buye expressing?
Situational needs
Functional needs
Social needs
Psychological needs
The two general categories of attributes making up the two-factor model of evaluation are:
functional and "must-have" attributes.
"must-have" and evaluation attributes.
functional and evaluative attributes.
functional and psychological attributes.
Which of the following is not one of voice characteristics described in the text?
Quality
Frequency
Speaking Rate
Intensity
