Which of the following is a positive method for dealing

29 Jun Which of the following is a positive method for dealing

Question
Question 1

Which of the following is a positive method for dealing with price issues during the business proposition phase?

The product costs $5,000.

Your rate will be only prime plus two.

You can pay the total price over a series of months.

How much would you like to pay us every month?

We’ll take off $6,000 to trade in your used car.

4 points
Question 2

Stage Technologies is a London-based company that supplies engineering solutions for the entertainment industry. It has helped the boy-band Westlife make a flying entrance onto stage and provided stage-rigging packages for Princess Cruise vessels. The company was established in 1994 after a couple of production designers decided that the automation of theater productions could be done more safely and more efficiently by using modular production rather than the old “build-as-needed” formula. The company installs wenches, stage lifts, and other equipment commonly used in stage productions. The equipment is designed so it can be operated from a single console without awkward or heavy lifting. Both opera companies and theaters see the benefit of such a system, but many are reluctant to buy because of perceived costs. John Hastie and Mark Ager, the company’s best salespeople, must design sales presentations that address these concerns.

What kind of a close would Ager be using if during the presentation, he asked, “Would you want the control module in the orchestra pit or behind the curtains?”

Assumptive

Standing-room-only

Minor-points

Technology

Balance-sheet

4 points
Question 3

Routing refers to the travel pattern the salesperson uses in working his territory.

True

False

4 points
Question 4

A seller who seeks to determine if a customer is satisfied and has future needs is most likely engaged in:

customer satisfaction.

transaction selling.

transfer pricing.

relationship selling.

technology selling.

4 points
Question 5

Which method aids a salesperson to turn an objection into a reason to buy?

Boomerang

Postpone

Deny

Compensation

Forestall

4 points
Question 6

_____ is a quantitative technique for determining the level of sales at which total revenues equal total costs.

The sales response function

Equilibrium analysis

Profit allocation

Break-even analysis

The ELMS approach

4 points
Question 7

A good relationship with the client can be maintained if the:

client takes full control.

client outdoes the salesperson.

salesperson outdoes the client.

salesperson changes the client’s mind on issues.

roles and expectations of each person are defined.

4 points
Question 8

A buying signal is defined as anything the prospect says or does to indicate readiness to buy.

True

False

4 points
Question 9

Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. According to the company’s leading salesperson, Peter Austin, “We have lots of repeat corporate customers as a result of the importance we place on getting the hampers out on time and filled with the right products.” Peter Austin is extremely successful and the major reason for his success is the way he handles objections. He believes that effectively handling objections is the key to success in a sales profession. Today he is calling the CEO of Diamonite to make an important sales presentation. Austin is confident of handling the objections as he has prepared for the call.

Later during the presentation, the CEO said, “Our customers don’t expect us to give them presents.” The CEO:

created a situation in which Austin should use the showmanship preapproach.

used the no-need objection.

is uncomfortable with forestalling.

recognizes Austin’s use of the sequential-yes close.

used the postponing objection.

4 points
Question 10

The salesperson who tells the prospect, “Since the cost of this line of plastic utensils will increase next week, can I place your order for the product today?” is using the standing-room-only close.

True

False

4 points
Question 11

According to the text, wasting time during the sales call by involving in small talks is a deadly sin of business selling.

True

False

4 points
Question 12

A proof statement can be used when letting a third party respond to an objection.

True

False

4 points
Question 13

Which of the following is one of the “seven deadly sins of business selling”?

Over planning

Unlimited optimism

Timidity

Thoroughness after the sale

Strong product knowledge

4 points
Question 14

As the salesperson hands the retail store buyer the sunglasses, he asks, “You like the fit, the color, and how these glasses darken, right?” What the salesperson said is an example of the _____ close.

summary-of-benefits

alternative-choice

minor-points

assumptive

assertiveness

4 points
Question 15

A professional salesperson should abstain from blaming the competition in front of the customer.

True

False

4 points
Question 16

The most commonly postponed objection is the _____ objection.

source

forestalling

no-need

product

price

4 points
Question 17

The ELMS system:

is used by the home office not by the individual salesperson.

classifies prospects according to how and when they were qualified.

classifies accounts to extra-large, large, medium, and small accounts.

categorizes according to geographic location relative to the home office.

classifies according to time spent on average with each buyer.

4 points
Question 18

Before making a close, the salesperson should put away all visual aids since they will distract the prospect.

True

False

4 points
Question 19

It is said that “The customer is always right.” But according to the text the customer is wrong when:

demanding fast delivery of a product.

requesting a refund for damaged goods.

lodging an unfounded complaint.

asking for a manufacturer’s discount.

requesting terms that harm the seller.

4 points
Question 20

The price-value formula:

tries to translate features into advantages and advantages into benefits.

is the answer to “your price is too high” objection.

is a description of the buyer’s thinking process and an explanation of why price objection is heard so often.

connects cost, value, and price. Cost and price can vary but value cannot.

is generally used when the buyer is convinced that the buying the product is a good deal.

4 points
Question 21

Which of the following activities is NOT an appropriate thing to do while you, the salesperson, are waiting to see a buyer?

Asking the secretary how soon the buyer will be available.

Reading a magazine to clear your head and relax.

Organizing materials for the sales presentation.

Completing call reports that you will send to your boss.

Studying promotional material prepared by your marketing department.

4 points
Question 22

The most productive number of calls to make on an account is reached when additional calls do not lead to additional sales.

True

False

4 points
Question 23

Which of the following is true regarding the summary-of-benefits close?

It is infrequently used by salespeople.

It aims at a specific prospect’s personality.

It cannot be used easily as it involves a complex process.

The SELL sequence and FAB statements can be utilized.

It is not a straightforward method to close an industrial sale.

4 points
Question 24

The most important ingredient in building a lasting friendship is perseverance.

True

False

4 points
Question 25

Sales objections should be welcomed.

True

False