Natural barriers such as desks or counters often mitigate which of the following potential violation of physical space? A) territorial B) communal OC) social D) personal E) public During the information evaluation stage of the consumer buying decision process, which one of these questions would not help the salesperson to effectively close a sale? OA) What product attributes are important in the buying decision-price, quality, service? B) What are the least important attributes? C) What are the prospect's attitudes toward your products? D) What level of satisfaction is expected from buying the product? E) What are the prospect's attitudes toward your competitor's products? Salespeople help their prospects make the choice to buy or not buy a product. What must salespeople understand in order to help the customer make the correct choice? A) the various factors that can influence a buyer's decision B) how to encourage customers to experience purchase dissonance C) the material taught in advanced psychology classes OD) all that is involved in the psychological processes a buyer goes through in making a purchase decision E) there is no logical factor which influences the buyer's decision Rita sells insurance for home owners and renters. Every weekend she goes out looking for moving vans and people unloading U-Haul trucks. She writes down the addresses of those who seem to be moving in. Every Monday she calls the list she gathered during the weekend and asks if they are interested in insurance. What method of prospecting is Rita using? A) centre of influence B) observation C) networking D) pre-approach E) endless chain Patricia is analyzing customer interaction data gathered from her company's website to better understand the customers' needs and use the information in her sales process. Patricia is involved in: A) Social selling B) Lead scoring OC) Prospecting on the web OD) Pipeline management E) Social listening Which of the following is not an example of a traditional need? OA) Transportation B) Water OC) C) Food D) Interaction with others E) Self-fulfillment Which of the following is true? A) The latest version of CRM software will make sales people obsolete B) Technology will improve the advisory role of salespeople c) Technology, particularly social media, will not impact the effectiveness of C sales people Web 2.0 will limit a salesperson's ability to engage customers efficiently and effectively D) E) The use of smartphone apps in selling will be limited to direct end users Which one of the questions might a salesperson not ask the members of the buying centre in order to determine their buying needs? A) What are the steps in the buying process for your firm? B) What budgets and timelines have been identified for this project? C) What are some of the competitive products have your team looked into? D) Who are the members of the buying team? E) What are your expectations of the company that you choose for this project to work with