1. Prospecting refers to the process of:

   		identifying unmet needs.
   		developing a social network.
   		developing new products.
   		developing new sales techniques.
   		identifying potential customers.

1. A taxi company's decision to switch from buying gas powered vehicles to hybrid vehicles from the same car manufacturer, is a __________ decision.

   		routinized response buying
   		straight rebuying
   		modified rebuying
   		habitual buying
   		new-task buying

QUESTION 1

1. Need-payoff questions typically reveal:

   		pain
   		discontent
   		concern
   		pleasure
   		ambivalence

1 points

QUESTION 2

1. Prospecting refers to the process of:

   		identifying unmet needs.
   		developing a social network.
   		developing new products.
   		developing new sales techniques.
   		identifying potential customers.

1 points

QUESTION 3

1. A major reason for asking situation questions is to:

   		find out if your message is getting through.
   		quantify how many units the prospect needs.
   		find out if the customer possesses a viewpoint that may be a barrier to closing a sale.
   		qualify the prospect.
   		collect certain basic information at the beginning of the sales presentation.

1 points

QUESTION 4

1. All of the following are actions taken during the need discovery process, except?

   		Ask appropriate questions.
   		Record customer response
   		Acknowledge and summarize customer needs
   		Preplan questions
   		Re-establish relationship if appropriate

1 points

QUESTION 5

1. Altering sales behaviour in order to improve communication with the customer is called:

   		behaviour modification selling.
   		adaptive selling.
   		communication-bias selling.
   		value-added selling.
   		flexible selling.

1 points

QUESTION 6

1. Networking, as it applies to the field of selling, is a method of prospecting:

   		with the telephone.
   		popular only in the telecommunications field.
   		which is seldom used today.
   		which is more common in North America than in the rest of the world.
   		that relies on making contacts with people and profiting from the connection.

1 points

QUESTION 7

1. Harold Timmons is in a position to close a large sale if he conceals certain information that the customer needs to make an intelligent buyer decision. His sales manager encourages him to withhold the information and says "You will not be breaking any law." In this case, the salesperson must be guided by the following ethical guideline:

   		the code of ethics established by the company should guide all ethical decisions
   		caveat emptor
   		the organization's moral tone is established primarily by salespeople who have daily customer contact
   		a salesperson's ethical sense must extend beyond the legal definition of what is right and wrong
   		the customer is king

1 points

QUESTION 8

1. Which of the following is an example of a problem question?

   		"How far do you travel to work?"
   		"Would you like me to explain our warranty plan?"
   		"Do you think this product will meet your needs?"
   		"How do you feel about your current supplier?"
   		"What price would you expect to pay for this service?"

1 points

QUESTION 9

1. Desmond wants to be able to adapt his communication style in order to accommodate the needs of other people. Desmond is:

   		style flexing
   		flexible
   		friendly
   		accommodating
   		style changing

1 points

QUESTION 10

1. People who are highly expressive tend to:

   		hide their feelings.
   		deny they have feelings.
   		be followers.
   		dislike authority.
   		express their feelings freely.

1 points

QUESTION 11

1. Kaitlyn has been described as a "take charge" sales representative. Her style model would be:

   		sociable
   		assertive
   		easy going
   		authoritarian
   		reserved

1 points

QUESTION 12

1. A taxi company's decision to switch from buying gas powered vehicles to hybrid vehicles from the same car manufacturer, is a __________ decision.

   		routinized response buying
   		straight rebuying
   		modified rebuying
   		habitual buying
   		new-task buying

1 points

QUESTION 13

1. Which of the following is true regarding prospecting at trade shows?

   		it is hard to identify prospects
   		it is an expensive method of prospecting because of the trade show fees
   		it is costly because it is hard to close sales for trade show prospects
   		it requires over five sales calls to close a sale from trade show prospects
   		it is easier to identify good prospects and close a sale at a trade show

1 points

QUESTION 14

1. People with Amiable communication-style tend to use __________ to accomplish tasks.

   		power
   		authority
   		friendly persuasion
   		logical arguments
   		bribes

1 points

QUESTION 15

1. "How has the high turnover in your company affected the morale of your employees?" This question best exemplifies which of the following types of questions?

   		Problem questions.
   		Implication questions.
   		Specific situation questions.
   		Confirmation questions.
   		General survey questions.

1. When the salesperson is acquiring background information on the prospect this part of need discovery is also referred to as:

   		quantifying the prospect
   		quantifying the solution
   		qualifying the problem
   		qualifying the solution
   		qualifying the prospect