Question $11\mathrm{.}25$ pts

$\_\_\_\_\_$ means companies are selling products or services to another company rather than selling directly to the ultimate consumer.

Group of answer choices

Institutional markets

Profit$-$driven businesses

Traditional business organizations

B$2$C buying

Financially$-$influenced markets

$$

Flag question: Question $2$

Question $21\mathrm{.}25$ pts

This is the step where a salesperson may need to overcome objections, or the reasons why the customer may not want to choose hers as the company of choice.

Group of answer choices

requesting proposals

developing the specifications

evaluating proposals

searching for appropriate suppliers

making the buying decision

$$

Flag question: Question $3$

Question $31\mathrm{.}25$ pts

Which of the following about FAB is false?

Group of answer choices

Benefits speak emotionally to customers in a way that rational facts cannot.

Though FAB helps you appeal to a customer$$s rational buying behavior, it cannot help you appeal to a customer$$s emotional buying behavior.

You probably use FAB sometimes without even realizing it$.$

FAB works because customers want to know what a product or service will do for them$$not just what it is made of$.$

FAB is a way of thinking like your customers.

$$

Flag question: Question $4$

Question $41\mathrm{.}25$ pts

Which of the following observations is false?

Group of answer choices

Use your online portfolio as a way to sell yourself on your r$$sum$.$

It is not always necessary to bring your portfolio to an informational interview.

Your online portfolio should include all the elements that are included in your offline portfolio.

A portfolio is an excellent visual tool that makes your FAB message come alive for your prospective employer.

Your professional Web site should be exactly that$$professional$.$

$$

Flag question: Question $5$

Question $51\mathrm{.}25$ pts

Best Buy has a space in each store dedicated to Apple computers. The relationship between Best Buy and Apple can be described as a business partnership in which both parties have something at risk and have something to gain. This is called $\_\_\_\_\_.$

Group of answer choices

value proposition

physical restructuring

an open business

a strategic alliance

vertical integration

$$

Flag question: Question $6$

Question $61\mathrm{.}25$ pts

A product or service that is already being purchased, but where the specifications are changed is called a$($n$)\_\_\_\_\_.$

Group of answer choices

new$-$task buy

straight rebuy

typical rebuy

modified rebuy

standard rebuy

$$

Flag question: Question $7$

Question $71\mathrm{.}25$ pts

Shawna Wilson, a financial advisor at Freedom Financial, has learned to view $\_\_\_\_\_\_\_\_\_\_\_$ as opportunities to further understand and respond to her customers$$ needs.

Group of answer choices

approaches

follow$-$ups

pre$-$approaches

objections

prospects

$$

Flag question: Question $8$

Question $81\mathrm{.}25$ pts

If you want customer information that is location$-$specific $\_\_\_\_\_.$

Group of answer choices

you can look up the SIC code

you can look up the NAICS code

ask your friends and family

your ideal customer profile will not be very helpful

check out your local chamber of commerce listing

$$

Flag question: Question $9$

Question $91\mathrm{.}25$ pts

Which of the following about existing customers is false?

Group of answer choices

Salespeople who make an effort to deliver excellent customer service, during and after a sale, know the secret that some of their best prospects are the customers they already have.

It costs five times more to retain an existing customer than to attract a new one.

To keep and develop your existing customers, service them, live and breathe in their world, understand them, and anticipate their needs, and you will succeed in sales.

Your best new customers are your existing customers.

One of the keys to retaining your best customers is to keep in touch with your customers$$ needs and update your solutions as their needs change.

$$

Flag question: Question $10$

Question $101\mathrm{.}25$ pts

The final step of the process in which the salesperson assures customer satisfaction and maintains customer relationships is $\_\_\_\_\_.$

Group of answer choices

the post$-$approach

the close

the follow$-$up

the trial close

cold calling

$$

Flag question: Question $11$

Question $111\mathrm{.}25$ pts

Creating a buyer persona should take place during which step of the selling process?

Group of answer choices

presentation

pre$-$approach

approach

prospecting and qualifying

handling objections

$$

Flag question: Question $12$

Question $121\mathrm{.}25$ pts

A$($n$)\_\_\_\_\_$ plan is a specific plan of approach for each customer.

Group of answer choices

pre$-$approach

action

SMART

lead

value proposition