Question 1 (5 points) Leader selection is important in ethical behavior.

Question 1 options: True False Question 2 (5 points) Organizational culture effect buying process.

Question 2 options: True False Question 3 (5 points) Professionalism does not necessarily involve reciprocity. Question 3 options: True False Question 4 (5 points) FAB technique need to understand to customer perception on benefit.

Question 4 options: True False Question 5 (5 points) B2B sales are less formal than B2C.

Question 5 options: True False Question 6 (5 points) People only buy for rasional way.

Question 6 options: True False Question 7 (5 points) B2C sales decision tasks more routine in nature and relatively less complex.

Question 7 options: True False Question 8 (5 points) Which one is not a step in buying decision ?

Question 8 options:

bargain

recognize a need

collect information

decide to buy

Question 9 (5 points) We should ask close ended question in trial close, because we have limited time to close the sale.

Question 9 options: True False Question 10 (5 points) In B2B sales the personal characteristics people in buying process does not effect the process because B2N sales are more formal process.

Question 10 options: True False Question 11 (5 points) One of the big advantages of trial close is you have opportunity to check that the objections are removed.

Question 11 options: True False Question 12 (5 points) Perception can influence buying decision.

Question 12 options: True False Question 13 (5 points) One of the five ethical considerations faced by sales managers is level of sales pressure.

Question 13 options: True False Question 14 (5 points) Friends cannot influence buying decision because people usually go to shopping alone.

Question 14 options: True False Question 15 (5 points) B2B sales is more time consuming process.

Question 15 options: True False Question 16 (5 points) If you have a great product FAB process turns to FA, because benefit is obvious for everybody.

Question 16 options: True False Question 17 (5 points) Professional salespeople are successful in the long term by..... Question 17 options:

Building relationships

reselling

having long term contracts

none of them

Question 18 (5 points) In B2C buying process involves many individuals, multiple goals, and potentially conflicting decision criteria Question 18 options: True False Question 19 (5 points) In routine decision making people give little thought or time to the routine purchase. Question 19 options: True False Question 20 (5 points) Buyers' hidden mental process is called ............. in sales

Question 20 options:

none of them

BHMP

black box

buyers preferences