True/ False and Multiple choice questions

course code: MKT2320

course title: Professional Selling

1. Personality has an influence on a person's perceptions, attitudes and beliefs but has no influence on their buying behaviour.

True or False

2. The categorical imperative of Immanuel Kant prescribes a universal law of morality. a) True b) False c) Only in specific circumstances d) None of the above

3. The stimulus-response model of buyer behaviour is: a) None of the above b) Ethics-centric c) Data-centric d) Dependent on elimination of cultural barriers

4. Whistleblowing, as in the case of Edward Snowden, is always a desirable trait in a sales professional. True or False

5. Alexandra is currently at Best Buy looking for a gift for her boyfriend who is a tech enthusiast. The salesperson helping her out must focus on the needs and wants of Alexandra in order to make a successful sale.

a) Only partly true b) False c) True d) Only partly false

6. Social factors, psychological factors and personal factors are the three major influences on buyer behaviour.

True or False

7. Nonverbal communication in selling is very different in Dubai , relative to what we see in the Western world .

True or False

8. A sale is always made made once the prospect states an intention to buy

True or False

9. The 'black box' in selling is akin to an internal database r information

True or False

10. Selling is a highly lucrative profession, but requires extensive training and orientation. True or False