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    Your Results For: "Multiple Choice Questions"

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    jayant bansal
    The document summarizes the results of a multiple choice test on a sales management textbook. The test taker answered 27% of the questions correctly, getting 4 out of 15 questions right. The summary provides an overview of the test taker's performance on the multiple choice questions about key concepts in sales management.

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    Your Results For: "Multiple Choice Questions"

    Uploaded by

    jayant bansal
    489 views4 pages
    The document summarizes the results of a multiple choice test on a sales management textbook. The test taker answered 27% of the questions correctly, getting 4 out of 15 questions right. The summary provides an overview of the test taker's performance on the multiple choice questions about key concepts in sales management.

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    The document summarizes the results of a multiple choice test on a sales management textbook. The test taker answered 27% of the questions correctly, getting 4 out of 15 questions right. The summary provides an overview of the test taker's performance on the multiple choice questions about key concepts in sales management.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    489 views4 pages

    Your Results For: "Multiple Choice Questions"

    Uploaded by

    jayant bansal
    The document summarizes the results of a multiple choice test on a sales management textbook. The test taker answered 27% of the questions correctly, getting 4 out of 15 questions right. The summary provides an overview of the test taker's performance on the multiple choice questions about key concepts in sales management.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 4

    Your Results for: "Multiple Choice Questions" Print this page

    Book Title: Sales Management in Canada Summary of Results


    Book Author: MacKenzie
    27% Correct of 15
    Scored items:
    Location on Site: Chapter 6 > Study Guide > Multiple Choice Questions 4 Correct:
    27%
    Date/Time Submitted: July 6, 2021 at 8:22 AM (UTC/GMT) 11 Incorrect:
    73%

    More information about scoring

    1. The consultative selling approach is based on the sales person:

    Your Answer: Assessing customer needs early in process

    2. A salesperson's personal selling philosophy is, in part, based on:

    Your Answer: Adopting a marketing concept

    3. The biggest factor that has caused the strategic / consultative selling model to evolve is:

    Your Answer: Increased number of services


    Correct Answer: The requirement to increase emphasis on customer needs

      The requirement to increase emphasis on customer needs. This factor is the centrepiece of today's seller / buyer interaction and becomes
    the key differentiating factor for a selling organization. See page153.

    4. The product strategy element of the Strategic / Consultative Selling Model is most importantly based on:

    Your Answer: Being able to adjust prices for your products


    Correct Answer: Understanding how to create value-added solutions for customers.
      Understanding how to create value-added solutions for customers. See page 155.

    5. In today's highly competitive selling environment, a successful salesperson must absolutely master:

    Your Answer: Citing product features from memory


    Correct Answer: Being a skilled influencer and negotiator

      Being a skilled influencer and negotiator - one of the six hats / competencies a salesperson must have. See page 154.

    6. The main reason pre-call planning has been described by many sales managers and sale representatives as the most important of 14
    selling skills is:

    Your Answer: It takes very little time yet has a significant impact
    Correct Answer: It generates specific industry, customer, and competitor knowledge and sets objectives to guide the entire sales
    process

      It generates specific industry, customer, and competitor knowledge and sets objectives to guide the entire sales process. See page 158.

    7. A key determining factor to decide on the correct sales call objective is:

    Your Answer: The number of competitors in the market


    Correct Answer: The progression of the sales call activity (first, second, third call)

      The progression of the sales call activity (first, second, third call). See page 159.

    8. A key to the approach stage of the selling process is:

    Your Answer: Avoid eye contact in the first few minutes


    Correct Answer: Establish a connection with the customer through some relevant observations
      To establish a connection with the customer through some relevant observations. See page 160.

    9. The #1 benefit of the need discovery phase of the selling process model is:

    Your Answer: It builds trust


    Correct Answer: It establishes a need in the prospect's mind

      It establishes a need in the prospect's mind. See page 161.

    10. After agreeing on the customer's needs, your customer tells you he isn't sure your product is the best solution for his company's need.
    What type of question should you use to deal with this situation?

    Your Answer: Open question


    Correct Answer: Need-satisfaction question

      Need-satisfaction question to help the buyer recognize how your product will solve his buying problem. See page 162.

    11. A key aspect of the "cluster of satisfactions" illustrated in Exhibit 6.5 is that:

    Your Answer: The product cluster should be positioned before the company cluster
    Correct Answer: The cluster of satisfaction often changes based on the buying centre role. See page 165.

      The cluster of satisfaction often changes based on the buying centre role. See page 165.

    12. The toughest sales presentation to plan and execute is the:

    Your Answer: Demo presentation


    Correct Answer: Persuasive presentation

      Persuasive presentation. See pages 165-166.


    13. One of the best techniques to overcome buyer concerns is to:

    Your Answer: Say something that knocks the competition


    Correct Answer: Use the "feel-felt-found" technique

      Use the "feel-felt-found" technique. It doesn't minimize the buyer concern and it also gives you a platform to inject a solution to the
    concern. See pages 167-169.

    14. What is a good approach to take if a customer decides not to buy?

    Your Answer: Thank the buyer, and attempt to conduct a "curb side review"

    15. Which is a good technique to manage dissatisfied customers?

    Your Answer: Encourage the customer to voice the complaint so you can understand the issue and try to address it quickly

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