View
- Term
- Definition
- Both Sides
Study
- All (27)
Shortcut Show
Next
Prev
Flip
MKT 360: FINAL EXAM REVIEW
Which of the following best describes a key difference traditional sales tactics and trust based relationship selling methods today?
|
D establishing trust is more important to trust baes relationship selling methods.
|
Which of the following is nor recognized as a trust builder?
|
a. power
|
never late, always fllows through immediately. These behaviors help perceive Andrew as being____ dependable.
|
Dependable
|
By being up front w her customers about not knowing the answers, Susan builds trust because she is perceived as:
|
Candid |
just because a person is dependable does not mean they are trust worthy
|
t
|
salespeople who while making sales presentations, cover both the pros and the cons their market offer are more likely than those who do not to be perceived as customer oriented.
|
t
|
in order for a salesperson to be customer oriented they must be motivated by their customers success
|
t
|
Which of the following is not one the most common areas of unethical behavior associated with salespeople?
|
a. deceptive practices
b. illegal activities
c. non customer oriented behavior
D. POOR CUSTOMER SERVICE
e. all of the above
|
which of the following most accurately reflects buyers information needs?
|
Buyers are not interested in factual knowledge unless it relates to fulfilling their specific needs.
|
A salesperson's best chance for making a sale is to get involved with the buyer when they are in the ___ stage of buying process.
|
Recognition of need
|
Which of the following is not a strategy for improving the chances that the buyer will evaluate your offer as most favorable?
|
Present to the buyer a list of all of your offers benefits.
|
A potential buyer will spend more time gathering information in which type of purchasing decision.
|
New Tasks
|
Which of the following is not a member of the buying center?
|
agent
|
A business organization wanting to increase it's interdependence with its suppliers in an effort to reduce risk and increase profitability, may wish to explore.
|
Supply chain management
|
RFP stands for ready for problems, and is a term used by salespeople when uncovering needs.
|
T
|
When making post purchase evaluations, most buyers take into consideration functional attributes and delighter attributes.
|
F
|
The most common type of buying decision for most purchasing agents is new task.
|
T
|
A sales person wishing to uncover more detailed information should use which of the following types of questions?
|
Probing.
|
A salesperson asking a buyer "how is your productivity affected when your copier is not functioning properly? is asking a ____ type of SPIN question
|
Problem |
By demonstrating effective listening, a salesperson is abel to do which of the following?
|
Help build the buyers trust.
|
With respect to prospecting , which of the following statements is untrue?
|
Typically, salespeople enjoy prospecting because they like the positive feedback.
|
The strategic prospecting process is often viewed as a:
|
Sales Funnel and Sales pipeline
|
Which of the following sequencees related to prospecting is accurate?
|
Generate leads, determine sales prospects, prioritize prospects, prepare for sales dialogue.
|
Which of the following reflects why it is important for salespeople to qualify prospects prior to making the initial sales call?
|
All of the above reflect why prospecting is important.
|
Which of the following forms/sources of prospecting is probably least productive?
|
Cold Canvassing
|
Which of the following is untrue about written sales proposals
|
They work well for canned sales presentations because they tell the salesperson exactly what to say.
|
Chris wants to improve the chances of getting appointments with prospects. All of the following will help Chris when making appointments except:
|
All of the above
|