Business Development
Mock Exam
Course Introduction
Business Development is a dynamic course that explores strategies and processes for identifying new business opportunities, creating long-term value, and fostering growth within organizations. Students will learn how to analyze markets, build strategic partnerships, develop innovative products or services, and manage client relationships. Emphasis will be placed on negotiation skills, sales techniques, and the integration of digital tools to effectively scale business operations. Through case studies and real-world projects, learners will gain practical insights into the challenges and best practices of expanding businesses in todays competitive global marketplace.
Recommended Textbook
Selling Today Partnering to Create Value 6th Canadian Edition by Gerald L. Manning
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17 Chapters
1402 Verified Questions
1402 Flashcards
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Page 2
Chapter 1: Relationship Selling Opportunities in the Information Economy
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89 Verified Questions
89 Flashcards
Source URL: https://quizplus.com/quiz/34482
Sample Questions
Q1) When Eileen was promoted to management,a key factor in determining her fit with the position was the fact that she:
A)had sales experience.
B)had a very nurturing demeanor.
C)had graduated from college.
D)had experience in the accounting department.
E)had worked in the warehouse.
Answer: A
Q2) Field salespeople,sales engineers,and detail salespeople are all outside salespeople who interact face to face with customers.
A)True
B)False
Answer: True
Q3) ________ encompasses developing quality relationships,identifying customer needs and configuring and presenting the best possible product solution.
Answer: Value-added selling
Q4) ________ income helps satisfy our need for recognition and security.
Answer: Psychic
Page 3
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Chapter 2: Evolution of Selling Models That Complement the Marketing Concept
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59 Verified Questions
59 Flashcards
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Sample Questions
Q1) A firm that practices the marketing concept moves away from a production orientation to a customer orientation.
A)True
B)False
Answer: True
Q2) Personal selling has evolved through three distinct developmental periods,in the following order:
A)partnering era,strategic selling era,and consultative selling era.
B) relationship selling era,consultative selling era,and strategic selling era.
C)strategic selling era,consultative selling era,and partnering era.
D)consultative selling era,partnering era,and strategic selling era.
E)consultative selling era,strategic selling era,and partnering era.
Answer: E
Q3) As products available have become more homogeneous,Nick understands that:
A)component parts must be high quality.
B)customizing products ensures market share.
C)quality service agreements are key.
D)price becomes the major focus.
E)relationship selling is becoming more important.
Answer: E
Page 4
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Chapter 3: Creating Value With a Relationship Strategy
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85 Verified Questions
85 Flashcards
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Sample Questions
Q1) Selling in the information age involves relationship challenges such as:
A)transforming a relationship from personal level to business level.
B)cultural barriers make relationship strategy ineffective with most customers.
C)globalization.
D)people are too busy to form long-term relationships.
E)competitors are constantly using better products and lower prices to gain your market share.
Answer: A
Q2) Most image consultants agree that there is a single "dress for success" look that is appropriate for most sales positions.
A)True
B)False
Answer: False
Q3) Facial expressions vary from one culture to another,so salespeople must have cultural sensitivity training when selling to people from other cultures.
A)True
B)False
Answer: False
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Chapter 4: Communication Styles: a Key to Adaptive Selling Today
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85 Verified Questions
85 Flashcards
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Sample Questions
Q1) Communication style-flexing is always the responsibility of the _________.
Q2) Emotive people want to:
A)dominate others.
B)avoid developing social relationships.
C)let others do the talking.
D)develop social relationships quickly.
E)relax in social settings.
Q3) Suzie has strong opinions on issues; she is frank,assertive and demanding.When she meets her customer Simon,she tries to temper her opinions and becomes less rushed in her verbal and non-verbal communication.It can be said that Suzy is using:
A)adaptive selling.
B)accommodation selling.
C)behaviour modelling selling.
D)value-added selling.
E)cultural sensitivity.
Q4) Reflectives in zone two fall within the lowest quartile of the dominance continuum and the highest quartile of the sociability continuum.
A)True
B)False
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Chapter 5: Ethics: the Foundation for Relationships in Selling
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85 Verified Questions
85 Flashcards
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Sample Questions
Q1) Respond to the statement: "Ethics are not a matter of law alone.A salesperson's ethical sense must extend beyond the legal definition of what is right or wrong."
Q2) Legislation which give customers an opportunity to reconsider a buying decision made under a salesperson's persuasive influence is called:
A)legislation 401.
B)Nader provision.
C)marketers act.
D)cooling-off laws.
E)competition act.
Q3) ________ are your deep personal beliefs and preferences that influence your behaviour.
Q4) Salespeople who are certified as sales professionals by the Canadian Professional Sales Association must follow the CPSA Sales Institute code of ethics or they:
A)may lose their professional sales designation.
B)may have to repeat some parts of their training.
C)will have to cancel their membership in the CPSA.
D)will lose privileges available only to members in good standing.
E)may have to pay a fine.
Page 7
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Chapter 6: Creating Product Solutions
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85 Verified Questions
85 Flashcards
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Sample Questions
Q1) Words such as "which means that" or "because" which are used in sales presentations are called:
A)bridge statements.
B)linking words.
C)hooks.
D)explanatory words.
E)connections.
Q2) The reason many companies are getting a ISO certification is to:
A)increase their credibility with customers.
B)reduce reliance on salespeople to sell the product.
C)comply with the law.
D)emulate their competitors.
E)be able to charge higher prices.
Q3) When it is suggested that the salesperson should become a product expert,it means he should gather knowledge about:
A)the competitor's products.
B)the industry the company operates in.
C)his company and its culture.
D)the products of his company.
E)all of the above
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Chapter 7: Product-Selling Strategies That Add Value
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85 Verified Questions
85 Flashcards
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Sample Questions
Q1) It is difficult to build customer loyalty if you are selling only the expected product.
A)True
B)False
Q2) Henri has worked with some products for several years.Over the life cycle of these products he has seen these products:
A)move from specialized to mass use.
B)drop dramatically in price.
C)use the same positioning strategies.
D)differentiate themselves.
E)reposition themselves several times.
Q3) Repeated use of the statement "Quality is Job 1" in marketing campaigns by a car manufacturer suggests that the statement is part of their:
A)positioning strategy.
B)promotion strategy.
C)promotion jingle.
D)competitive advantage.
E)consumer expectations management plan.
Q4) How do salespeople play a role in the product positioning strategy?
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9
Chapter 8: The Buying Process and Buyer Behaviour
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84 Verified Questions
84 Flashcards
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Sample Questions
Q1) In a rational purchase situation customers objectively review all available information before making a purchase decision.
A)True
B)False
Q2) Salespeople play the greatest role during the evaluation stage of the buying process.
A)True
B)False
Q3) Generally speaking a new-task buy of an expensive product will involve which type of buying behaviour?
A)variety-seeking
B)modified rebuy
C)straight rebuy
D)habitual
E)complex-buying
Q4) Patronage motives are particularly important when product offerings from several companies are very similar.
A)True
B)False
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Chapter 9: Developing and Qualifying a Prospect Base
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85 Verified Questions
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Sample Questions
Q1) Networking is the act of:
A)talking about your business to people outside your organization.
B)talking business at social occasions.
C)keeping contact with existing customers.
D)socializing.
E)making and using contacts.
Q2) All of the following are basic qualification criteria for a prospect except:
A)is it possible to have access to high-level decision makers in the customer's organization
B)the person must have a need for the product
C)the person must be authorized to purchase the product
D)the person must be presold on the product
E)the person must be able to afford the purchase
Q3) Customer attrition is:
A)customer dissatisfaction.
B)customer disloyalty.
C)the loss of customers.
D)the growth of customers.
E)the need to educate customers.
Q4) Describe the guidelines for identifying good referrals through networking.
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Chapter 10: Approaching the Customer With Adaptive Selling
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84 Verified Questions
84 Flashcards
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Sample Questions
Q1) High performance salespeople find it is more important to connect with new prospects than to keep in touch with established customers.
A)True
B)False
Q2) Tara is developing a presentation strategy.She includes establishing objectives for the sales presentation,providing outstanding customer service,and:
A)developing a prospect base.
B)preplanning activities.
C)overhead design procedures.
D)enquiring about referrals.
E)developing the presale presentation plan.
Q3) Industries where products are complex and the buying decisions are made by several people will require:
A)strategic selling.
B)multi-call sales presentations.
C)a presentation strategy.
D)consultative selling
E)relationship selling.
Q4) What are some strategies to overcome sales call reluctance?
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Chapter 11: Determining Customer Needs With a
Consultative Questioning Strategy
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66 Verified Questions
66 Flashcards
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Sample Questions
Q1) In a consultative sales presentation,the prospect's involvement should be greater than the salesperson's during the need discovery stage.
A)True
B)False
Q2) A major reason for using summary confirmation questions is to confirm:
A)the customer's perception of your product.
B)the customer is paying attention to your presentation.
C)the customer's buying conditions.
D)a need.
E)a benefit.
Q3) Active listening skills can be learned.
A)True
B)False
Q4) Another name for information gathering questions is:
A)need satisfaction questions.
B)probing questions.
C)needs analysis questions.
D)survey questions.
E)informative questions.
Q5) List and discuss the four major parts of the Need-Satisfaction Model.
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Chapter 12: Creating Value With the Consultative Presentation
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85 Verified Questions
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Sample Questions
Q1) In some cases,it is not practical to demonstrate the product itself.
A)True
B)False
Q2) Kamal has indicated he wants a car which will enable him to transport his skis without the use of a ski rack.The salesperson should therefore emphasize the following during the demonstration:
A)outdoor temperature sensors
B)affordability of the car
C)superior tires for wet and icy driving conditions
D)convenient place to mount a ski rack
E)foldable rear seats to make room for long objects
Q3) "Seeing is believing" is an important goal of demonstrating a product.
A)True
B)False
Q4) List some methods used to make presentations more persuasive.
Q5) It takes more skills to do an informative presentation than a persuasive presentation. A)True
B)False
Q6) What is the purpose of a demonstration worksheet?
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Chapter 13: Negotiating Buyer Concerns
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Sample Questions
Q1) Mutual satisfaction to the buyer and seller is the cornerstone of the win-win philosophy.
A)True
B)False
Q2) Which of the following is an acceptable method of negotiating a buyer's price concerns?
A)Make price the focal point of your presentation
B)Offer a lower priced alternative.
C)Focus your comments on an individual product feature.
D)Explain the difference between price and cost.
E)Apologize for the higher price.
Q3) One way to empathize with the client's concerns and turn resistance into sales is to use the _______ strategy.
Q4) The riskiest method of negotiating buyer concern is:
A)the trial offer approach.
B)the split-the-difference approach.
C)the direct denial approach.
D)the demonstration approach.
E)the testimonials approach.
Q5) List five common types of buyer concerns.
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Chapter 14: Adapting the Close and Confirming the Partnership
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85 Verified Questions
85 Flashcards
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Sample Questions
Q1) There is no best closing method.You need to preplan several closing methods and use the one that seems appropriate.
A)True
B)False
Q2) A salesperson who says,"As I described earlier,we have two financing methods available; which of them do you prefer?" is using which of the following closing methods?
A)direct appeal close
B)negotiate the single problem
C)special concession
D)hat-in-the-hand close
E)multiple options close
Q3) The assumption close should be used:
A)at the beginning of the presentation.
B)anytime during the presentation.
C)at the end of the presentation.
D)at the middle of the presentation.
E)after a trial close.
Q4) What suggestions would you give to a salesperson who does not successfully close a sale?
To
Chapter 15: Servicing the Sale and Building the Partnership
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85 Verified Questions
85 Flashcards
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Sample Questions
Q1) A form that serves as a communications link with persons who can assist with customer service is called a:
A)call report.
B)customer service card.
C)follow-up card.
D)product service report.
E)product service card.
Q2) When negotiating customer complaints,the salesperson should:
A)point out the fallacy in the customer's argument.
B)avoid telling the customer his/her point of view about the cause of the problem.
C)give customers every opportunity to disclose their feelings.
D)determine if the complaint is real or imagined.
E)tell the customers not to tell other people about their frustrations.
Q3) What are some strategies for dealing with customer complaints?
Q4) The personal visit follow-up strategy is usually the most costly,but it may produce the best results.
A)True
B)False
Q5) Salespeople should plan for suggestion selling during the ___________step.
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Chapter 16: Opportunity Management: the Key to Greater Sales Productivity
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85 Verified Questions
85 Flashcards
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Sample Questions
Q1) People who waste time:
A)learn that habit.
B)can never over come that habit.
C)see time as a infinite resource.
D)are born with that trait.
E)are not financially motivated.
Q2) Mocha wants to best utilize her time each day.She does this by:
A)reducing her stress.
B)starting early and working late.
C)avoiding clients who are too demanding.
D)limiting social activities during the work-day.
E)setting a daily plan.
Q3) __________ is the response of your body and/or mind to demands on it,in the form of either physiological or psychological strain.
Q4) It is best to begin time conservation by picking one or two of the least wasteful areas and correcting those problems first.
A)True
B)False
Q5) What does territory management involve?
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Chapter 17: Management of the Sales Force
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Sample Questions
Q1) What are the two main functions sales managers perform?
Q2) Sales managers are responsible for staff evaluations.An effective sales manager:
A)provides regular feedback.
B)is confrontational.
C)informs all staff of individuals under performing.
D)provides feedback only when required.
E)avoids confrontation.
Q3) Effective leadership has two dimensions:
A)dominance and structure
B)consideration and motivation
C)dominance and consideration
D)structure and order
E)structure and consideration
Q4) Effective sales managers set a good example and possess characteristics of both structure and consideration.
A)True
B)False
Q5) Internal motivation is related to intrinsic reward.
A)True
B)False
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