Business-to-Business (B2B) Sales
Practice Questions
Course Introduction
The Business-to-Business (B2B) Sales course explores the strategies, processes, and skills required to effectively sell products and services from one business to another. Students will examine the complexities of organizational buying behavior, relationship-building techniques, sales cycle management, and methods for identifying and targeting key decision-makers in business markets. The course covers essential topics such as consultative selling, customer relationship management (CRM), negotiation tactics, and the role of technology in modern B2B sales. Through real-world case studies and practical exercises, participants will develop the ability to create value-driven proposals and manage long-term business partnerships.
Recommended Textbook
SELL 2 Canadian 2nd Edition by Thomas N. Ingram
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11 Chapters
1323 Verified Questions
1323 Flashcards
Source URL: https://quizplus.com/study-set/1200 Page 2
Chapter 1: Overview of Personal Selling
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111 Verified Questions
111 Flashcards
Source URL: https://quizplus.com/quiz/23739
Sample Questions
Q1) According to the textbook, in considering the responsibility for revenue production, who usually feels the brunt of the pressure along with the salespeople?
A) the firm's stockholders
B) the firm's production staff
C) the firm's management staff
D) the firm's financial staff
Answer: C
Q2) Companies practising business-to-business marketing spend more on advertising than personal selling due to the large number of buyers that must be reached with marketing communications.
A)True
B)False
Answer: False
Q3) What is the premise of the need satisfaction approach to personal selling?
A) Satisfied customers tend to come back and refer others.
B) The customer needs to know what products the firm offers.
C) Customers are motivated to satisfy their needs in a particular order.
D) Customers purchase to satisfy a particular need or set of needs.
Answer: D
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Page 3
Chapter 2: Building Trust and Sales Ethics
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113 Verified Questions
113 Flashcards
Source URL: https://quizplus.com/quiz/23740
Sample Questions
Q1) Hunter is a new salesperson who does not yet possess a great deal of product knowledge. He is often asked questions to which he does not know the answer. By being upfront with his customers about not knowing the answers and then making an effort to find them, how does Hunter build trust?
A) He is perceived as an expert.
B) He is perceived as candid.
C) He is perceived as compatible.
D) He is perceived as competent.
Answer: B
Q2) According to the textbook, to thoroughly know the industry and your customers' business, you must know _______________?
A) where to find the information
B) who your competitor is
C) what price was paid for the last order
D) who was the previous salesperson in your territory
Answer: A
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4
Chapter 3: Understanding Buyers
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134 Verified Questions
134 Flashcards
Source URL: https://quizplus.com/quiz/23741
Sample Questions
Q1) According to the textbook, which step in the selling process typically involves assessing value and relationship performance, creating new value opportunities, and increasing customer value through self-leadership and teamwork?
A) initiating customer relationships
B) developing customer relationships
C) enhancing the customer relationship
D) demonstrating the customer relationship
Answer: C
Q2) Which step in the selling process typically corresponds to the performance feedback and evaluation phase of the business buying process?
A) initiating customer relationships
B) developing customer relationships
C) enhancing the customer relationship
D) demonstrating the customer relationship
Answer: C
Q3) The first step in the buying process is to search for qualified suppliers.
A)True
B)False
Answer: False
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Page 5
Chapter 4: Communication Skills
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148 Verified Questions
148 Flashcards
Source URL: https://quizplus.com/quiz/23742
Sample Questions
Q1) Which type of SPIN question is, "Who is involved in the purchasing decision?"
A) situation
B) problem
C) implication
D) need-payoff
Q2) When talking with the buyer, a salesperson should never break eye contact.
A)True
B)False
Q3) According to the textbook, what is the purpose of trust-based sales communication?
A) to seek the buyer's agreement
B) to seek the buyer's commitment
C) to obtain an order from the buyer
D) to seek common understanding between the buyer and seller
Q4) According to the textbook, which the following is a characteristic of nonverbal communication?
A) Its meaning is culturally specific.
B) Its meaning is universal.
C) It conveys very little meaning.
D) It is easier to control than verbal communication.
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Chapter 5: Strategic Prospecting and Preparing for Sales Dialogue
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96 Verified Questions
96 Flashcards
Source URL: https://quizplus.com/quiz/23743
Sample Questions
Q1) Craig is a salesperson for an industrial equipment company. He calls on factories and spends most of his time talking with equipment operators who work on the factory floor. While Craig is able to get the equipment operators interested in his products, he is often unable to make a sale. What does Craig need to work on?
A) determining other purchase decision influencers
B) his record keeping
C) improving his questioning skills
D) his cold canvassing ability
Q2) Published sources are rarely used for sales prospecting activities due to their inherent inaccuracies.
A)True
B)False
Q3) Natalie has been a salesperson for the past two years. Although prospecting is a big part of her job, she is not sure how well her prospecting methods are working. What should she develop?
A) a referral list
B) a tracking system
C) a list of lead generation methods
D) a list of prospecting methods
Page 7
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Chapter 6: Planning Sales Dialogues and Presentations
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101 Verified Questions
101 Flashcards
Source URL: https://quizplus.com/quiz/23744
Sample Questions
Q1) Which type of sales communications format makes the assumption that customer needs and buying motives are homogeneous?
A) a canned sales presentation
B) a directed sales presentation
C) a written sales proposal
D) an organized sales dialogue
Q2) With respect to the dimensions used when evaluating written sales proposals, which of the following refers to building the buyer's trust and confidence in the seller's ability to deliver, implement, produce, and provide the benefits promised?
A) reliability
B) assurance
C) tangibles
D) empathy
Q3) What is the first section of a sales dialogue planning template?
A) prospect information
B) customer value proposition
C) sales call objective
D) linking buying motives, benefits, support information, and other reinforcement methods
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Page 8
Chapter 7: Sales Dialogue
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109 Verified Questions
109 Flashcards
Source URL: https://quizplus.com/quiz/23745
Sample Questions
Q1) With respect to an all-inclusive cruise vacation, what are 24/7 concierge service, buffet meals, and a diverse selection of entertainment options?
A) benefits
B) confirmed benefits
C) value propositions
D) features
Q2) When faced with a challenging group sales dialogue, which tactic should a salesperson employ with respect to visual sales aids?
A) match the variety of information on the visual sales aids to the diversity of perspectives held by members of the buying team
B) help the audience to understand the information presented by reading from the visual sales aids
C) use simple, easy-to-understand visual sales aids to maintain audience engagement
D) to avoid overstimulating the audience, use as few visual sales aids as possible in a group sales dialogue.
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Chapter 8: Addressing Concerns and Earning Commitment
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105 Verified Questions
105 Flashcards
Source URL: https://quizplus.com/quiz/23746
Sample Questions
Q1) Traditional techniques for gaining commitment are still viewed as effective by most professional buyers today.
A)True
B)False
Q2) The "L" in LAARC stands for Listen.
A)True
B)False
Q3) Price objections are the most difficult to overcome.
A)True
B)False
Q4) According to the textbook, which of the following phrases is most appropriate to today's environment of trust-based relationship selling?
A) Always Be Closing.
B) Never take no for an answer.
C) Nobody likes to be sold, but everybody likes to buy.
D) Show me an objection and I will show you an interested buyer.
Q5) "How quickly can you deliver the product?" is an example of a trial commitment. A)True
B)False
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Chapter 9: Expanding Customer Relationships
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107 Verified Questions
107 Flashcards
Source URL: https://quizplus.com/quiz/23747
Sample Questions
Q1) Salespeople should make sure that their customers have accurate expectations about how the complaint will be resolved.
A)True
B)False
Q2) From the salesperson's perspective, what is the primary benefit provided by PC-based software applications such as Maximizer<sup>TM</sup>, Goldmine<sup>TM</sup>, and ACT!<sup>TM</sup>?
A) access to information
B) faster order processing
C) more accurate billing information
D) security
Q3) What is an inexpensive but less immediate and reliable method of providing useful information when following up with customers?
A) a personal visit
B) a telephone call
C) mail (hard copy or electronic)
D) a handwritten note delivered in person
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11
Chapter 10: Adding Value
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124 Verified Questions
124 Flashcards
Source URL: https://quizplus.com/quiz/23748
Sample Questions
Q1) The introduction to Chapter 10 discusses a recent study by the Industrial Performance Group Inc. What finding is pointed out in this study?
A) Most salespeople find setting their own productivity objectives to be very difficult.
B) Self-leadership by salespeople works only when sales managers buy into the process.
C) Most salespeople fail to use their time effectively.
D) Territory management is a big challenge for salespeople.
Q2) Effective goals are those that are realistic, yet challenging for salespeople to attain.
A)True
B)False
Q3) According to the textbook, which common sales call routing plan pattern is best used when accounts are located in clusters that are some distance from one another?
A) a straight-line routing plan
B) a major city route plan
C) a circular routing plan
D) a leapfrog routing plan
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Chapter 11: Sales Management and Sales 20
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175 Verified Questions
175 Flashcards
Source URL: https://quizplus.com/quiz/23749
Sample Questions
Q1) Having a job description is necessary for conducting a proper job analysis and determining job qualifications.
A)True
B)False
Q2) Lucidera is a Web 2.0 application that provides analytics to help sales managers improve their sales forecasts.
A)True
B)False
Q3) What is the term for the process of assessing costs the sales organization incurs in the process of generating sales by comparing incurred costs with the planned costs in sales budgets?
A) sales analysis
B) profitability analysis
C) cost analysis
D) analysis of variance (ANOVA)
Q4) An examination of the tasks, duties, and responsibilities of the sales job is called a job analysis.
A)True
B)False
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