Business-to-Business (B2B) Selling
Exam Practice Tests
Course Introduction
Business-to-Business (B2B) Selling explores the unique processes, strategies, and skills required to successfully sell products and services to other organizations. This course covers the complexities of B2B markets, including relationship building, consultative selling, negotiation, buying center dynamics, and the impact of digital transformation on sales. Students learn to identify prospects, analyze client needs, craft tailored solutions, and manage long-term business relationships, with a focus on ethical selling practices and the use of technology in sales management. Real-world case studies and role-playing exercises help enhance critical communication, problem-solving, and decision-making skills essential for success in B2B sales environments.
Recommended Textbook
SELL 2 Canadian 2nd Edition by Thomas N. Ingram
Available Study Resources on Quizplus
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) In the evolution of personal selling, why were early salespeople often treated with contempt?
A) due to their frequent use of deception in the selling process
B) because redistribution of goods at a profit was considered dishonourable
C) due to low entrance requirements to the profession
D) due to the high tax rates on business transactions at the time
Answer: A
Q2) Which promotional tool of marketing relies heavily on interpersonal communication and interaction between buyers and sellers?
A) advertising
B) sales promotion
C) direct marketing
D) personal selling
Answer: D
Q3) Transaction-focused traditional selling and trust-based selling require similar skill sets.
A)True
B)False
Answer: False
To view all questions and flashcards with answers, click on the resource link above.
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) A firm or individual advertising products at bargain prices that it does not have available in reasonable quantities, for the purpose of trying to sell more expensive products instead, is said to be practising misrepresentation.
A)True
B)False Answer: False
Q2) In today's highly competitive markets, building rapport with professional buyers is considered unnecessary to the selling process.
A)True
B)False Answer: False
Q3) For a salesperson, expertise is closely associated with knowledge of the market.
A)True
B)False Answer: True
Q4) The dependability of a salesperson's actions is known as predictability. A)True
B)False Answer: False
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Chapter 3: Understanding Buyers
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134 Verified Questions
134 Flashcards
Source URL: https://quizplus.com/quiz/23741
Sample Questions
Q1) Categorizing buyer needs by type can assist the salesperson in bringing order to what could otherwise be a confusing and endless mix of needs and expectations.
A)True
B)False
Answer: False
Q2) In business buying, the difference between a buyer's desired state and his or her actual state is referred to as the requirements differential.
A)True
B)False
Answer: False
Q3) What is a purchase decision characterized by an unfamiliar problem or need, high information requirements prompting extensive information search, consideration of many alternatives, and high levels of buying influences and financial risk called?
A) a straight rebuy decision
B) a modified rebuy decision
C) a flexible rebuy decision
D) a new task decision
Answer: D
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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 component of active listening involves drawing meaning from what the buyer is saying through both verbal and nonverbal communication?
A) sensing
B) interpreting
C) evaluating
D) responding
Q2) "Have your employees ever had any trouble managing their time?" is an example of a problem question.
A)True
B)False
Q3) Reactive questions are always open-end.
A)True
B)False
Q4) In trust-based selling, it is important for the salesperson to talk with rather than at the buyer.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above.
6
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) According to the textbook, the main reason that salespeople dislike prospecting is that it is too time-consuming in comparison to the results generated.
A)True
B)False
Q2) 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
Q3) Prospects may be reluctant to see a salesperson if they have never heard of the salesperson's firm.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 7
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) When evaluating written sales proposals, buyers use the concept of tangibles to judge how well the proposal enhances and supports the communication of the seller's message and invites readership by its overall appearance, content, and organization.
A)True
B)False
Q2) LinkedIn is not considered a valuable tool for researching company information.
A)True
B)False
Q3) Which of the following characterizes an organized sales dialogue?
A) a high level of customer involvement
B) a written sales proposal if needed
C) a plan of attack based on improvisation
D) a canned sales presentation
Q4) When planning for a sales dialogue, the salesperson should attempt to anticipate objections the prospect may raise.
A)True
B)False
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8
Chapter 7: Sales Dialogue
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109 Verified Questions
109 Flashcards
Source URL: https://quizplus.com/quiz/23745
Sample Questions
Q1) When selling to groups, it can be beneficial for the salesperson to presell individual group members prior to the group's formal meeting.
A)True
B)False
Q2) What is the term for the benefits that the buyer indicates are important and represent value?
A) potential benefits
B) advantages
C) confirmed benefits
D) expressed needs
Q3) What does FAB selling refer to?
A) features, added value, and better solutions
B) finding a need, assessing value, and bartering for the order
C) features, advantages, and benefits
D) form, assessed value, and benefits
Q4) When using proof providers, statistics from authoritative, third-party sources carry the highest credibility.
A)True
B)False
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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) What is the term for a response to buyer objections in which the salesperson converts the objection into a reason that the prospect should buy?
A) translation or boomerang
B) questioning or assessing
C) indirect denial
D) compensation
Q2) Hillary has listened carefully to her customer's objection regarding the value of her service offering. Using the process recommended in the textbook for negotiating buyer resistance, what should she do next?
A) assess the situation
B) acknowledge that she appreciates and understands the concern
C) address the issue directly
D) anticipate how the prospect will react to being proven incorrect
Q3) Which type of objection is a buyer raising when he or she expresses concern about the product's ability to function properly?
A) value objection
B) company or source objection
C) need objection
D) product or service objection
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Page 10
Chapter 9: Expanding Customer Relationships
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107 Verified Questions
107 Flashcards
Source URL: https://quizplus.com/quiz/23747
Sample Questions
Q1) What is the term for meetings in which the salesperson encourages the buyer to discuss tough issues, especially in areas in which the salesperson's organization is providing less than satisfactory performance?
A) critical encounters
B) touch points
C) service opportunities
D) complaint sessions
Q2) Which of the following are PC-based software applications such as Maximizer<sup>TM</sup>, Goldmine<sup>TM</sup>, and ACT!<sup>TM</sup>examples of?
A) a marketing intelligence system (MIS)
B) an extranet database
C) a management information system (MIS)
D) a customer relationship management (CRM) system
Q3) Customers expect salespeople to be warm, friendly, and reliable but are not particularly demanding when it comes to empathy or accuracy.
A)True
B)False
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Chapter 10: Adding Value
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124 Verified Questions
124 Flashcards
Source URL: https://quizplus.com/quiz/23748
Sample Questions
Q1) To plan effectively, salespeople should derive their long-term plans from their short-term plans.
A)True
B)False
Q2) Single-factor analysis such as sales potential is a common method used for account classification.
A)True
B)False
Q3) A common sales career advancement goal is to work in a chosen field with advancement opportunities.
A)True
B)False
Q4) Deal analytics refers to a new set of "smart" tools in the area of salesforce automation.
A)True B)False
Q5) Written sales plans are generally more effective than plans developed and expressed verbally.
A)True
B)False
Page 12
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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) Companies like IBM are providing their salespeople with video cameras to show things to their customers.
A)True
B)False
Q2) What is the name for a performance evaluation method with the ability to link salesperson behaviours with specific outcomes and allow managers to indicate the level of behaviour a specific salesperson has achieved?
A) behaviourally anchored rating scales (BARS)
B) outcome-based evaluation scales (OBES)
C) 360-degree feedback range (36FR)
D) performance management rating system (PMRS)
Q3) Giving salespeople continual feedback in a positive manner is considered a sales management best practice.
A)True
B)False
Q4) It is not necessary to align sales operations with business and marketing strategies.
A)True
B)False
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