Business-to-Business Sales
Exam Questions
Course Introduction
This course explores the unique dynamics and strategies involved in selling products and services from one business to another, rather than directly to consumers. Students will delve into key topics such as relationship-building, consultative selling, key account management, negotiation techniques, and the role of technology in modern sales processes. Through case studies and practical exercises, learners will develop skills in identifying opportunities, managing long sales cycles, and creating value propositions tailored to organizational clients. The course also covers ethical considerations and the complexities of working with diverse stakeholders within the B2B sales environment.
Recommended Textbook
Selling Today Partnering to Create Value Global 13th Edition by Barry Reece
Available Study Resources on Quizplus
17 Chapters
1139 Verified Questions
1139 Flashcards
Source URL: https://quizplus.com/study-set/1708
2
Chapter 1: Relationship Selling Opportunities in the Information Economy
Available Study Resources on Quizplus for this Chatper
67 Verified Questions
67 Flashcards
Source URL: https://quizplus.com/quiz/33933
Sample Questions
Q1) Some top-performing salespeople earn more than their managers.This compensation is most likely made up of:
A)bonuses only
B)base salary,commissions,bonuses,and incentives
C)commissions and charge-backs
D)bonuses and dividends
E)IPOs and base salary
Answer: B
Q2) The highest compensation for salespeople generally goes to those focusing on transactional sales.
A)True
B)False
Answer: False
Q3) Salespeople today need to have more education and skills than salespeople did in the past.
A)True
B)False
Answer: True
Q4) ________ has no value until it is communicated effectively. Answer: Information
To view all questions and flashcards with answers, click on the resource link above. Page 3
Chapter 2: Evolution of Selling Models That Compliment the Marketing Concept
Available Study Resources on Quizplus for this Chatper
67 Verified Questions
67 Flashcards
Source URL: https://quizplus.com/quiz/33934
Sample Questions
Q1) Which of the following is an example of a relationship strategy salespeople for XFormation could use?
A)Use mirroring and other subtle methods to create rapport and a good relationship with the customer so the customer ultimately buys.
B)Understand all the training products they sell and how to customize a package for the customer.
C)Examine how they can add value for customers so the customers will continue to contract with XFormation on a long-term basis.
D)Give a presentation to the customer after planning out the objectives carefully ahead of time.
E)Understand the customer's needs and what and how they need to buy.
Answer: C
Q2) ________ evolved because of broader and more diverse product lines,demand for specific customized solutions,and more competition.
Answer: Strategic selling
Q3) List the four parts of the marketing mix.
Answer: Price,product,place,and promotion.
To view all questions and flashcards with answers, click on the resource link above.
Page 4
Chapter 3: Ethics: the Foundation for Partnering
Relationships That Create Value
Available Study Resources on Quizplus for this Chatper
67 Verified Questions
67 Flashcards
Source URL: https://quizplus.com/quiz/33935
Sample Questions
Q1) A salesperson from Company A discovers that salespeople from Company B have been telling customers that Company A's safety records are falsified.The most ethical action a sales manager from Company A can take to remedy the situation is:
A)have Company A's safety records audited and publish the results of the audit on their website,and ask Company A's salespeople to direct customers to them
B)tell Company A's salespeople to match the actions of Company B's salespeople by implying that Company B's safety records may be falsified
C)file an anonymous complaint with the Attorney General in the state in which both companies operate
D)pay a visit to the corporate offices of Company B and threaten Company B's sales managers with a pricing war unless Company B's sales reps stop spreading false rumors
E)create a website detailing the safety records of all the companies in the industry so consumers can compare easily
Answer: A
Q2) ________ are deeply held personal beliefs and preferences.
Answer: Values
To view all questions and flashcards with answers, click on the resource link above. Page 5
Chapter 4: Creating Value With a Relationship Strategy
Available Study Resources on Quizplus for this Chatper
67 Verified Questions
67 Flashcards
Source URL: https://quizplus.com/quiz/33936
Sample Questions
Q1) Which facial expression tends to inspire the most trust?
A)a contemplative look
B)a smile
C)a frown
D)a look of concern
E)a look of skepticism
Q2) Research indicates that when two people communicate,nonverbal messages convey:
A)much less impact than verbal messages
B)slightly less impact than verbal messages
C)slightly more impact than verbal messages
D)much more impact than verbal messages
E)the same impact as verbal messages
Q3) A(n)________ is usually the only physical contact one makes during a sales call.
Q4) The steps of self-improvement include setting goal,engaging in visualization,using positive self-talk,and rewarding your progress.
A)True
B)False
Q5) Improving your self-image can be achieved with three practical approaches.List and describe each approach.
Q6) Describe and discuss the four steps in the self-improvement plan.
To view all questions and flashcards with answers, click on the resource link above. Page 6
Chapter 5: Communication Styles: A Key to Adaptive Selling
Available Study Resources on Quizplus for this Chatper
67 Verified Questions
67 Flashcards
Source URL: https://quizplus.com/quiz/33937
Sample Questions
Q1) The zones in the communication-style model might be thought of as "intensity zones."
A)True
B)False
Q2) If your customer's most preferred communication style is directive,you should keep the relationship as businesslike as possible.
A)True
B)False
Q3) The theory of behavioral- or communication-style bias is based on a number of underlying principles.List the principles.
Q4) The Platinum Rule is:
A)Do Unto Others As You Would Have Them Do To You
B)Do Unto Others As They Want Done Unto Them
C)Do Unto Others As You Know You Should
D)Ask Others To Do To You As You Would Do To Them
E)Ask Others To Do To You As They Would Do To Themselves
Q5) ________ is communicating in a way more readily understood by and more agreeable to persons of another communication style.
Q6) The words "reserved," "warm," and "compliant" describe the ________ style.
To view all questions and flashcards with answers, click on the resource link above. Page 7
Chapter 6: Creating Product Solutions
Available Study Resources on Quizplus for this Chatper
67 Verified Questions
67 Flashcards
Source URL: https://quizplus.com/quiz/33938
Sample Questions
Q1) Salespeople who love their products,and possess vast product knowledge,sometimes overload their customers with product data that is neither wanted nor needed.Which term best describes this practice?
A)product integration
B)win-win selling
C)customer overload
D)feature dumping
E)solution selling
Q2) Successful sales presentations convert product features into:
A)closed sales
B)buyer benefits
C)product applications
D)selling appeals
E)research statistics
Q3) Customized service agreements add value to a sale by:
A)allowing salespeople to charge more money for features that are usually free
B)requiring salespeople to spend more time with customers
C)convincing customers to spend more money on longer terms
D)incorporating the customer's special priorities,feelings,and needs
E)requiring that customers trust salespeople to keep their verbal promises
To view all questions and flashcards with answers, click on the resource link above. Page 8
Chapter 7: Product-Selling Strategies That Add Value
Available Study Resources on Quizplus for this Chatper
67 Verified Questions
67 Flashcards
Source URL: https://quizplus.com/quiz/33939
Sample Questions
Q1) Potential products are more likely to be developed by salespeople who regularly interact with customers.
A)True
B)False
Q2) Product positioning is largely a function of:
A)product expertise
B)pricing strategies
C)industry standards
D)market segmentation
E)product differentiation
Q3) A salesperson would most likely use a CRM system to:
A)categorize commission rates
B)qualify potential sales leads
C)file corporate bank records
D)monitor competitors' customers
E)send product information to customers
Q4) Salespeople at the dealer level can play an important role in positioning an automobile for competitive advantage.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 9
Chapter 8: The Buying Process and Buyer Behavior
Available Study Resources on Quizplus for this Chatper
67 Verified Questions
67 Flashcards
Source URL: https://quizplus.com/quiz/33940
Sample Questions
Q1) Which of the following statements about social class is most likely true?
A)People in the lower classes purchase items less impulsively than upper class shoppers.
B)Social scientists agree that there are an unlimited number of social classes.
C)"New money" people possess inherited wealth,often acquired several generations before.
D)It is virtually impossible to move from one social class to another.
E)Social class is determined by a combination of factors such as income,education,occupation,and accumulated wealth.
Q2) Product buying motives include:
A)engineering preference
B)social preference
C)method preference
D)purchase preference
E)frequency preference
Q3) Very few purchases are guided by emotional buying motives.
A)True
B)False
Q4) A first-time purchase of a product or service by a business-to-business customer is a(n)________ buy.
10
To view all questions and flashcards with answers, click on the resource link above.
Chapter 9: Developing and Qualifying Prospects and Accounts
Available Study Resources on Quizplus for this Chatper
67 Verified Questions
67 Flashcards
Source URL: https://quizplus.com/quiz/33941
Sample Questions
Q1) Which of the following would most likely be used by a sales manager to estimate the sales potential of a prospect?
A)telemarketing
B)qualifying
C)trade show
D)SWOT analysis
E)account analysis
Q2) The procedure used to obtain names of potential prospects from current prospects and customers is called ________.
Q3) Networking,as it applies to the field of selling,is a method of prospecting that:
A)utilizes the telephone and cold calling strategies
B)remains popular only in the telecommunications field
C)is seldom used today because of the rise of social media
D)is considered unethical in most industries because of lawsuits
E)relies on making contacts with people and profiting from the connections
Q4) An ________ outlines expected sales for a product or service to a specific target group over a specific period of time.
To view all questions and flashcards with answers, click on the resource link above. Page 11
Chapter 10: Approaching the Customer With Adaptive Selling
Available Study Resources on Quizplus for this Chatper
67 Verified Questions
67 Flashcards
Source URL: https://quizplus.com/quiz/33942
Sample Questions
Q1) Which of the following is the LEAST likely cause of sales call reluctance?
A)fear of rejection
B)fear of group presentations
C)fear of taking risks
D)lack of self-confidence
E)fear of networking
Q2) The six parts of the presale presentation plan checklist represent new additions to the sales training literature.
A)True
B)False
Q3) An approach that involves giving the customer free samples of the product is the:
A)referral approach
B)question approach
C)product demonstration approach
D)survey approach
E)premium approach
Q4) List and explain the three prescriptions to developing a good presentation strategy.
Q5) List and explain the steps in the Six-Step Presentation Plan.
Page 12
To view all questions and flashcards with answers, click on the resource link above.
Chapter 11: Determining Customer Needs With a
Consultative Questioning Strategy
Available Study Resources on Quizplus for this Chatper
67 Verified Questions
67 Flashcards
Source URL: https://quizplus.com/quiz/33943
Sample Questions
Q1) Through ________,a salesperson establishes two-way communication by asking questions and actively listening to the customer.
Q2) An informative presentation is a type of need-satisfaction presentation.
A)True
B)False
Q3) Tom Reilly,author of Value-Added Selling,says,"Value-added salespeople sell three things: the product,the company,and themselves."
A)True
B)False
Q4) Probing questions help you to uncover and clarify the prospect's buying problem and the circumstances surrounding the problem.
A)True
B)False
Q5) According to research,engaging in two-way communication and striking a balance between open and closed questions are effective methods for improving sales success. A)True
B)False
Q6) ________ questions require a prospect to go beyond a simple yes/no response.
Page 13
To view all questions and flashcards with answers, click on the resource link above.
Chapter 12: Creating Value With the Consultative Presentation
Available Study Resources on Quizplus for this Chatper
67 Verified Questions
67 Flashcards
Source URL: https://quizplus.com/quiz/33944
Sample Questions
Q1) Of the following,a prospect will be most likely to buy products from Angie if:
A)Angie emphasizes that she needs to earn her commission
B)Angie gives the prospect a gift bag with a minimum purchase
C)the prospect has seen a famous model advertising the brand
D)the prospect can trust safety research about product ingredients
E)the products make the prospect feel good about her appearance
Q2) The proof device Angie is most likely to use is:
A)FDA safety ratings for the ingredients used in the products
B)the makeover itself
C)testimonials by the other CosMetRx sales representatives at the counter
D)survey results of satisfied CosMetRx users
E)a tour of the manufacturing facilities
Q3) A need-satisfaction question can help move the sale forward.
A)True
B)False
Q4) A(n)________ is a portable case or loose-leaf binder containing a wide variety of sales-supporting materials.
Q5) ________ are the connectors between your messages and the internal emotions of the prospect.
Q6) What are the guidelines for preparing and conducting a group sales presentation? Page 14
To view all questions and flashcards with answers, click on the resource link above.
Page 15
Chapter 13: Negotiating Buyer Concerns
Available Study Resources on Quizplus for this Chatper
67 Verified Questions
67 Flashcards
Source URL: https://quizplus.com/quiz/33945
Sample Questions
Q1) When a prospect has voiced an objection,it is most likely best for the salesperson to:
A)suggest postponing the negotiations
B)divert attention to a product feature
C)illustrate the product's high quality
D)deny the accuracy of the objection
E)clarify the true nature of the problem
Q2) One way to empathize with the client's objection and turn objections into sales is to use the "feel-felt- ________" strategy.
Q3) Kelly's bottom line is price,but she has wiggle room if the seller can move on terms such as tiered discounts for subsequent orders.Which of the following would most likely appeal to Kelly?
A)personalized service agreement for the product
B)implementation of the product
C)free training on use of the product
D)a delayed payment plan
E)using a different manufacturer
Q4) A(n)________ is a benefit that will,in most cases,outweigh the customer's specific concern.
To view all questions and flashcards with answers, click on the resource link above.
Page 16
Chapter 14: Adapting the Close and Confirming the Partnership
Available Study Resources on Quizplus for this Chatper
67 Verified Questions
67 Flashcards
Source URL: https://quizplus.com/quiz/33946
Sample Questions
Q1) Which is true of doing sales work in Latin America?
A)You might receive a hug and pat on the back as part of the greeting process.
B)Your interactions with decision makers will be direct and efficient.
C)Lunch with the client tends to be brief and productive.
D)Brazilian clients conduct business in Spanish or Portuguese interchangeably.
E)Latin Americans tend to be very punctual for appointments.
Q2) Which of the following statements most likely illustrates a trial close?
A)"How close are we to completing this sale?"
B)"Since we have all the information,let's place the order."
C)"Would you prefer paying on the first or the fifteenth every month?"
D)"You can pay the premium in full or monthly.Which do you prefer?"
E)"May I have you sign this information release form to complete the process?"
Q3) When doing business in most of Latin America,your business card should be translated into Spanish.
A)True
B)False
Q4) ________ is an emotional response that can take various forms such as feelings of regret,fear,or anxiety.
To view all questions and flashcards with answers, click on the resource link above. Page 17
Q5) The ________ close offers the buyer something extra for acting immediately.
Chapter 15: Servicing the Sale and Building the Partnership
Available Study Resources on Quizplus for this Chatper
67 Verified Questions
67 Flashcards
Source URL: https://quizplus.com/quiz/33947
Sample Questions
Q1) Cross-selling is most effective in those situations in which the:
A)purchase is product-based
B)sales type is transactional
C)products are similarly designed
D)relationship with the customer is new
E)salesperson and customer have an established relationship
Q2) Salespeople should most likely do which of the following when a product is delivered to a customer?
A)Call the shipping agent to monitor delivery.
B)Mail an instruction manual to the customer.
C)Offer training in the use of the product.
D)Change the price charged to the customer.
E)Unpack the product by hand.
Q3) When dealing with customer complaints,the salesperson should most likely:
A)determine if the complaint is real or imagined
B)point out the fallacy in the customer's argument
C)decide what action must be taken to remedy the problem
D)prevent customers from sharing their feelings and frustrations
E)blame the problem on other departments in the company,such as shipping
Q4) Getting credit for the value you create for the customer is known as ________.
Page 18
To view all questions and flashcards with answers, click on the resource link above.
Chapter 16: Opportunity Management: The Key to Greater Sales Productivity
Available Study Resources on Quizplus for this Chatper
67 Verified Questions
67 Flashcards
Source URL: https://quizplus.com/quiz/33948
Sample Questions
Q1) Most sales and marketing firms develop territories solely on the basis of geographical considerations.
A)True
B)False
Q2) Opportunity management consists of all of the following areas EXCEPT:
A)records management
B)territory management
C)time management
D)stress management
E)needs management
Q3) ________ is a four-dimensional process consisting of time management,territory management,records management,and stress management.
Q4) One of the best ways to gain more time is to:
A)delegate all recordkeeping activities to subordinates
B)record how time is spent during a typical week
C)reduce time spent on prospecting for new clients
D)reduce time spent with each prospect by half
E)engage frequently in long-term sales strategies
To view all questions and flashcards with answers, click on the resource link above. Page 19
Q5) A(n)________ is the geographic area where prospects and customers reside.
Chapter 17: Management of the Sales Force
Available Study Resources on Quizplus for this Chatper
67 Verified Questions
67 Flashcards
Source URL: https://quizplus.com/quiz/33949
Sample Questions
Q1) Rosalinda Goldstein,a sales manager,is rated very low in the quality described as "structure." What steps should she take to incorporate more structure into her leadership style?
Q2) Managers who use rewards as external motivators for salespeople should most likely:
A)set goals that are realistic
B)set goals based only on final sales numbers
C)give rewards at regular intervals
D)give primarily financial rewards
E)give the same rewards to all salespeople
Q3) Most successful supervisory management personnel display two important dimensions of effective leadership: ________ and ________.
Q4) Since Victor spends part of his time on the road meeting with customers,which of the following would most likely help Victor manage his sales staff?
A)active listening principles
B)videoconferencing tools
C)territory management skills
D)stress relief activities
E)blogging capabilities
To view all questions and flashcards with answers, click on the resource link above. Page 20