Business-to-Business Sales Practice Exam
Course Introduction
Business-to-Business (B2B) Sales explores the fundamental principles, strategies, and practices involved in selling products and services from one business to another. The course examines the complexities of B2B markets, including relationship building, consultative selling, negotiation techniques, and the extended sales cycle. Emphasis is placed on understanding organizational buying behavior, lead generation, sales presentations, account management, and the use of technology in managing customer relationships. Through real-world case studies and interactive exercises, students develop critical skills needed for successful sales careers in B2B environments across diverse industries.
Recommended Textbook
SELL 3rd Edition by Thomas N. Ingram
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Chapter 1: Overview of Personal Selling
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127 Verified Questions
127 Flashcards
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Sample Questions
Q1) The three roles played in consultative selling include strategic orchestrator, business consultant, and ___________________.
Answer: Long-term Ally
Q2) Strategic problem solving is a skill required all of ___________________ selling.
Answer: Trust-based Relationship
Q3) The new generation of salespeople will face demands from sophisticated buyers, economic uncertainties, and new technologies.
A)True
B)False
Answer: True
Q4) Which of the five views of personal selling is considered to be the simplest?
A) Stimulus-response
B) Need-satisfaction
C) Contingency-selling
D) Mental-states
E) Problem-solution
Answer: A
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Chapter 2: Building Trust and Sales Ethics
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109 Verified Questions
109 Flashcards
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Sample Questions
Q1) Knowledge tools salespeople must have to explain their firm's promotional programs are referred to as ___________knowledge.
Answer: Promotion
Q2) Ethical standards are based on society's standards..
A)True
B)False
Answer: True
Q3) A salesperson wishing to limit his or her exposure to legal problems should remember to:
A) Use factual data rather than general statements of praise during the sales presentation
B) Not to try and force the customer to buy only from his or her organization
C) Avoid making promises that will be difficult or impossible to honor
D) Not tamper with a competitor's product
E) Avoid making disparaging comments about a competitor's product without specific evidence
Answer: E
Q4) Honesty of the spoken word is called ____________, one of the components of trust.
Answer: Candor
Page 4
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Chapter 3: Understanding Buyers
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144 Verified Questions
144 Flashcards
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Sample Questions
Q1) The individual within an organization who first identifies a need or problem is called the Instigator.
A)True
B)False
Answer: False
Q2) After determining that his computer is no longer working, and that he needs a working computer, Jeff is most likely in which stage of the buying decision process?
A) Evaluating three different opportunities to buy a new computer
B) Recognizing the need for new computer
C) Determining the characteristics of the solution (getting a working computer)
D) Searching for information about various new computers, including pricing
E) Making a purchase
Answer: C
Q3) Typically, buyers involved in new task purchasing decisions rely more heavily on outside information than do buyers involved in modified rebuys.
A)True
B)False
Answer: True
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Chapter 4: Communication Skills
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Sample Questions
Q1) SPIN refers to a sequential series of questions while ADAPT refers to a non-sequential series of questions.
A)True
B)False
Q2) SPIN stands for Situation, Problem and ______________.
Q3) The cognitive process of actively sensing, interpreting, evaluating, and responding to the verbal and nonverbal messages of present or potential customers is called?
A) Listening
B) Social listening
C) Communication
D) Active listening
E) Really listening
Q4) Open-ended questions encourage the customer to respond freely.
A)True
B)False
Q5) Projection questions ask the buyer to describe what life would be like without a problem.
A)True
B)False
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Chapter 5: Strategic Prospecting and Preparing for Sales Dialogue
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123 Verified Questions
123 Flashcards
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Sample Questions
Q1) A tracking system is important to prospecting, but it is not part of the strategic prospecting plan.
A)True
B)False
Q2) Which of the following reflects why it is important for salespeople to qualify prospects prior to making the initial sales call?
A) Qualifying helps to reduce the amount of time salespeople spend calling on prospects who could never become customers.
B) Qualifying prospects increases the probability that the sales prospect will become a customer.
C) Qualifying prospects helps the salesperson separate those prospects who are more likely to buy from those who are less likely to buy.
D) Qualifying prospects provides salespeople with feedback regarding the effectiveness of their prospecting methods.
E) All of the above reflect why prospecting is important.
Q3) It is possible to buy a customized list of leads.
A)True
B)False
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Chapter 6: Planning Sales Dialogues and Presentations
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139 Verified Questions
139 Flashcards
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Sample Questions
Q1) When going on a job interview, which of the following should you remember?
A) You will only get one chance to make a first impression
B) You will be evaluated solely by your experience and not your appearance
C) Poor grammar is becoming more acceptable today
D) It's fairly easy to recover if you make a poor first impression
E) All of the above
Q2) "I am looking for ways to improve our image" is an example of a rational buying motive.
A)True
B)False
Q3) "I need to reduce our costs" is an example of a rational buying motive.
A)True
B)False
Q4) Canned sales presentations assume customers' buying motives are fairly homogeneous.
A)True
B)False
Q5) Written sales proposals are usually standardized.
A)True
B)False
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Chapter 7: Sales Dialogue: Creating and Communicating Value
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133 Verified Questions
133 Flashcards
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Sample Questions
Q1) The sales presentation takes place prior to uncovering the buyer's needs.
A)True
B)False
Q2) An example provided in the form of a story describing a specific incident or occurrence is referred to as a(n):
A) Analogy
B) Anecdote
C) Story board
D) Verbal episode example (VEE)
E) None of the above
Q3) To the extent that it is possible, salespeople should ____________group questions, and then decide whether to address the questions before they arise or wait and address the questions should they arise during the presentation.
Q4) A salesperson's voice characteristics will impact his or her sales presentation effectiveness.
A)True
B)False
Q5) Encouraging buyer feedback and a focus on creating value for the buyer are both keys to effective sales ___________.
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Chapter 8: Addressing Concerns and Earning Commitment
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Sample Questions
Q1) Turning a reason not to buy into a recent to buy, reflects the ______________method of handling objections.
Q2) A ___________objection is resistance to a product in which the buyer says that he or she does not need the product.
Q3) When a buyer says "no" to the salesperson's attempt to earn commitment, the salesperson should ask questions to find out why he or she is saying no.
A)True
B)False
Q4) The ____________ ____________ reflects an earning commitment technique that determines the attitude of the buyer toward a particular feature or benefit.
Q5) "Are you interested in the basic model or would you like the deluxe model?" is an example of which type of technique to earn commitment?
A) Direct commitment
B) Boomerang method
C) Summary commitment
D) Balance sheet commitment
E) Alternative choice
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Chapter 9: Expanding Customer Relations
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140 Verified Questions
140 Flashcards
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Sample Questions
Q1) Computer technology is helpful to salespeople, but only in that it can help them track their customers.
A)True
B)False
Q2) Ultimately, who is responsible for differentiating a company's products and positioning those products in the minds of its customers?
A) The company's senior management
B) The company's marketing department
C) The company's product managers
D) That company's salespeople
E) None of the above
Q3) By providing useful ____________, the salesperson is demonstrating a commitment to the buyer.
Q4) The salesperson attempting to maximize the number of critical encounters with buyers in order to encourage effective dialogue is pursuing _______________, one of the four sequential components of effective follow-up?
Q5) One of the relationship enhancers discussed in the text is for the salesperson to ________ ________ for problems.
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Chapter 10: Adding Value: Self-Leadership and Teamwork
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154 Verified Questions
154 Flashcards
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Sample Questions
Q1) The process of scheduling activities that can be used as a map for achieving objectives is referred to as:
A) Self-leadership
B) Territory analysis
C) Sales planning
D) Sales management
E) Portfolio analysis
Q2) It is not uncommon for salespeople to find that 20% of their customers generate __% of their sales potential.
Q3) Public libraries will be of little help to salespeople attempting to analyze their territories and classify their customers.
A)True
B)False
Q4) Goals should be realistic, yet ______________.
Q5) An important part of self-leadership is the ability to perform an effective self-assessment.
A)True
B)False
Q6) Goals should be quantifiable, realistic, and ______ specific.
Page 12
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Chapter 11: Sales Management and Sales
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186 Verified Questions
186 Flashcards
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Sample Questions
Q1) Sales managers are almost always good at coaching their salespeople.
A)True
B)False
Q2) Which of the following is not one of the sales organization "Best Practices" identified in the text?
A) Train and coach the right skill set.
B) Integrate sales with other business functions.
C) Recruit and hire the best sales talent.
D) Keep a focus on profitability.
E) Use information technology effectively to learn about customers.
Q3) Developing an account targeting strategy involves classifying accounts into categories.
A)True
B)False
Q4) A sales organization ______________ is a comprehensive, systematic approach for evaluating sales organization effectiveness, which provides management diagnostic as well as prescriptive information.
Q5) "Performance management" and "360-degree feedback" are essentially the same.
A)True
B)False
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