Principles of Sales Practice Exam
Course Introduction
Principles of Sales introduces students to the fundamental concepts and techniques essential to the sales process in modern business environments. The course covers the foundations of building customer relationships, understanding buyer behavior, prospecting, sales presentations, handling objections, closing strategies, and ethical practices in sales. Emphasis is placed on effective communication, consultative selling, and the development of personal selling skills through real-world scenarios, role-playing, and case studies. Students also learn the importance of technology and data in supporting sales efforts, preparing them for success in diverse industries and rapidly changing markets.
Recommended Textbook
SELL 2 2nd Edition by Thomas N. Ingram
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11 Chapters
1372 Verified Questions
1372 Flashcards
Source URL: https://quizplus.com/study-set/946
Page 2
Chapter 1: Overview of Personal Selling
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103 Verified Questions
103 Flashcards
Source URL: https://quizplus.com/quiz/18612
Sample Questions
Q1) All of the following statements accurately reflect factors that pertain to need-satisfaction selling except?
A) This method focuses on the salesperson and his/her product offerings.
B) The salesperson utilizes questioning, probing tactics to uncover important buyer needs.
C) The salesperson waits until relevant needs have been established before discussing product offerings.
D) The customer dominates the early portion of the sales interaction.
E) It is the salesperson's duty to identify the need to be met and then help the buyer in meeting that need.
Answer: A
Q2) Salespeople are revenue producers for the company.
A)True
B)False
Answer: True
Q3) The approach to selling their lives happily on the AIDA concept is ________________ selling.
Answer: Mental States
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3
Chapter 2: Building Trust and Sales Ethics
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107 Verified Questions
107 Flashcards
Source URL: https://quizplus.com/quiz/18613
Sample Questions
Q1) Likeability and compatibility can be used to enhance trust building.
A)True
B)False
Answer: True
Q2) Which of the following is not recognized as a trust builder?
A) Power
B) Expertise
C) Candor
D) Customer orientation
E) Dependability
Answer: A
Q3) Just because a person is dependable does not necessarily mean they are trustworthy.
A)True
B)False
Answer: True
Q4) _________ refers to the right and wrong conduct of individuals and institutions of which there are a part.
Answer: Ethics
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Chapter 3: Understanding Buyers
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129 Verified Questions
129 Flashcards
Source URL: https://quizplus.com/quiz/18614
Sample Questions
Q1) The multi-attribute model for evaluating solution alternatives utilizes weighted averages.
A)True
B)False
Answer: True
Q2) Needs that reflect the desire for feelings of assurance and risk reduction are called?
A) Situational needs
B) Functional needs
C) Social needs
D) Psychological needs
E) Knowledge needs
Answer: D
Q3) Members of the business markets include:
A) Firms, institutions, and governments
B) Firms, consumers, and governments
C) End-users, consumers, and governments
D) Industrial and consumer
E) None of the above
Answer: A
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Page 5
Chapter 4: Communication Skills
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126 Verified Questions
126 Flashcards
Source URL: https://quizplus.com/quiz/18615
Sample Questions
Q1) With respect to SPIN, "how have those problems affected your business?" is an example of a/an _______________question.
Q2) "What are the growth objectives of the company?" is an example which type of ADAPT question?
A) Assessment questions
B) Activation questions
C) Transition questions
D) Problem questions
E) Discovery questions
Q3) __________refers to the personal distance that individuals prefer to keep between themselves and other individuals; it is an important element of nonverbal communication.
Q4) Proper grammar is important to almost any sales presentation, either oral or written. A)True
B)False
Q5) Reactive questions are always open-ended.
A)True
B)False
Q6) SIER stands for_______________, interpreting, evaluating and responding.
Page 6
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Chapter 5: Strategic Prospecting and Preparing for Sales Dialogue
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110 Verified Questions
110 Flashcards
Source URL: https://quizplus.com/quiz/18616
Sample Questions
Q1) When preparing to meet a new prospect, the salesperson should make sure to, at the very least, know the prospect's name and the prospect's correct ______________.
Q2) Cold calling is one of the most successful forms of prospecting.
A)True
B)False
Q3) The focal point of an effective strategic prospecting plan should be to ________________.
Q4) One of the reasons salespeople dislike prospecting is fear of rejection.
A)True
B)False
Q5) Which of the following sequences related to prospecting is accurate?
A) Generate leads, determine sales prospects, prioritize prospects, prepare for sales dialogue
B) Generate leads, prioritize leads, determine qualified prospects, prepare for sales dialogue
C) Identify leads, call on leads, qualify leads
D) Identify leads, call on leads, qualify leads, prioritize leads based on info gathered from sales call
E) None of the above is accurate.
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Chapter 6: Planning Sales Dialogues and Presentations
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113 Verified Questions
113 Flashcards
Source URL: https://quizplus.com/quiz/18617
Sample Questions
Q1) A _______is an in-person meeting between a salesperson or sales team and one or more buyers to discuss business.
Q2) Because a salesperson will see the same prospects multiple times, "first impressions" aren't that important.
A)True
B)False
Q3) One of the recommendations for writing an effective value proposition is to promise and only what can be _____________________delivered.
Q4) ________________ sales presentations that includes scripted sales calls, memorized presentations, and automated presentations.
Q5) Natalie's customers are usually interested in features that help their companies appear more "high-tech." With respect to the purchase decision process, these prospects are driven primarily by:
A) Physical buying motives
B) Rational buying motives
C) Emotional buying motives
D) Irrational buying motives
E) A combination of rational and emotional
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Chapter 7: Sales Dialogue: Creating and Communicating Value
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131 Verified Questions
131 Flashcards
Source URL: https://quizplus.com/quiz/18618
Sample Questions
Q1) The "E" in the SPES Sequence stands for ____.
A) Explain the benefits
B) Explain the sales aid
C) Explore the buyer's situation
D) Explore additional solutions
E) None of the above
Q2) "Isn't that great?" is an example of a response-check?
A)True
B)False
Q3) It is important for a salesperson to determine the needs before making a sales presentation.
A)True
B)False
Q4) One of the keys to effective sales dialogue and presentations is to avoid preparing for a successful outcome (because do so promotes over-confidence).
A)True
B)False
Q5) One of the guidelines for product demonstrations is to anticipate problems and have ___________or replacement parts on hand.
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Chapter 8: Addressing Concerns and Earning Commitment
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116 Verified Questions
116 Flashcards
Source URL: https://quizplus.com/quiz/18619
Sample Questions
Q1) Stacey, a salesperson for XYZ Co. has just heard her prospect make a red light statement. This means:
A) It is unlikely she will get the sale
B) She has another objection to handle
C) May ask for the order
D) The prospect wants her to stop
E) None of the above
Q2) Initially, if a salesperson fails to earn the buyer's commitment, he/she should first?
A) Attempt once again to gain the buyer's commitment (i.e., make a sale)
B) Thank the buyer for their time
C) Attempt to get another appointment with the buyer
D) Probe to try to find out why the buyer is resistant
E) None of the above
Q3) The "standing-room-only" close is an effective relationship-building earning commitment technique.
A)True
B)False
Q4) The first step in the LAARC method for handling resistance is to ___________.
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Page 10
Chapter 9: Expanding Customer Relations
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114 Verified Questions
114 Flashcards
Source URL: https://quizplus.com/quiz/18620
Sample Questions
Q1) 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
Q2) With respect to relational selling, it is the salesperson's job to follow-up with the customer after a sale has been made in order to ensure customer satisfaction.
A)True
B)False
Q3) What is the customer service dimension that refers to a salesperson's desire to work with and properly service customers on a daily basis?
A) Communication
B) Reliability
C) Resilience
D) Service motivation
E) Anticipation
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11
Chapter 10: Adding Value: Self Leadership and Teamwork
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137 Verified Questions
137 Flashcards
Source URL: https://quizplus.com/quiz/18621
Sample Questions
Q1) _____________ skills are skills salespeople must learn to build internal partnerships that translate into increased sales and organizational performance.
Q2) Suppose a salesperson is classifying accounts based on the level of sales potential. Which common method for classifying accounts is the salesperson using?
A) Single-factor analysis
B) Portfolio analysis
C) Sales volume analysis
D) Most Likely Sales (MLS) analysis
E) Least Likely Sales (LLS) analysis
Q3) _____________________ are "smart" sales force automation tools that analyze historical sales data in order to identify sales opportunities.
Q4) Portfolio analysis is a common method used for account classification because of its simplicity.
A)True
B)False
Q5) Increase sales by 10%, although realistic, is not an effective goal because it is not
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12
Chapter 11: Sales Management and Sales 20
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186 Verified Questions
186 Flashcards
Source URL: https://quizplus.com/quiz/18622
Sample Questions
Q1) It's possible for a salesperson who is persistent to not have a lot of motivation.
A)True
B)False
Q2) The first step in the sales training process is to assess ________________________.
Q3) Which of the following best reflects an account targeting strategy?
A) A decision to build transaction-based relationships with customers.
B) The categorization of accounts based on volume and purchase frequency.
C) The elimination of a low-profit product from the product line.
D) A decision to target accounts in a particular geographic region.
E) All of the above are examples of account targeting strategies.
Q4) Which of the following is a type of reward/compensation system used to motivate and compensate salespeople?
A) Commission
B) Salary
C) Bonus
D) Salary plus commission
E) All of the above are correct
Q5) CRM stands for __________________________________________.
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