Course Introduction
Principles of Selling Exam Answer
Key
Principles of Selling introduces students to the fundamental concepts and techniques essential for successful personal selling. The course explores the psychology behind consumer behavior, the sales process from prospecting to closing, and the development of effective communication and relationship-building skills. Emphasizing ethical practices, students learn how to assess customer needs, present solutions, handle objections, and foster long-term customer loyalty. Through case studies, role-playing, and practical exercises, participants gain hands-on experience and insights into the dynamic field of sales, preparing them for a variety of professional selling roles in today's competitive marketplace.
Recommended Textbook
SELL 4th Edition by Thomas N. Ingram
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11 Chapters
1522 Verified Questions
1522 Flashcards
Source URL: https://quizplus.com/study-set/610 Page 2
Chapter 1: Overview of Personal Selling
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126 Verified Questions
126 Flashcards
Source URL: https://quizplus.com/quiz/11530
Sample Questions
Q1) "Does this salesperson help me achieve my strategic priorities?" can be a question customers ask themselves when assessing customer value.
A)True
B)False
Answer: True
Q2) Salespeople have contributed to the economic growth of the United States in two basic ways:
A) By stimulating economic transactions and encouraging research and development.
B) By bringing producers news about the state of the market and introducing new products to people in rural areas.
C) By stabilizing economic transactions and assisting in recovery cycles.
D) By sustaining periods of relative prosperity and developing product awareness among consumers.
E) By stimulating economic transactions and increasing the diffusion of innovation.
Answer: E
Q3) ________________ selling is an extension of needs-satisfaction selling.
Answer: Problem-solving
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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109 Verified Questions
109 Flashcards
Source URL: https://quizplus.com/quiz/11531
Sample Questions
Q1) Likeability and compatibility can be used to enhance trust building.
A)True
B)False
Answer: True
Q2) Salespeople often adapt their appearance and communication style to that of their customers.This helps them to build trust because their customers perceive them as being:
A) Experts
B) Customer oriented
C) Compatible
D) Candid
E) Knowledgeable
Answer: C
Q3) While salespeople's knowledge of their company and their products is important to building trust, knowledge of their industry is not.
A)True
B)False
Answer: False
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Chapter 3: Understanding Buyers
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143 Verified Questions
143 Flashcards
Source URL: https://quizplus.com/quiz/11532
Sample Questions
Q1) Today, both buyers and sellers are increasingly looking to form mutually satisfying long-term relationships with their suppliers and customers respectively.
A)True
B)False
Answer: True
Q2) One of the major trends affecting purchasing is the increasing use of information technology.
A)True
B)False
Answer: True
Q3) Individuals who are high on the assertiveness measure and high on responsiveness measure are known as __________________.
Answer: Expressives
Q4) A market composed of firms, institutions, and governments that acquire goods and services to use as input into their own manufacturing processes is called the ___________________ market.
Answer: Business
Q5) EDI is the acronym for ___________________________________.
Answer: Electronic Data Interchange
To view all questions and flashcards with answers, click on the resource link above. Page 5
Chapter 4: Communication Skills
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134 Verified Questions
134 Flashcards
Source URL: https://quizplus.com/quiz/11533
Sample Questions
Q1) In trust-based selling it is more important that the salesperson talks with rather than at the buyer.
A)True
B)False
Q2) _________________questions are designed to limit the customer's response to one or two words.
Q3) With respect to SPIN, "what sort of system are you currently using?" is an example of a/an ________________question.
Q4) If a salesperson were to say "that sounds like an important issue, could you give me an example of what you mean?" he/she would be asking which type of question?
A) Evaluative
B) Reactive
C) Probing
D) Tactical
E) None of the above
Q5) How a person sits in a chair is a form of nonverbal communication.
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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121 Verified Questions
121 Flashcards
Source URL: https://quizplus.com/quiz/11534
Sample Questions
Q1) Which of the following is not one of the common secondary lead sources?
A) Harris Directory
B) Moody's Industrial Directory
C) Thomas Register of American Manufacturers
D) Standard & Poor's Register of Corporations, Directors, and Executives
E) Company records
Q2) Many organizations use both inbound and outbound telemarketing to generate leads.
A)True
B)False
Q3) Tracking systems often make it difficult for salespeople to evaluate the effectiveness of their prospecting methods.
A)True
B)False
Q4) A tracking system is important to prospecting, but it is not part of the strategic prospecting plan.
A)True
B)False
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Q5) The salespersons plan for gathering qualified prospects is referred to as a
Chapter 6: Planning Sales Dialogues and Presentations
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138 Verified Questions
138 Flashcards
Source URL: https://quizplus.com/quiz/11535
Sample Questions
Q1) _______________________refers to business conversations between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships.
Q2) When conducting a sales dialogue, the salesperson should do most of the talking.
A)True
B)False
Q3) Customer value propositions should be specific with respect to tangible outcomes.
A)True
B)False
Q4) The last section of the Sales Dialogue Planning Template is:
A) Earn Prospect Commitment
B) Build Value through Follow-Up Action
C) Handle Resistance
D) Assess Sales Call Performance
E) None of the above
Q5) One of the recommendations for writing an effective value proposition is to promise only what can be _____________________delivered.
Q6) The first part of a written sales proposal is a/an _____________________.
Q7) The second A in ADAPT stands for ________________ questions.
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Chapter 7: Sales Dialogue: Creating and Communicating Value
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133 Verified Questions
133 Flashcards
Source URL: https://quizplus.com/quiz/11536
Sample Questions
Q1) A comparison is a statement that points out and illustrates the similarities between two points.
A)True
B)False
Q2) The benefits the buyer indicates are important and represent value are called __________________.
Q3) A statement that points out and illustrates the similarities between two points is called a/an ____________.
Q4) When selling to groups, salespeople can expect tough questions.
A)True
B)False
Q5) A salesperson's voice characteristics have no impact on his or her sales presentation ability.
A)True
B)False
Q6) _____________are proof providers that are in the form of statements from satisfied users of the selling organization's products and services.
Page 9
Q7) _____________ are testimonials in a story or anecdotal form used as proof providers.
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Chapter 8: Addressing Concerns and Earning Commitment
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138 Verified Questions
138 Flashcards
Source URL: https://quizplus.com/quiz/11537
Sample Questions
Q1) Ramon is salesperson for a technology consulting company and is confronting an objection.Once the buyer has expressed/stated the objection, Ramon should:
A) Continue listening
B) Assess the objection
C) Acknowledge the objection
D) Respond to the objection
E) Change the subject of the conversation
Q2) A salesperson attempting to soften the blow in correcting the prospects information is using the ____________ ____________ method of handling objections..
Q3) Which of the following is not a technique for earning commitment?
A) Direct commitment
B) Summary commitment
C) Balance sheet commitment
D) Alternative choice
E) All the above are techniques for earning commitment
Q4) In order to effectively respond to objections, salespeople must be good listeners.
A)True
B)False
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Chapter 9: Expanding Customer Relations
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140 Verified Questions
140 Flashcards
Source URL: https://quizplus.com/quiz/11538
Sample Questions
Q1) Which the following is not one of the customer service dimensions?
A) Communication
B) Reliability
C) Resilience
D) Service motivation
E) All the above are customer service dimensions
Q2) Most companies do a good job of understanding and satisfying their customers.
A)True
B)False
Q3) Resilience and shrewdness are important characteristics for salespeople to have when dealing with customer complaints.
A)True
B)False
Q4) E-mail is a good way to stay in touch with the customer because it guarantees the customer will get the message.
A)True
B)False
Q5) The four sequential components of effective follow-up include _____________, _____________, _____________, and Relate.
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Chapter 10: Adding Value: Self-Leadership and Teamwork
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154 Verified Questions
154 Flashcards
Source URL: https://quizplus.com/quiz/11539
Sample Questions
Q1) Selling technology and automation have little to do with a salesperson's success. A)True
B)False
Q2) Grace is attempting to classify a new account using portfolio analysis.She believes she is in a strong competitive position, but she also believes the account opportunity is low compared to other opportunities. Which of the following best represents what Grace's selling effort strategy should be?
A) Assign the account to a telemarketer until a breakthrough is made.
B) Make a heavy investment in the selling effort in an attempt to strengthen her competitive position.
C) Allocate a small portion of her time to the account until her competitive position improves.
D) Allocate a moderate level of selling effort in order to maintain the current competitive position.
E) Both A and C above are good options
Q3) It is not uncommon for salespeople to find that 20% of their customers generate __% of their sales potential.
Q4) The last stage of Self-Leadership is _____________________.
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Page 12
Chapter 11: Sales Management and Sales 20
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186 Verified Questions
186 Flashcards
Source URL: https://quizplus.com/quiz/11540
Sample Questions
Q1) The collection of skills, knowledge, personal traits, aptitude and willingness to accept occupational conditions necessary to perform the job is referred to as the:
A) Job analysis
B) Job description
C) Job qualifications
D) Job survey
E) Job type
Q2) Management control over selling effort allocated to different markets is one of the advantages of organizing the sales force by product.
A)True
B)False
Q3) Connie sells all of her company's 20 products. Her company's sales structure is highly specialized.
A)True
B)False
Q4) _____________is a written summary of the job.
Q5) Job __________ is an examination of the tasks, duties, and responsibilities of the sales job.
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