Principles of Selling Exam Materials
Course Introduction
Principles of Selling introduces students to the fundamental concepts, strategies, and techniques essential for successful selling in todays dynamic business environment. The course covers the sales process from prospecting and approaching potential clients to closing the sale and providing post-sale service. Students will explore the psychology of buyer behavior, methods for building lasting customer relationships, ethical issues in sales, and how technology is shaping modern selling practices. Emphasis is placed on effective communication, negotiation, and presentation skills through practical exercises and real-world case studies, preparing students for careers in sales and broader business roles.
Recommended Textbook
SELL 5th Edition by Thomas N. Ingram
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10 Chapters
585 Verified Questions
585 Flashcards
Source URL: https://quizplus.com/study-set/759
Page 2
Chapter 1: Overview of Personal Selling
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62 Verified Questions
62 Flashcards
Source URL: https://quizplus.com/quiz/14842
Sample Questions
Q1) New business is generated for the selling firm by adding new customers or introducing new products to the marketplace.
A)True
B)False
Answer: True
Q2) Which of the following is most accurate with respect to a buyer's expectations for salespeople?
A)Buyers expect salespeople to be self-serving.
B)Buyers expect salespeople to be driven solely by profit.
C)Buyers usually have little to no expectations for salespeople.
D)Buyers expect salespeople to contribute to the success of the buyer's firm.
E)Buyers expect salespeople to close a sale quickly and move on.
Answer: D
Q3) Consumers who are likely to be late adopters of an innovation often rely on the salesperson as a primary source of information.
A)True
B)False
Answer: False
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3
Chapter 2: Building Trust and Sales Ethics
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60 Verified Questions
60 Flashcards
Source URL: https://quizplus.com/quiz/14843
Sample Questions
Q1) Salespeople are exposed to lesser ethical pressures than individuals in many other occupations.
A)True
B)False
Answer: False
Q2) _________ refers to the right and wrong conduct of individuals and the institutions of which they are a part.
Answer: Ethics
Q3) Which of the following statements is true of ethical standards?
A)Ethical standards are not influenced by a person's code of conduct.
B)Ethical standards for a profession are based on society's standards.
C)Ethical standards are legal standards as per the definition of the term.
D)Ethical standards are not reflective of a person's culture.
E)Ethical standards have not yet been adopted by the sales profession.
Answer: B
Q4) Relationship selling focuses on an organization's short-term marketing strategy.
A)True
B)False
Answer: False
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Chapter 3: Understanding Buyers
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71 Verified Questions
71 Flashcards
Source URL: https://quizplus.com/quiz/14844
Sample Questions
Q1) The multiattribute model for evaluating solution alternatives utilizes exponential moving averages.
A)True
B)False
Answer: False
Q2) If a buyer is evaluating a sales offering on its ability to meet standards,the buyer is assessing the sales offering on the basis of a _____.
A)situational attribute
B)knowledge attribute
C)delighter attribute
D)must-have attribute
E)psychological attribute
Answer: D
Q3) _________ refers to the degree to which a person holds opinions about issues and attempts to dominate or control situations by directing the thoughts and actions of others.
Answer: Assertiveness
Q4) The final phase in the buying process is the _________.
Answer: evaluation of performance and feedback
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Chapter 4: Communication Skills
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56 Verified Questions
56 Flashcards
Source URL: https://quizplus.com/quiz/14845
Sample Questions
Q1) Which of the following types of questions will be used by a salesperson to change topics when proceeding on a forbidden or nonproductive line of questioning?
A)Evaluative questions
B)Reactive questions
C)Probing questions
D)Tactical questions
E)Dichotomous questions
Q2) According to the SPIN questioning system,"Do you use telemarketing or mobile marketing?" is an example of a(n)_____ question.
A)activation
B)problem
C)implication
D)situation
E)indication
Q3) According to the SPIN questioning system,the purpose of _________ is to assist a buyer in thinking about the potential consequences of a problem and understand the urgency of resolving the problem in a way that motivates him or her to seek a solution.
Q4) Talking with the customer rather than at the customer is the basis of _________.
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6
Chapter 5: Strategic Prospecting and Preparing for Sales Dialogue
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50 Verified Questions
50 Flashcards
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Sample Questions
Q1) Megan is a salesperson for a company that manufactures chemicals.While reviewing her new leads,Megan learned that two of them just signed contracts with one of her company's major competitors.Which of the following best describes why Megan will not consider these two leads as sales prospects?
A)They do not have the budget or financial resources to purchase the product.
B)They do not have a need for the products or services her company is offering.
C)They are too busy to meet with salespeople.
D)They do not have the authority to make a purchase decision.
E)They are not in her company's target market.
Q2) The focal point of a prospecting plan should be:
A)the goal stating the number of qualified prospects to be generated.
B)a regular daily schedule for conducting prospecting activities.
C)generating results that can be tracked from using different prospecting methods.
D)developing a base of comprehensive knowledge and understanding.
E)to chronologically archive outcomes from any contacts with the prospect.
Q3) An organization's records of former customers are usually a poor source for prospecting.
A)True
B)False
Page 7
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Chapter 6: Planning Sales Dialogues and Presentations
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50 Verified Questions
50 Flashcards
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Sample Questions
Q1) An executive summary should:
A)make it as easy as possible for a buyer to make a positive purchase decision.
B)spell out a customer's problems, the nature of the proposed solution, and the resulting benefits to the customer.
C)offer a succinct overview and background of a firm, but emphasize only the company's capabilities.
D)emphasize the benefits resulting from the solution and not the product or service being sold.
E)present a sales agreement for a buyer to sign off on and complete.
Q2) Natalie's customers are small business owners who are just starting out and are usually interested in products that help their companies save money.According to the purchase decision process,these prospects are driven primarily by:
A)abstract buying motives.
B)rational buying motives.
C)emotional buying motives.
D)the benefits provided by the product.
E)a combination of rational and emotional buying motives.
Q3) The last section of a written sales proposal is _________.
Q4) _________ allow flexibility to adapt to buyer feedback.
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Chapter 7: Sales Dialogue: Creating and Communication
Value
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52 Verified Questions
52 Flashcards
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Sample Questions
Q1) Will,a salesperson at Borca Corp.,is preparing a presentation to a buying group,which contains a lot of information that he will have to use.The best method for Will to present this information is to scroll through the presentation while reading it out loud to the group.
A)True
B)False
Q2) Harper,a salesperson,uses slides and video presentations when selling computers to a buyers group.He finds that this helps involve the buyers in the presentation and is,in turn,more effective in making the buyers understand the product as well as its features and benefits.Which of the following sales aids does Harper use?
A)Response checks
B)Voice characteristics
C)Electronic materials
D)Product demonstrations
E)Proof providers
Q3) A(n)_________ is a special and useful form of comparison that explains one thing in terms of another.
Q4) An anecdote is a specific type of _________.
Page 9
Q5) _________ are testimonials in story or anecdotal form used as proof providers.
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Chapter 8: Addressing Concerns and Earning Commitment
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53 Verified Questions
53 Flashcards
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Sample Questions
Q1) Mike is a sales representative for an industrial equipment company.He plans to meet as many prospective buyers as possible in order to reach his sales target.Mike can expect sales resistance from prospects when:
A)they want to avoid the sales interview.
B)they have all the information they require to make a decision.
C)they are not happy with the product they are currently using.
D)they have been properly qualified by him.
E)they recognize a need for the product he is offering.
Q2) Just before moving into the securing commitment and closing stage,a salesperson should:
A)review with the customer all of the product's features and benefits.
B)summarize the confirmed benefits.
C)disclose the price of the product.
D)remind the customer of their concerns.
E)Â listen to the customer's objections.
Q3) When dealing with buyer objections,it is always a good idea to use the forestalling method of responding to buyer objections.
A)True
B)False
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Page 10
Chapter 9: Expanding Customer Relationships
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58 Verified Questions
58 Flashcards
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Sample Questions
Q1) Grace is a salesperson for a software developing company.She makes it a point to know at least three influential people in each of her customers' companies that can influence purchase decisions.In this scenario,which of the four sequential components of effective follow-up is Grace utilizing?
A)Interact
B)Connect
C)Know
D)Relate
E)Encourage
Q2) Scott is a salesperson for an automobile manufacturing company.He usually makes an effort to have effective encounters with customers in order to have effective communication between them.He wants his customers to be highly involved in the decision-making process.In this scenario,which of the four sequential components of effective follow-up is Scott utilizing?
A)Interact
B)Connect
C)Understand
D)Relate
E)Encourage
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Chapter 10: Adding Value: Self-Leadership and Teamwork
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73 Verified Questions
73 Flashcards
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Sample Questions
Q1) The process of placing existing customers and prospects into categories based on their potential as customers is known as territory analysis.
A)True
B)False
Q2) Which of the following is a feature of portfolio analysis?
A)It is less complex compared to ABC analysis.
B)It is a highly rigid system.
C)It uses only one factor for analysis.
D)It is represented in the form of a matrix.
E)It excludes the competitive position of the seller.
Q3) Which of the following is characteristic of single-factor analysis?
A)It employs a complex matrix system.
B)Its usage recommends data manipulation.
C)It requires extensive statistical analysis.
D)Its complexity has made it less popular.
E)It classifies accounts on the basis of sales potential.
Q4) In the context of tapping technology and automation,desktops,notebooks,laptops,tablets,andsmartphones are examples of
Q5) Salesforce.com,Microsoft Dynamics,and SalesLogix are examples of _________.
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