Professional Selling
Pre-Test Questions
Course Introduction
Professional Selling is an in-depth course designed to equip students with the principles, techniques, and strategies essential for success in modern sales environments. Through a combination of theoretical instruction and practical application, students will learn about the sales process, relationship building, effective communication, negotiation tactics, and ethical considerations within diverse industries. The course emphasizes the development of critical skills such as prospecting, needs assessment, presentation delivery, handling objections, and closing sales. Real-world scenarios, case studies, and role-playing exercises provide opportunities to hone these skills, preparing students for entry-level roles in sales or for enhancing their effectiveness in any professional field requiring client interaction and persuasion.
Recommended Textbook
SELL 2 Canadian 2nd Edition by Thomas N. Ingram
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11 Chapters
1323 Verified Questions
1323 Flashcards
Source URL: https://quizplus.com/study-set/1200
Page 2
Chapter 1: Overview of Personal Selling
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111 Verified Questions
111 Flashcards
Source URL: https://quizplus.com/quiz/23739
Sample Questions
Q1) Susan is a recent graduate with a degree in business and considers herself very career-oriented and ambitious. Why should she consider a position in sales?
A) She can make a lot of money in sales, given the right circumstances.
B) Research has shown that success in sales depends primarily on education.
C) Many companies consider sales the foundation for future assignments, including management positions.
D) Due to its low visibility, the sales department is a good place for new graduates to start.
Answer: A
Q2) In the evolution of personal selling, what characterizes the modern era?
A) selling through mass marketing of goods and services
B) a focus on hiring lower-cost salespeople
C) increased professionalism on the part of salespeople
D) increased efficiency of the factory production process
Answer: C
Q3) Ultimately, customer value is determined by your supervisor.
A)True
B)False
Answer: False
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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113 Verified Questions
113 Flashcards
Source URL: https://quizplus.com/quiz/23740
Sample Questions
Q1) Which trend has helped salespeople the most to improve their knowledge of markets and customers in order to build trust?
A) increased number of companies switching to trust-based relationship selling
B) increased educational requirements for hiring salespeople
C) increased emphasis on privacy and security of information
D) increased access to information via the Internet, smartphones, and e-mail
Answer: D
Q2) According to a survey of customers discussed in the textbook, a salesperson attempting to sell products or services that the customer does not need is considered ethical.
A)True
B)False
Answer: False
Q3) According to a survey of customers discussed in the textbook, a salesperson passing the blame for something that he or she did wrong is considered unethical.
A)True
B)False
Answer: True
To view all questions and flashcards with answers, click on the resource link above. Page 4
Chapter 3: Understanding Buyers
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134 Verified Questions
134 Flashcards
Source URL: https://quizplus.com/quiz/23741
Sample Questions
Q1) Which type of buyer needs is contingent on and often the result of conditions related to the specific environment, time, and place?
A) situational
B) functional
C) social
D) psychological
Answer: A
Q2) One way for a salesperson to influence the evaluation of a buyer using the multiattribute model is to attempt to alter the importance weights.
A)True
B)False
Answer: True
Q3) Communication styles provide a way of describing a person's preferred way of communicating using the characteristics of assertiveness and responsiveness.
A)True
B)False
Answer: True
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Chapter 4: Communication Skills
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148 Verified Questions
148 Flashcards
Source URL: https://quizplus.com/quiz/23742
Sample Questions
Q1) What type of question is used to shift or redirect the topic of discussion when necessary or when a line of questioning proves to be of little interest or value?
A) tactical
B) evaluative
C) dichotomous
D) probing
Q2) In our culture, crossed arms is often an indication of defensiveness.
A)True
B)False
Q3) The purpose of sales communication is to seek agreement from the prospective buyer.
A)True
B)False
Q4) In order to collect important information concerning the needs of the buyer, the salesperson should use tactical questions.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above.
6
Chapter 5: Strategic Prospecting and Preparing for Sales Dialogue
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96 Verified Questions
96 Flashcards
Source URL: https://quizplus.com/quiz/23743
Sample Questions
Q1) In general, most prospects are eager to meet with salespeople.
A)True
B)False
Q2) Which form of locating prospects brings the prospect to the salesperson?
A) centres of influence
B) cold canvassing
C) trade shows
D) noncompeting salespeople
Q3) Although the salesperson will be dealing with the contact, it is extremely important for the salesperson to gain some information on the contact's company prior to making the sales call.
A)True
B)False
Q4) According to the textbook, the main reason that salespeople dislike prospecting is that it is too time-consuming in comparison to the results generated.
A)True
B)False
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Chapter 6: Planning Sales Dialogues and Presentations
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101 Verified Questions
101 Flashcards
Source URL: https://quizplus.com/quiz/23744
Sample Questions
Q1) When planning a sales presentation, which of the following is the crucial thing for a salesperson to do?
A) list all the features and benefits of his or her product
B) identify the major competitive advantages of his or her product
C) write a script to guide the sales encounter
D) remember to focus on customer needs and how the customer defines value
Q2) Which the following best summarizes the challenge of using an organized sales dialogue?
A) salesperson does most of the talking when determining needs and presenting the solution
B) building the trust that is necessary between buyer and seller for the free exchange of information
C) the difficulty of ensuring consistency in delivering the same message to all buyers
D) greater demand on the salesperson's ability to react to questions and objections that are raised during the presentation
Q3) "We need to reduce our costs" is an example of a rational buying motive.
A)True
B)False
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Chapter 7: Sales Dialogue
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109 Verified Questions
109 Flashcards
Source URL: https://quizplus.com/quiz/23745
Sample Questions
Q1) The major purpose of the SPIN or ADAPT process is to determine when the customer will be placing their order.
A)True
B)False
Q2) What is the foundation of benefit selling?
A) To be successful, a salesperson must differentiate his or her product offering by focusing on those features that are superior to competing offerings.
B) Features of the product will advance the sale on the basis of creating added benefit for the buyer.
C) In today's highly competitive business environment, customers want more value, which means offering the most features for the least amount of money.
D) Confirmed benefits are persuasive and advance the sale on the basis of creating added value for the buyer.
Q3) What does the third step in the SPES Sequence stand for?
A) explain the sales aid
B) explore the buyer's situation
C) explain the benefits
D) explore additional solutions
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9
Chapter 8: Addressing Concerns and Earning Commitment
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105 Verified Questions
105 Flashcards
Source URL: https://quizplus.com/quiz/23746
Sample Questions
Q1) When dealing with buyer objections, it is a good idea to use the forestalling method most of the time.
A)True
B)False
Q2) What is the term for a traditional, and since discredited, sales closing technique in which the salesperson tells a story of something bad happening if the purchase is not made?
A) standing-room-only close
B) assumptive close
C) fear or emotional close
D) minor-points close
Q3) A buyer's resistance based on his or her loyalty to another supplier is generally easy to overcome.
A)True B)False
Q4) Using third-party reinforcement will always be effective in overcoming a buyer's resistance.
A)True B)False
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Chapter 9: Expanding Customer Relationships
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107 Verified Questions
107 Flashcards
Source URL: https://quizplus.com/quiz/23747
Sample Questions
Q1) For many salespeople, the core products they are selling provide the same features and benefits as those of their competitors, which make building long-term relationships more difficult. Which of the following statements is true regarding dealing with this type of competitive environment?
A) The best way to build long-term relationships is to offer the lowest price.
B) Competing on the basis of value provided tends to generate the least loyal customers.
C) The best way to build long-term relationships is to offer superior service quality. D) Good salespeople are the only long-term source of competitive differentiation that produces loyal customers.
Q2) One of the first things the salesperson should do when dealing with a complaint is let the customer vent.
A)True B)False
Q3) An open communication line is critical if salespeople are to build a long-term relationship with their customers.
A)True
B)False
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Chapter 10: Adding Value
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124 Verified Questions
124 Flashcards
Source URL: https://quizplus.com/quiz/23748
Sample Questions
Q1) Which type of goal is a salesperson's individual desired accomplishment, such as achieving a desired annual income over a specific time period?
A) personal
B) territorial
C) account
D) sales call
Q2) In order to maximize the effectiveness of daily sales plans, which two guiding principles should salespeople follow?
A) make them clear and share with management
B) put them in writing and say them out loud
C) make them clear and set them monthly
D) put them in writing and keep them current and flexible
Q3) When in the tapping technology and automation stage of self-leadership, which of the following would a salesperson looking to improve his or her productivity while away from the home office be most interested in?
A) mobile sales technologies
B) customer relationship management (CRM) solutions
C) deal analytics
D) the internet, intranets, and extranets
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Page 12
Chapter 11: Sales Management and Sales 20
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175 Verified Questions
175 Flashcards
Source URL: https://quizplus.com/quiz/23749
Sample Questions
Q1) What is the term for the use of customer-driven processes enabled by the latest Web technology to co-create value with customers?
A) Sales 2.0
B) social networking
C) cloud computing
D) sales process applications
Q2) The least specialized and most widely used system for dividing responsibility is to organize the salesforce on the basis of type of product sold.
A)True
B)False
Q3) Which of the following best illustrates the relationship between account targeting strategies and relationship strategies?
A) Relationship strategies provide the basis for account targeting strategies.
B) The two strategies are generally considered mutually exclusive.
C) Account targeting strategies provide the basis for relationship strategies.
D) Relationship strategies are independent of account targeting strategies.
Q4) The first step in the sales management process is developing the salesforce.
A)True
B)False
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