Strategic Sales Test Bank
Course Introduction
Strategic Sales focuses on the development and implementation of effective sales strategies to achieve organizational objectives in competitive markets. The course examines the sales process from a strategic perspective, covering topics such as customer relationship management, territory analysis, account targeting, forecasting, and value-based selling. Students learn to analyze market trends, segment customers, and design tailored sales approaches that align with corporate goals. Case studies and real-world scenarios are used to develop skills in negotiation, sales planning, team management, and measuring sales performance, preparing students to lead and innovate in dynamic sales environments.
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) 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
Q2) Which of the following is the most important part of marketing communications in business-to-business marketing?
A)Advertising
B)Sales promotion
C)Direct marketing
D)Electronic marketing
E)Personal selling
Answer: E
Q3) _________ refers to the process whereby new products,services,and ideas are distributed to the members of society.
Answer: Diffusion of innovation
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Page 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) Tony has recently been hired as a salesperson by a logistics company.The company divides its clients into different markets based on their requirements.Tony has been asked to work exclusively with emerging entrepreneurs.To build long-term relationships with his clients,he has to improve his _____.
A)competitor knowledge
B)product knowledge
C)customer knowledge
D)price knowledge
E)promotion knowledge
Answer: C
Q2) A salesperson's service mission is to:
A)convince a customer to make a purchase at all costs.
B)prioritize his or her personal interests over a customer's interests.
C)maximize the number of sales.
D)provide added value for a customer.
E)minimize direct contact with a customer.
Answer: D
Q3) Honesty of the spoken word is called _________,one of the components of trust.
Answer: candor
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Page 4
Chapter 3: Understanding Buyers
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71 Verified Questions
71 Flashcards
Source URL: https://quizplus.com/quiz/14844
Sample Questions
Q1) Allen and Spade,a firearms manufacturer,has received a new order for customized hand guns.The company understands that the production of this order will require a new set of machinery.With the help of its engineers,the company has figured out the specifications of the machinery required.Now,the company should begin:
A)evaluating the performance of the new machines compared to the old ones.
B)searching for machine manufacturers.
C)evaluating proposals from machinery providers.
D)acquiring proposals from machine manufacturers.
E)purchasing new machines.
Answer: B
Q2) In the context of types of buyers,the _________ consists of firms,institutions,and governments.
Answer: business market
Q3) In the context of purchasing decisions,the newness of a problem or need is lowest in
Answer: straight rebuy decisions
Q4) In the context of purchasing decisions,a person purchasing daily groceries from a shopping mart is engaged in a(n)_________.
Answer: straight rebuy decision
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Chapter 4: Communication Skills
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56 Verified Questions
56 Flashcards
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Sample Questions
Q1) Salespeople often combine different types of questions to accomplish multiple and closely related sales objectives.
A)True
B)False
Q2) In the context of sales communication,which of the following is an advantage of having effective trust-based sales communication skills?
A)They assist the buyers and the salespeople in coming to an agreement.
B)They allow salespeople to identify buyers' needs and accurately convey proposed solutions.
C)They make it easier for the salesperson to communicate with the buying organization. D)They ensure that the salesperson gets the most out of the selling conversation.
E)They allow the buyer to maintain a subtle level of control in the selling conversation.
Q3) According to the ADAPT system of questioning,_________ follow up on the responses gained from preceding assessment questions and should drill down and probe for further details needed to fully develop,clarify,and understand the nature of the buyer's problems.
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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) Jane,a salesperson,has recently joined a company and is looking for information about prospective buyers of her company's products.Which of the following is considered basic information that Jane would need to obtain about the prospective buyers before meeting them?
A)Their motivation for buying
B)The competitors involved
C)Their hobbies and interests
D)The financial resources available
E)Their annual income
Q2) Which of the following is true of strategic prospecting?
A)Strategic prospecting helps salespeople identify the best sales opportunities.
B)Strategic prospecting is an easy process and does not consume much of a salesperson's time.
C)Salespeople cannot use strategic prospecting to generate additional business from existing customers.
D)Strategic prospecting does not help in the generation of future revenue.
E)Salespeople like prospecting, as buyers are always ready to see them.
Q3) _________ is a source of locating prospects whereby the prospect calls the company to get information.
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) A(n)_________ refers to business conversations between buyers and sellers that occur as salespeople attempt to initiate,develop,and enhance customer relationships.
Q3) The last section of the sales dialogue template is building value through _________.The last section of the sales dialogue template is building value through
Q4) The statement "Our product will help you increase your revenue" is an example of a good customer value proposition.
A)True
B)False
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Page 8
Chapter 7: Sales Dialogue: Creating and Communication
Value
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52 Verified Questions
52 Flashcards
Source URL: https://quizplus.com/quiz/14848
Sample Questions
Q1) While selling sales force automation software,James,a salesperson,says that using the software is like having a secretary that will work for free.James is using a(n)_____.
A)analogy
B)anecdote
C)testimonial
D)example
E)comparison
Q2) A sales presentation takes place prior to uncovering the buyer's needs.
A)True
B)False
Q3) _____ are facts that lend believability to claims of value and benefit.
A)Statistics
B)Testimonials
C)Examples
D)Analogies
E)Anecdotes
Q4) _________ are questions salespeople use throughout a sales dialogue to generate feedback from a buyer.
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Q5) _________ are testimonials in story or anecdotal form used as proof providers.
Chapter 8: Addressing Concerns and Earning Commitment
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53 Verified Questions
53 Flashcards
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Sample Questions
Q1) _________ is a selling technique in which the salesperson asks the customer directly to buy.
Q2) Stacey,a salesperson for Zone Technologies,has just heard her prospect make a red light statement.This means that:
A)it is unlikely she will get the sale.
B)she has an objection to handle.
C)she may now ask for the order.
D)the prospect wants her to stop selling.
E)the prospect is ready to make a purchase.
Q3) _________ is a selling technique in which the salesperson asks the prospect to select from two or more choices during a sales presentation.
Q4) Using the direct denial method for handling resistance may anger the buyer. A)True B)False
Q5) The _________ technique is a response to buyer objections in which the salesperson uses the opinion or data from a third-party source to help overcome the objection and reinforce the salesperson's points.
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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) Natalie is a salesperson for a company that manufactures office supplies.Which of the following activities is appropriate for Natalie to engage in if she is interested in converting her customers into highly committed lifetime customers?
A)Handling complaints when possible
B)Adding value to the selling organization
C)Processing requests for rush deliveries willingly
D)Cutting the price as often as possible
E)Passing customer complaints to higher authorities
Q2) Customer training does not require the assistance of a company trainer or engineer if the product is technical.
A)True
B)False
Q3) Building goodwill is important to converting new customers to committed lifetime customers.
A)True
B)False
Q4) The goal for salespeople is to meet customer expectations and not exceed them.
A)True
B)False
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Chapter 10: Adding Value: Self-Leadership and Teamwork
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73 Verified Questions
73 Flashcards
Source URL: https://quizplus.com/quiz/14851
Sample Questions
Q1) Effective goals for self-leadership are those that are easy for salespeople to achieve.
A)True
B)False
Q2) _________ are relationships salespeople have with other individuals in their own company.
Q3) Which of the following is true of territory analysis?
A)It employs single-factor analysis.
B)It involves placing customers into categories.
C)It demands setting realistic goals.
D)It requires achieving territory goals.
E)It provides the input for account classification.
Q4) Sales planning should ideally start with a short-term plan.
A)True
B)False
Q5) Stage Three of self-leadership involves developing strategies and plans that will guide salespeople toward achieving their goals.
A)True B)False
Q6) Salesforce.com,Microsoft Dynamics,and SalesLogix are examples of _________.
Page 12
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