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SALES PRINCIPLES
Unit 2 Project
| Question | Answer |
|---|---|
| Which of the following statement regarding organizational buying is most likely to be incorrect? | Organizational buyers almost always make very quick decisions |
| Which of the following is NOT a step in organizational buying process? | Identify decision makers |
| The _______ model of buyer behavior assumes a prospect will respond to the sales presentation in some predictable manner. | Stimulus-response |
| What is the primary purpose of the stimulus-response model? | Understanding buyer behavior |
| LeAnn, a salesperson, spent 20 minutes with a customer who came to the office. LeAnn listened to the customer & asked questions their needs & interests. She determined that the customer he might be interested in a new home. What should she do next? | Discuss the benefits of owning a newly built townhome |
| The process by which prospective buyers "internalize" or consider the information presented by the salesperson is referred to as a black box because: | salespeople cannot read a buyer's mind. |
| Selena is hungry. She has learned to meet that need by seeking out the CiCi's Pizza all-you-can-eat buffet. By preferring this type of eating opportunity, Selena is satisfying a(n): | want. |
| Since salespeople help their prospects make the choice to buy or not buy a product, it is important for salespeople to understand: | the various factors that can influence a buyer's decision. |
| Benefit selling is often referred to as: | FAB selling. |
| A product feature is defined as: | any physical characteristic of a product. |
| Salespeople use the SELL Sequence to: | remember what to emphasize during sales presentations. |
| The "E" in the SELL Sequence reminds the salesperson to: | explain the product's advantage. |
| A prospect internalizes the information presented by a salesperson and then makes a buying decision. Because we cannot see into the buyer's mind, this internalization process is referred to as a(n): | black box. |
| Which of the following statements about economic needs is true? | Economic needs refer to the buyer's need to purchase the most satisfying product for the money. |
| Which of the following is the LEAST likely communication method for building long-term relationships based on the Core Principles of Professional Selling? | Becoming multi-lingual |
| _______ is the act of transmitting verbal and nonverbal information and understanding between seller and buyer. | Communication |
| A hospital administrator expected the salesperson to use precise wording and concise phraseology in a well-organized presentation that appealed to her need for logic. What personality type is the hospital administrator? | Thinker |
| Salespeople have described the event planner as a(n) _______ because her personality type's strength is her spontaneity, persuasive powers, and loyalty. | Feeler |
| The concept of _______ space refers to the area around the self that a person will not allow another person to enter without consent. | territorial |
| A distance of up to two feet, or about arm's length, around an individual is defined as: | intimate space. |
| When the buyer is leaning forward or upright during the salesperson's presentation, she is projecting _______ signals. | acceptance |
| Kelly sells women's accessories. Her prospective buyer is smiling and is eyeing the samples Kelly brought with her to the sales presentation. The buyer's legs are uncrossed, and her arms are relaxed. What should Kelly do? | Continue as planned with the sales presentation |
| The two skills to being a good sales communicator are effectively being able to: | encode and decode messages. |
| During sales presentations, Tyrone asks prospects various questions about previous experiences with other computers and their opinions about the quality and price of the computers he sells. Tyrone uses _______, a good tool of the successful salesperson. | probing |
| The salesperson asked the prospect, "What do you like best about the competitor's washing machines?" "Do you think you ever paid too much for a new washer?" "Are you happy with how well your current washer cleans ?" The salesperson, in this case, has use | probing |
| taste | |
| As a struggling startup, Chobani used _____ to reach U.S. consumers. | social media |
| Which of the following statements describes Chobani’s approach to engaging with consumers? | “Treat people the way you want to be treated.” |
| How does Chobani’s management team describe its communication strategy? | High-touch, positive communications |
| According to the video, which of the following statements describes Hamdi Ulukaya’s approach to focus groups? | He doesn’t believe in using focus groups. |
Created by:
SBright
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