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SALES PRINCIPLES

Unit 2 Quiz

QuestionAnswer
Which of the following distorts communication between the buyer and the seller? Noise
From a communications model perspective, the salesperson in a sales call is the: Source
The Top-Flite salesperson calls on a sports equipment retailer to sell him the company's new line of golf balls specifically designed for women golfers. From a communications model perspective, the retailer is the Receiver
Reaction to the communication as transmitted to the sender is known as: Feedback
Identify the correct statement about the KISS rule as it applies to salespeople. Maintain a simple presentation style
As James begins to discuss product prices, he notices his prospect has folded his arms across his chest, clenched his hands, and avoided eye contact. James has received _______ signals. disagreement
According to the text, which of the following is a true statement regarding business attire? A salesperson's wardrobe plays a significant factor in sales success.
Assume that you are a male salesperson. What advice does the text give you about the length of your hair? Use hair styling products to maintain a stylish appearance.
_______ refers to the gathering information and uncovering customer needs by using one or more questions. Probing
When you call on a prospect, your words, visual materials, and your body language are all used to communicate with your prospect. These are called: Mediums
Which of the following is most likely an example of a trade sales promotion? Premiums and coupons are directed at consumers.
Which of the following is a one-time price reduction the manufacturer passes on to channel members or directly to customers? Consumer discounts
When communicating with e-mail messages, you should never: Use capital letters
A veterinarian ran a local newspaper advertisement announcing it was the exclusive distributor of Hill brand gourmet pet food. The Hill salesperson reimbursed the veterinarian for the media cost. This is an example of _____ advertising. Co-op
Which of the following would most likely include a trial sample or request consumers to complete a questionnaire to receive a free product sample? Direct-mail advertising
_______ is the standard amount charged to customers for a product. List price
A product is priced FOB destination, which means: the seller pays the shipping costs.
A New York-based retailer purchases picnic hampers for $75,000 on November 1 and is given a cash discount of 3/10 net 30. If the invoice is paid on November 6, the retailer will: receive a cash discount of $2,250.
The only time a salesperson should use a speakerphone in an office setting is when he or she is: participating in a conference call.
The company uses a variety of promotions to make prospects aware of the company's products. Clearwater Hampers spends money on advertising for all of the following reasons EXCEPT to: educate customers about the company's picnic hampers.
When Robert walks around a prospect's desk to give them a hug, Robert is most likely guilty of: space invasion.
"Can you really create culturally-sensitive baskets that will not offend any of our customers?" the CEO asked after listening to Austin's sales presentation. The CEO's question is an example of: decoding.
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
Empathy is defined as the: ability to identify and understand the other person's feelings, ideas, and situation.
Salespeople have described the event planner as a(n) _______ because her personality type's strength is her spontaneity, persuasive powers, and loyalty. feeler
If Austin were to describe each basket style and each potential product in detail during his sales presentation, he would be guilty of: breaking the KISS rule.
Testimonials from satisfied customers would be one way that Austin could establish: credibility.
"What do you like best about the competitor's washing machines?" "Do you think you have ever paid too much for a new washer?" "Are you happy with how well your current washer cleans your clothes?" The salesperson, in this case, has used: encoding questions.
A distance of up to two feet, or about arm's length, around an individual is defined as: controlled space.
Created by: SBright
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