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Three types of business
buying situations are ________.
A.straight rebuy, new-task buy, and modified rebuy
B.volume discount buy, group rebuy, and institutional buy
C.initial corporate buy, group buy, and institutional buy
D.initial single buy, volume purchase buy, and institutional buy
E.volume discount buy, rebuy, and new rebuy
Three types of consumer buying decisions are ________.
A.habitual buying decisions, variety-seeking buying decisions, and
complex buying decisions
B.new product buying decisions, variety-buying decisions, and complex buying decisions
C.habitual buying decisions, new product buying decisions, and complex buying decisions
D.restock buying decisions, variety-seeking decisions, and complex buying decisions
E.early adopter buying decisions, replenish rebuy buying decisions, and complex buying decisions
Each buyer uses buying decisions applied to his or her unique
circumstances; however, the typical stages in the buying decision process are needs awareness, ________.
A.evaluation of solutions, resolution of problems, purchase, and implementation
B.vendor evaluation, purchase order issuance, and delivery
C.evaluation of solutions, proposal process, purchase, and delivery
D.vendor evaluation, request for proposals, contract issuance, and delivery
E.vendor evaluation, resolution of problems, purchase, and distribution
Although buying behavior is influenced in part by individual needs, people around us influence our buying decisions. These group influences are in four major areas: ________.
A.demographic influences, economic reference groups, social class, and culture
B.role influences, reference groups, economic influences, and culture and subculture
C.role influences, reference groups, social class, and culture and subculture
D.role influences, referring
groups, socioeconomic influences, and culture
E.demographic influences, socioeconomic influences, role influences, and cultural and subculture
Several of the most common causes of customer attrition include the following: ________.
A.the purchase was a one-time need, customer has issues with the sales team, and customer moves or is acquired
B.the purchase was a one-time need, customer moves or is acquired, and a loyal buyer goes to new
company or leaves
C.the customer moves or is acquired, customer is unhappy with the after-the-sale services, and a loyal buyer goes to new company or leaves
D.the purchase was a one-time need, product dissatisfaction, and customer moves or is acquired
E.product dissatisfaction, dissatisfaction with after-the-sale service, and the customer moves or is acquired
The basic lead qualifying criteria includes ________.
A.prospect need, authority
to issue an RFP, and ability to "buy now"
B.financially able to buy, willing to buy, and authority to buy
C.prospect need, financially unable to buy, and willing to buy
D.prospect need, authority to approve purchase order, and ability to "buy now"
E.prospect need, authority to buy, financial resources to buy, and willingness to buy
The sales process (or sales funnel) model includes the following steps: ________.
A.qualify, needs
analysis, presentation, negotiations, and closed
B.prospect, needs analysis, presentation, negotiations, and closed/service
C.prospect, needs analysis, presentation, negotiations, and closed
D.prospect, qualify, presentation, negotiations, and closed/service
E.prospect, qualified, needs analysis, presentation, negotiations, and closed/service
The three prescriptions of a presentation strategy are ________.
A.establish
objectives, develop a presale presentation plan to meet the objectives, and have each team member review and approve
B.establish objectives, develop a presale presentation plan to meet the objectives, and have the inside sales team review and approve
C.establish objectives, develop a presale presentation plan to meet the objectives, and rehearse the presentation
D.establish objectives, develop a presale presentation plan to meet the objectives, and renew everyone's commitment to
provide outstanding customer service
E.double-check with your sales manager on objectives, develop a presale presentation plan to meet the objectives, and have inside sales team review
Salespeople skilled in adaptive selling consider how ________ may enhance the sales presentation.
A.the relationship, product, and customer strategies
B.the team, the product, and customer strategies
C.the team, the product, and presentation
strategy
D.the product, product price, and customer strategies
E.the relationship, the team, and presentation strategy
The six main parts of the presentation plan include ________.
A.preapproach, approach, need discovery, presentation, negotiation, and close
B.approach, need discovery, rehearse, presentation, close, and servicing the sale
C.preapproach, approach, need discovery, presentation, pricing, and close
D.approach,
need discovery, presentation, negotiation, close, and servicing the sale
E.approach, need discovery, presentation, pricing, contract, and close
Some of the most common approaches to arouse prospect interest in the presentation include ________.
A.agenda, product demo, referral, delivery options, price, customer benefit, and premium
B.product demo, referral, customer benefit, price, customer service, and premium
C.agenda, product
demo, referral, customer benefit, price, product requirements, and question
D.agenda, product demo, customer benefit, question, quotation, customer service, and premium
E.agenda, product demo, referral, customer benefit, question, survey, and premium
The four-part need-satisfaction model includes ________.
A.need agreement, solution selection, contracting agreement, and servicing the sale
B.need exploration, solution selection,
need satisfaction, and servicing the sale
C.need discovery, solution options, satisfaction exploration, and servicing the sale
D.need discovery, solution selection, need satisfaction, and servicing the sale
E.need discovery, solution options, need satisfaction, and servicing the sale
The pace, scope, and time allocated to need discovery might depend on a variety of factors, but there are generally several major factors. The major factors
include ________.
A.product sophistication, price, customer's product knowledge, and time available for discussion between salesperson and prospect
B.product sophistication, price, customer's contracting requirements, and time available for discussion between salesperson and prospect
C.product sophistication, price, engineering design deadlines, and time available for discussion between salesperson and prospect
D.product sophistication, manufacturing requirements, and time
available for discussion between salesperson and prospect
E.price, customer's product knowledge, and time available for discussion between salesperson and prospect
Preparation for the close involves ________.
A.
predetermining customer needs, suggesting preselected solutions, and planning appropriate closing methods
B.
predetermining customer needs, custom-fitting solutions, and planning appropriate closing methods
C.
understanding
customer needs, custom-fitting solutions, and doing little preparation for the closing
D.
understanding customer needs, custom-fitting solutions, and planning appropriate closing methods
This is the correct answer.
E.
understanding customer needs, suggesting preselected solutions, and planning appropriate closing methods
Three things a high-performance salesperson can do after a lost sale are ________.
A.
make sure the deal is
dead, review the chain of events, and interview the client
.B.
reexamine your proposal, review the chain of events, and attempt to renegotiate
C.
reopen the negotiations, review the chain of events, and interview the client
D.
make sure the deal is dead, review the chain of events, and discuss with your senior sales management team
E.
reopen the negotiations, review the chain of events, and discuss with your senior sales management team
The great majority of buyer concerns fall into five categories. Those categories are ________.
A.
need, product, price, vendor qualifications, and source
B.
need, product, vendor qualifications, price, and contracting requirements
C.
need, product, source, time, and price
D.
need, product, price, shipping, and distribution
E.
need, product, price, contracting obstacles, and shipping
There are several key
methods for using a persuasive presentation strategy. These include: emphasize the relationship, ________.
A.
target emotional links, sell specific benefits, use attention-getting showmanship, exaggerate negative change impact, place strongest appeal at the beginning or end, and use power of association
B.
target emotional links, sell specific benefits/get reactions, appropriate use of showmanship, minimize negative change impact, place strongest appeal at the beginning
or end, and use power of association
.C.
remain unemotional, do not sell specific benefits/get reactions, appropriate use of showmanship, minimize negative change impact, place strongest appeal at the beginning or end and use power of association
D.
target emotional links, sell specific benefits/get reactions, appropriate use of showmanship, exaggerate negative change impact, place strongest appeal at the beginning or end, and avoid power of association
E.
target
emotional links, sell specific benefits/get reactions, attention-getting showmanship, exaggerate negative change impact, place strongest appeal at the beginning or end, and use power of association