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PDF Download FREE BUSINESS AND STUDY GAMES ABOUT PS&M FINAL1
EXAM QUESTIONS
Actual Qs and Ans Expert-Verified Explanation
This Exam contains:
-Guarantee passing score -94 Questions and Answers -format set of multiple-choice -Expert-Verified Explanation Question 1: a representation of the trust-based sales process vertically in the form of a funnell.
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sales pipeline/sales funnel Question 2: A form of personal selling that focuses primarily on interersonal communication between buyers and sellers with the goal of establishing relationships
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trust-based selling
Question 3: typical skills required for trust-based selling
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information gathering, listening and questioning, strategic problem solving, team building and teamwork Question 4: term used by buyers to define trust: honesty of the spoken word
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Candor
Question 5: a major advantage of an effective written sales proposal is
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the ability to continue selling in the absence of the salesman Question 6: if the salesman initially fails to earn the buyer's commitment, they should
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probe to try to find out why the buyer is resistant
Question 7: the first step to resolve customer complaint
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ask the customer to explain the problem and listen to the whole story Question 8: the responsibility of revenue production is shared by the salespeople and..
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management staff Question 9: situation questison, problem questions, implication questions, need payoff questions
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SPIN Question 10: it costs seven to ten times more to acquire a new customer than it does to retain an existing customer
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true Question 11: accounts are concerned with profitability in.... salespeople are concerned with profitablity in...
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bottom-line, top line Question 12: the process of first deciding what is to be accomplished and then placing into motion the proper plan to achieve those objectives
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self-leadersihp
Question 13: Listen, acknowledge, asses, respond confirm
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LAARC Question 14: a statement of how the sales offering will add value to the prospects business by meeting a need or providing an opportunity
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customer value proposition
Question 15: "can I count on you to be here on time?"
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dependability Question 16: the most important part of marketing communication in terms of money spent by most business firms is
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personal selling Question 17: The extent of the buyers confidence that he or she can rely on the salesperson integrity.
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Trust Question 18: the act performed by salespeople of searching out, collecting, and analyzing information to determine the likelihood of the lead being a good candidate
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Qualifying sales lead Question 19: a quality or characteristic of a product or service that is designed to provide value to a buyer
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features
Question 20: term used by buyers to define trust
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Openness
Question 21: salespersons are expected to...
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contribute to the success of the buyer's firm Question 22: individuals within an organization who identify a need or perhaps realize that the acquisition of a product might solve a need or problem
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initiators
Question 23: RFP
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request for proposals
Question 24: "Will you recommend what is best for me?"
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customer orientation Question 25: buyers objections to a product or service during a sales presentation
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sales resistance
Question 26: four basic approaches to personal selling
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stimulus-response, need satisfaction, mental sales, problem-solution Question 27: "that sounds like an important issue, could you give me an example of what you mean?"
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reactive
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