FREE BUSINESS AND STUDY GAMES ABOUT SALES

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FREE BUSINESS AND STUDY GAMES ABOUT SALES

PRINCIPLES EXAM QUESTIONS

Actual Qs and Ans Expert-Verified Explanation

This Exam contains:

-Guarantee passing score -30 Questions and Answers -format set of multiple-choice -Expert-Verified Explanation

Question 1: Match the deadly sins of business selling

Pushiness

Answer:

Following practices such as backdoor selling and prying to find out a competitor's prices Question 2: Which of the following are goals of using technology in the sales process? (Check all that apply.)

Answer:

• To help salespeople increase the pace with which they can spot and qualify leads

• To help salespeople report new sales to their firm

Question 3: Match the deadly sins of business selling

Unlimited optimism

Answer:

Promising anything to get a purchase order

Question 4: Who among the following salespeople most likely follows the Core Principles of Professional Selling?

Answer:

Omar who considers customer service the most important aspect of selling Question 5: In the context of business, which of the following are true of the traditional definition of personal selling? (Check all that apply.)

Answer:

• It involves an individual helping another individual, such as a salesperson working with prospects to

examine their needs.

• It involves sales-related communications between a seller and a buyer.

Question 6: Match the deadly sins of business selling

Unprofessional conduct

Answer:

Showing behaviors such as knocking competitors and drinking excessively at a business lunch

Question 7: Match the deadly sins of business selling

Time wasting

Answer:

Making unannounced sales visits Question 8: True or false: According to research, only 7 percent of all marketing majors choose sales as their first job.

Answer:

False

Question 9: Match the deadly sins of business selling

Poor planning

Answer:

Making a sales call without doing necessary homework Question 10: The channel structure used to transfer products from an organization to its customers is referred as ___.

Answer:

Distribution

Question 11: Patricia Aburdene's Megatrends 2010: The Rise of Conscious Capitalism outlines new forces that will shape salespeople's jobs. According to this book, today's greatest megatrend is _____.

Answer:

spirituality

Question 12: What should be the main goal of business?

Answer:

To change the marketplace and workplace into an environment where all are treated as they would like to be treated Question 13: The sales process typically begins with determining the prospect or the customer.Arrange the steps that follows this step of the sales process in the order of occurrence. (Place the first step at the top.)

Answer:

• Planning and determining the approach

• Making the sales presentation

• closing the sales presentation

• following up with the customer and servicing them

Question 14: In business, a traditional definition of _____ refers to the individualized communication of information to persuade a prospective customer to buy something-a good, service, idea, or something else-that satisfies that individual's needs.

Answer:

personal selling Question 15: What are the Core Principles of Professional Selling? (Check all that apply.)

Answer:

• To professionally represent the selling firm

• To unselfishly serve the buyer or buying firm

Question 16: True or false: Often the need to gather and organize information shortens the duration of the sales process.

Answer:

False Question 17: In the context of a sales cycle, the _____ is at the center of the sales solar system.

Answer:

customer Question 18: The activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large are referred to as _____.

Answer:

marketing Question 19: As per the definition adapted by (ASTD), the holistic business system required to effectively develop, manage, enable, and execute a mutually beneficial, interpersonal exchange of goods and/or services for equitable value is called _____.

Answer:

American Society of Training and Development (ASTD)

Professional selling Question 20: A salesperson's sequential series of actions that leads toward the customer taking a desired action and ends with a follow-up to ensure purchase satisfaction is known as the ___.

Answer:

Blank 1: sales

Blank 2: process

Question 21: Which of the following are the deadly sins of business selling? (Check all that apply.)

Answer:

1.Lack of dependability 2.Unprofessional conduct

• Lack of product knowledge

• Time wasting