New customers may be turned over to account-servicing salespeople referred to as
Which of the five personal selling approaches involves the highest level of adaptive selling?
Which of the following is not one of the steps of the ADAPT questioning methodology?
Assess the buyer’s situation.
Discover the buyer’s needs.
Activate the buying process.
Transition to the close.
Salespeople who focus on gaining new customers are sometimes referred to as
Key presentation skills include all of the following except
explaining the features and benefits of the product.
demonstrating the product.
producing additional information to reinforce claims made.
using audiovisual sales aides.
Which of the following personal selling approaches focuses most on the buyer’s needs and strategic priorities?
_______ is the process of helping customers reach their strategic goals by using the products, services, and expertise of the sales organization.
Need satisfaction selling
Stimulus response selling
_______ are salespeople who support the sales effort by providing information and performing other supplemental services.
________ is essentially a sequential approach to selling in which the salesperson leads the customer through stages in the buying process.
Stimulus response selling
Mental states selling
Need satisfaction selling
Which one of the following is not a stage in the SPIN selling technique?
Investigate the customer’s situation.
Determine the customer’s problem.
Discuss implications of the problem if it is left unattended.
Follow up the sale with additional product offerings.
To be successful at trust-building, research indicates that salespeople should demonstrate all of the following characteristics except
According to the trust-based relationship selling process framework, “discovering prospect’s needs” is a part of which component of the framework?
Selling strategy based on customer needs and value
Initiating customer relationships
Developing customer relationships
As ________, salespeople stimulate sales cycles and help customers reach buying decisions as soon as reasonably possible.
The problem-solving view of personal selling is an extension of
need satisfaction selling.
stimulus response selling.
mental states selling.
Which of the following statements pertaining to the stimulus response form of personal selling is true?
The buyer takes a dominant role in the sales dialogue.
The stimulus response sales strategy can’t be used with a canned sales presentation.
The stimulus response sales strategy must be conducted in person because of the necessity for visual aids.
Key selling points can be sequenced in a logical order and likely questions and objections can be addressed before they’re voiced by the buyer.
The generation of new business for the selling firm is associated with which type of salespeople?
Hunters and pioneers
Order-getters and order-takers
Missionaries and detail salespeople
Pioneers and franchisers
The mental states approach to personal selling assumes that buyers must be led through four mental states, which occur in this order:
interest, attention, desire, action.
attention, desire, interest, action.
curiosity, interest, conviction, purchase.
attention, interest, desire, action.
________ support the sales effort by setting up point-of-purchase displays, rotating stock, and keeping store personnel informed about new products and sales promotions.
In this selling position, the salesperson, sometimes referred to as a pioneer, is responsible for
deciding which new territories to enter.
handling existing customer accounts.
answering routine customer inquiries.
adding new customers.
Need satisfaction personal selling is based on the notion that
customers need to be told what they want.
the customer needs to know what products the firm offers.
salespeople should be friendly because customers need to feel that they’re appreciated.
customers will be motivated to buy to satisfy particular needs.
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