Quiz 1

Question 1

_________is a very effective way of communicating with customers especially in more complex selling situations. Salespeople can check out from customers to find out more about their problems

Answer 1

Personal selling

Question 2

________is everywhere. Everyone to some extent sells whether professionally done or not.

Answer 2

Selling

Question 3

with this personality are typically self-centered and prejudiced. They find enjoyment in manipulating a pitch that identifies them as sensible and dependable

Answer 3

Drivers buyer

Question 4

Professional selling helps in translating newest demand into effective demand. Its consequences lead to more production and hence increase GDP (gross domestic product).

Answer 4

Converts latest demand

Question 5

is a sales approach where the salesperson focuses on the customer’s problems and addresses the issue with appropriate offerings instead of merely promoting an existing product.

Answer 5

Solution selling

Question 6

The committed ___________needs to spend a great deal of time cultivating people. He is required to set up and maintain a web of friends, co-workers, salespeople from other companies, customers, and former customers, and anyone else he meets.

Answer 6

Networker

Question 7

prefers to have a deeper familiarity about the issue prior to getting convinced on a particular matter.

Answer 7

Analytical

Question 8

This kind of customers are respectful, sociable, and trustworthy. They are good listeners and relationship builders with others. They care more about building connection and ascertaining trust with other professionals.

Answer 8

Amiable

Question 9

People with the _____________ personality employs mainly their creative side to accent their opinions on a specific subject. When presented with facts, they choose to share their own viewpoint instead of asking supplementary information.

Answer 9

Expressive

Question 10

Professional selling is the most _________ for promotion. The sales presentation is accustomed based on the need and requisites of the customer.

Answer 10

Flexible Tool

Question 11

The level of ________ and interest can be assessed effortlessly in professional selling. Subsequently, the presentation can be customized fittingly.

Answer 11

Customer Attention

Question 12

Competitive advantage of a business organization increases with the development of a ____________ between its salespersons and potential customers

Answer 12

Personal relationship

Question 13

Professional selling intends at developing good and long-_________ relationship between the salesperson and the customer to boost sales using the win-win attitude.

Answer 13

Lasting

Question 14

_________selling is an acronym for four different types of sales questions that can take a disinterested prospect to someone who is motivated to buy

Answer 14

SPIN

Question 15

can be achieved by probing to find out what is causing predicament for a prospect.

Answer 15

Problem question

Question 16

The intention of this third set of questions is to make the customer excited for a solution to the problem/s they have just identified.

Answer 16

Implication Questions

Question 17

The concluding stage of SPIN selling is to persuade a prospect to think about how important a solution to the problem they have identified, would be.

Answer 17

Need pay-off questions

Question 18

This function handles client deployment and success, ongoing client management, and renewals

Answer 18

Account Management

Question 19

They are quota-carrying reps (salespeople) who close deals. They can be either inside or out in the field.

Answer 19

Sales Representative

Question 20

Commonly called Market Response Reps (salespeople), their function is to qualify marketing leads coming inbound using the website.

Answer 20

Inbound Lead Qualification

Question 21

Commonly called Sales Development Reps or New Business Development Reps (salespeople), their function is to prospect and create into lists those target accounts in order to develop new sales opportunities coming from cold or inactive accounts.

Answer 21

Outbound prospecting

Question 22

People feel comfortable with buying from someone they like better. Salespeople who apply the __________ approach are essentially warm and friendly.

Answer 22

Instant Buddy

Question 23

is particularly useful in technical sales. It includes the buddy and the guru approaches as well as solutions selling.

Answer 23

Consultant

Question 24

is best for salespeople who prefer explore a more logical and less emotional approach.

Answer 24

GURU

Question 25

entails insisting someone to buy a product even though the prospect does not want or even need it.

Answer 25

Hard Seller

Question 26

is a sales approach where the salesperson focuses on the customer’s problems and addresses the issue with appropriate offerings instead of merely promoting an existing product

Answer 26

Solution seller

Question 27

gives the opportunity to unemployed people to work as salespersons for earning income.

Answer 27

Employment Opportunities

Question 28

Professional selling guarantees attractive career, job satisfaction, respect variety, security and a lot more.

Answer 28

Career Opportunities

Question 29

Travel and tourism in the country get endorsed by the mobility of the salespeople from one place to another.

Answer 29

Mobility of Salespeople

Question 30

Professional selling makes certain consistency in consumption by selling homogenous products

Answer 30

Product Standardization

Question 31

is someone who intentionally sells fake goods or who is a swindler, impostor, or pretender.

Answer 31

Snake Oil Salesperson

Question 32

the insurance industry developed field specialization from an Account Executive also known as

Answer 32

Hunter

Question 33

and Account Manager also known_____________ standpoint.

Answer 33

Farmer

Question 34

Professional selling is a useful ________ in the hands of the businessman for growing sales.

Answer 34

Promotional tool

Question 35

Professional selling entails the least expenditure of efforts compared with other tools of promotion

Answer 35

Lessens wastage of efforts