test 1

Question 1

Two types of new-business salespeople are order-takers and order-getters.

Answer 1

false

Question 2

The multi-attribute model for evaluating solution alternatives is used by business organizations because it involves
complex math.

Answer 2

true

Question 3

When a buyer’s desired state and their actual state are at the same level, the buyer is motivated to make a purchase.

Answer 3

true

Question 4

Relationship selling focuses on an organization’s long-term marketing strategy

Answer 4

true

Question 5

In the problem-solving approach to selling, competitors’ offerings are always included as alternatives in a customer’s
purchase decision.

Answer 5

true

Question 6

Salespeople are exposed to fewer ethical pressures than individuals in most other occupations.

Answer 6

true

Question 7

Sales does meet the criterion of making a significant contribution to society

Answer 7

true

Question 8

A salesperson’s knowledge is relevant in the process of earning the trust of a buyer

Answer 8

true

Question 9

The overall evaluation scores of a car battery for its technology, group size, reserve capacity, applications, and cold
cranking amps are 81, 83, 85, 72, and 63, respectively. In a sales presentation, a salesperson should emphasize the reserve
capacity of the car battery

Answer 9

true

Question 10

The three phases of the sales process are initiating, developing, and enhancing customer relationships.

Answer 10

true

Question 11

Personal selling and sales promotion are both forms of marketing communications

Answer 11

true

Question 12

Customers who appreciate the need satisfaction selling method are often willing to spend considerable time
in preliminary meetings to define needs prior to a sales presentation or written sales proposal.

Answer 12

true

Question 13

All order-getters are also pioneers and all pioneers are also order-getters

Answer 13

false

Question 14

An individual buying office supplies for an organization is operating in the consumer market

Answer 14

false

Question 15

In today’s increasingly competitive marketplace, buyers are finding it more effective and efficient to do
more business with a small number of suppliers

Answer 15

true

Question 16

Conformance to specifications is an example of a psychological attribute

Answer 16

false

Question 17

When a buyer’s desired state and his or her actual state are at the same level, the buyer is motivated to make
a purchase.

Answer 17

false

Question 18

In the context of the types of buyer needs, functional needs represent the desire for personal development,
information, and knowledge to increase thought and understanding as to how and why things happen

Answer 18

false

Question 19

In modified rebuy decisions, the buyer has past experience in purchasing a product

Answer 19

true

Question 20

In buying teams, users often serve as initiators and influencers

Answer 20

true

Question 21

Which critical variable of trust in a salesperson does the question “Do you know what you are talking
about?” most likely address?

Answer 21

expertise

Question 22

Which of the following statements is true of ethical standards?

Answer 22

Ethical standards for a profession are based on society’s standards

Question 23

Jim, an inexperienced salesperson, informs one of his potential customers that the laptop he is selling has a much
faster processing speed than the competitor’s laptop despite being aware that this is not true. The customer, however,
remains unconvinced and does not make the purchase. Jim’s behavior is considered unethical because he__________

Answer 23

exaggerates the benefit of the product

Question 24

Salespeople are often stereotyped as pushy, shifty, and untrustworthy because ________

Answer 24

in the past, the popular press portrayed them in this way

Question 25

In the context of buyer–seller interactions, which of the following is an excuse commonly used by some
salespeople to engage in deceptive behavior

Answer 25

the pressure of meeting the sales quota

Question 26

Rikki is hired as salesperson in a jewelry store. Being new to the industry, she does not possess a great deal of
knowledge about the products offered by the store. She is often asked questions by customers to which she does not know
the answer. However, she always responds to them by saying, “I will check with my store manager and get back to you.”
By being honest with her customers, Rikki exhibits _______

Answer 26

candor

Question 27

Which of the following is true of salespeople?

Answer 27

They can benefit tremendously by working from a continually evolving knowledge base.

Question 28

Susan is hired as salesperson in a jewelry store. Being new to the industry, she does not possess a great
deal of knowledge about the products offered by the store. She is often asked questions by customers to which
she does not know the answer. However, she always responds to them by saying, “I will check with my store
manager and get back to you.” By being honest with her customers, Susan exhibits

Answer 28

candor

Question 29

In the context of personal selling jobs that focus on new businesses, the task of _____ requires creative selling and the
ability to counter the resistance to change that will likely be present in prospective customers

Answer 29

pioneers

Question 30

In the context of purchasing decisions, a(n) _____ decision incorporates the lowest number of buying influences

Answer 30

straight rebuy

Question 31

_____ refers to a salesperson’s behavior that can be foretold on the basis of observation or experience by a
buyer

Answer 31

predictability

Question 32

Deryn is the sales manager of a cosmetics company that offers a wide range of face creams, lipsticks, and eye
makeup. Some of the company’s products are sold to wholesalers and distributors, while others are sold directly to
individual buyers. Deryn decides to divide the company’s vast customer base into distinct segments so that the company’s
salespeople can target each segment more effectively. To carry out this process, it is necessary for Deryn to possess sound
_____ knowledge

Answer 32

market

Question 33

In the context of business markets, _____ represents the fact that business buyers tend to be larger in size
but fewer in number, and this can greatly impact a salesperson’s selling plans and performance.

Answer 33

concentrated demand

Question 34

Which critical variable of trust in a salesperson does the question “Will you safeguard confidential
information that I share with you?” most likely address?

Answer 34

Dependability

Question 35

Which of the following factors does not influence the buying process

Answer 35

the location of buying centers

Question 36

Which of the following questions must a salesperson be able to answer in order to demonstrate that he or
she has product knowledge?

Answer 36

what materials are used when making goods?

Question 37

Low-assertive individuals tend to _______.

Answer 37

be deliberate in their communication

Question 38

Which of the following approaches to personal selling forces a salesperson to plan the sales presentation
prior to calling on a customer?

Answer 38

mental states selling

Question 39

A salesperson sold a corporate jet to a pharmaceutical company. The _____of the purchase process was the chief
operating officer of the corporation who found that the recent corporate expansions had outgrown the effective
service range of the organization’s existing aircraft.

Answer 39

initiator

Question 40

_____ is an extension of need satisfaction selling

Answer 40

problem solving selling