test 2

Question 1

Salespeople who spend time qualifying their leads limit the time wasted on making calls with a low probability of
success

Answer 1

true

Question 2

According to the SIER model, the first activities in active listening are sensing and receiving the verbal and nonverbal
components of the message being sent

Answer 2

true

Question 3

Sales prospects who most closely fit an ideal customer profile are not deemed as the best sales prospects

Answer 3

false

Question 4

A sales discussion or presentation that is not sequenced in a logical order runs the risk of being inefficient and
ineffective

Answer 4

true

Question 5

Salespeople from noncompeting companies can be considered a source for generating leads

Answer 5

true

Question 6

Using referrals or introductions can improve the success of cold calling

Answer 6

true

Question 7

Information about customers is gathered by companies over time and from very different sources

Answer 7

true

Question 8

A sales suspect is an individual who is unlikely to buy a salesperson’s products.

Answer 8

false

Question 9

Most buyers are willing to overlook poor spelling and grammatical mistakes in a written proposal as long as the product
is beneficial and affordable

Answer 9

false

Question 10

As salespeople move through the strategic prospecting process and the other stages in the trust-based sales process, the
sales pipeline widens

Answer 10

false

Question 11

in response to statements from buyers, salespeople ask related questions and paraphrase what the buyer has said to
demonstrate their interest in what the buyer is saying

Answer 11

true

Question 12

Situation questions are used early in a sales call and provide salespeople with leads to develop a buyer’s needs and
expectations fully

Answer 12

true

Question 13

In an organized sales presentation, feedback from the prospect is discouraged; therefore, this format is more likely to
offend a participation-prone buyer

Answer 13

false

Question 14

Sasha is nominated by her professor to attend a seminar on civil engineering and its merits. During the seminar, Sasha
listens only for facts, takes intensive and detailed notes, and gets distracted very easily. This shows that Sasha is a strong
listener

Answer 14

false

Question 15

Company records are usually a poor source of prospects

Answer 15

false

Question 16

Probing questions help a salesperson shift or redirect the topic of discussion

Answer 16

false

Question 17

Sales calls and sales dialogues are the same thing

Answer 17

false

Question 18

When conducting an organized sales dialogue, a salesperson should do most of the talking

Answer 18

false

Question 19

Accountants, bankers, attorneys, teachers, business owners, politicians, and government workers are often good
centers of influence

Answer 19

true

Question 20

The final step in the strategic prospecting process is to conduct online research to acquire information on the current
selling situation

Answer 20

false

Question 21

Serious listening is often referred to as _____

Answer 21

active listening

Question 22

Jim is a newly appointed salesperson for SpickandSpan vacuum cleaners. It is his first day on the job, and he is
meeting his first prospective buyer who seems interested in a product. Which of the following would be the best way for
Jim to start the sales dialogue?

Answer 22

Jim should introduce himself and his company

Question 23

Which of the following is a disadvantage of using a canned presentation for sales communications?

Answer 23

It tends to alienate buyers who want to participate in buyer–seller interaction

Question 24

Which of the following is an example of a closed-ended question?

Answer 24

Is this the primary reason you are interested in switching suppliers?

Question 25

Which of the following is one of the six primary facets of effective listening?

Answer 25

Encouraging the buyer to talk

Question 26

Shanti is a salesperson who relies on his current customers to help him identify potential customers. In this scenario,
Shanti relies on _____ to generate sales leads

Answer 26

referrals

Question 27

Which of the following types of questions can be used by salespeople to change the topic of discussion to avoid
embarrassing prospective customers or themselves by proceeding on a forbidden or nonproductive line of questioning

Answer 27

tactical

Question 28

Which of the following arguments supports the belief that canned presentations force a purchase decision in a more
expedient fashion than other types of sales presentations?

Answer 28

The organized sales presentation format is invulnerable to diversionary delay tactics by the prospect

Question 29

SIER is an acronym for ______.

Answer 29

sensing, interpreting, evaluating, and responding

Question 30

ADAPT is an acronym for the five stages of strategic questioning. These stages are:

Answer 30

assessment questions, discovery questions, activation questions, projection questions, and transition
questions

Question 31

Which of the following is a disadvantage of situation questions?

Answer 31

Their interrogating nature can result in irritated buyers

Question 32

Which of the following is true of transition questions?

Answer 32

They are typically closed-end and evaluative in format.

Question 33

If a salesperson is looking for basic information about a buyer, he or she must gather information on the:

Answer 33

community and organizational involvement of the buyer

Question 34

Which of the following should be done by a salesperson before meeting a prospect?

Answer 34

He or she should gather basic information about the prospect

Question 35

Phyllis is a salesperson for a company that manufactures chemicals. While reviewing her new leads, Phyllis learns that
two of them just signed contracts with one of her company’s major competitors. Which of the following is most likely the
reason why Phyllis will not consider these two leads as sales prospects?

Answer 35

They do not have a need for the products or services her company is offering

Question 36

According to the SPIN questioning system, _____ questions are used early in a sales call and provide salespeople with
leads to develop a buyer’s needs and expectations fully

Answer 36

Situation question

Question 37

A written sales proposal is likely to fail when _____.

Answer 37

it assumes what is important to buyers instead of clarifying it first

Question 38

Pete is a salesperson who is a member of The Green Stones Country Club. The club is frequented by lawyers, doctors,
and other well-known members of the community. Pete often identifies new prospects while engaging in conversations
with the club members. In this case, Pete uses the club members as _____

Answer 38

centers of influence

Question 39

Which of the following is true of strategic prospecting?

Answer 39

Strategic prospecting helps salespeople identify the best sales opportunities

Question 40

Which of the following is a characteristic of an effective sales proposal?

Answer 40

it serves an educational purpose