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Test Bank for Selling Today Partnering to Create Value, Canadian Edition, 8th Edition by Gerald L Manning; Michael Ahearne; Barry L Reece; H.F. (Herb) MacKenzie€16,81
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Test Bank for Selling Today Partnering to Create Value, Canadian Edition, 8th Edition by Gerald L Manning; Michael Ahearne; Barry L Reece; H.F. (Herb) MacKenzie
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Test Bank for Selling Today Partnering to Create Value, Canadian Edition, 8th Edition by Gerald L Manning; Michael Ahearne; Barry L Reece; H.F. (Herb) MacKenzie
Test Bank for Selling Today
Partnering to Create Value,
Canadian
Chapter 1: Selling as a Profession
What is the primary role of personal selling in modern business?
A. To generate immediate profits for the company
B. To build long-term customer relationships and partnerships
C. To promote the company's brand image
D. To reduce competition in the market
,Answer: B. To build long-term customer relationships and partnerships
Which of the following is NOT a characteristic of successful salespeople in today's
market?
A. Problem-solving mindset
B. Focus on short-term sales goals
C. Ethical behavior
D. Ability to work well with teams
Answer: B. Focus on short-term sales goals
Chapter 2: Ethics in Selling
Why is ethical behavior critical in sales?
A. It helps salespeople close deals faster
B. It prevents legal action against the salesperson
C. It fosters trust and long-term relationships with customers
D. It increases the salesperson's commission
Answer: C. It fosters trust and long-term relationships with customers
Which of the following is an example of unethical sales behavior?
A. Providing complete information about a product
B. Misrepresenting a product's capabilities to close a sale
C. Offering a customer-based solution
D. Building rapport with a client
Answer: B. Misrepresenting a product's capabilities to close a sale
Chapter 3: Understanding Buyer Behavior
Which type of buying decision involves a low level of buyer involvement and minimal
effort?
A. Routine decision
B. Limited decision
,C. Extended decision
D. Impulse decision
Answer: A. Routine decision
What is a key factor that influences organizational buying decisions?
A. Personal preferences of the decision-maker
B. Product packaging
C. Long-term supplier relationships
D. Immediate emotional appeal
Answer: C. Long-term supplier relationships
Chapter 4: The Selling Process
Which of the following is the first step in the personal selling process?
A. Prospecting
B. Closing the sale
C. Needs assessment
D. Following up
Answer: A. Prospecting
The goal of the needs assessment phase in selling is to:
A. Close the deal quickly
B. Establish a price negotiation
C. Understand the customer's specific needs and problems
D. Present the product features
Answer: C. Understand the customer's specific needs and problems
Chapter 5: Building Relationships with Clients
What is the main objective of relationship selling?
A. To make a single transaction
B. To build trust and develop long-term partnerships
, C. To increase the salesperson’s short-term sales
D. To outperform competitors in every sale
Answer: B. To build trust and develop long-term partnerships
Which strategy is most effective in building customer loyalty?
A. Offering frequent discounts
B. Creating customer satisfaction through high-quality service
C. Aggressive sales tactics
D. Promising more than what can be delivered
Answer: B. Creating customer satisfaction through high-quality service
Chapter 6: Prospecting and Sales Call Planning
Which of the following is the main purpose of prospecting in the sales process?
A. To close a sale
B. To identify potential customers
C. To develop pricing strategies
D. To follow up on previous sales
Answer: B. To identify potential customers
What is the most effective method of qualifying a prospect?
A. Asking about their budget in the first interaction
B. Researching their business needs and decision-making authority
C. Offering a free trial of the product
D. Sending marketing materials without follow-up
Answer: B. Researching their business needs and decision-making authority
Chapter 7: The Approach
Which of the following is an essential element of a strong sales approach?
A. Immediately providing price details
B. Building rapport with the customer
C. Giving a lengthy product demonstration
D. Criticizing competitors' products
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