Course Sales and Sales Management
Test Module 5 Quiz
   
   
Status Completed
Attempt Score 48 out of 50 points
Time Elapsed 19 minutes
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  • Question 1

2 out of 2 points

Office scanning is an activity most closely related to:
Selected Answer: b.

small talk

  • Question 2

2 out of 2 points

Viveca asked the supermarket manager, “How many dollars worth of frozen food do you buy each month?” This question is an example of a(n) _____ question.
Selected Answer: a.

situation

  • Question 3

2 out of 2 points

Gloria is showing a prospect how her company’s logistical support system will reduce delivery time. Gloria is engaged in a(n):
Selected Answer: d.

customer benefit proposition

  • Question 4

2 out of 2 points

Which of the following is a communication tool that can be used to strengthen a salesperson’s presentation?
Selected Answer: e.

all of the above

  • Question 5

2 out of 2 points

Dawn walks into a customer’s office and immediately recognizes the customer is bothered by something. Dawn should:
Selected Answer: c.

ask if this is not a good time to meet

  • Question 6

2 out of 2 points

Since Melanie’s proposal will be sent to the home office in Cedartown to convince executives that the local Vinson Mountain branch office needs the vacuum molding machine she is selling, Melanie would be smart to:
Selected Answer: c.

secure the support of the Vinson Mountain branch manager

  • Question 7

2 out of 2 points

A request for proposal (RFP):
Selected Answer: a.

is used when the customer has a firm idea of the product needed

  • Question 8

2 out of 2 points

Which of the following is good advice for those situations when you, the salesperson, find your buyer will not be able to see you at your appointed time?
Selected Answer: a.

Make use of this waiting time by working on your paperwork.

  • Question 9

0 out of 2 points

“Mr. Rogers, if I could show you a way to increase sales in your bookstore by 20 percent per year, would you be interested?” said Leesa. In this example, Leesa is using the _____ opening.
Selected Answer: b.

rapport

  • Question 10

2 out of 2 points

The salesperson for the BM&M automated sawdust screen walked into the pallet manufacturer’s buying agent’s office and handed him a letter from a pallet manufacturer in Georgia. The letter praised the efficiency of the BM&M screen and was especially complementary of the fact that the screen only has six moving parts. This letter is an example of a(n):
Selected Answer: e.

testimonial

  • Question 11

2 out of 2 points

Which of the following statements about the use of humor in sales presentations is true?
Selected Answer: c.

Remember the time spent laughing over a good joke will put everyone more at ease.

  • Question 12

2 out of 2 points

ECR, QR, AR, and JIT systems help retailers:
Selected Answer: b.

save money through reduced inventories

  • Question 13

2 out of 2 points

The _____ is the return a buyer would have earned from a different use of the same investment capital.
Selected Answer: c.

opportunity cost

  • Question 14

2 out of 2 points

_____ require(s) the prospect to go beyond a simple yes/no response and share a great deal more useful information.
Selected Answer: e.

Open questions

  • Question 15

2 out of 2 points

Just as Brian walked into the room carrying his samples and his portfolio for the demonstration, he fell over a wrinkle in the carpet and landed headfirst at the feet of his prospect. Everything he was carrying was scattered, and it took him almost five minutes to get reorganized. Because of the _____, the prospect is likely to permanently label Brian as clumsy and ineffectual.
Selected Answer: b.

halo effect

  • Question 16

2 out of 2 points

The use of laptop computers by salespeople in their demonstrations has increased dramatically in recent years. Which of the following statements about their use is true?
Selected Answer: a.

Salespeople use collateral management systems to archive catalog, and retrieve digital media and text.

  • Question 17

2 out of 2 points

Doug was so eager to buy the potato slicer that turns a single, whole potato into a continuous thin-sliced curl that he did not hear the salesperson comment that the machine was difficult to clean. Doug was using _____ and imagining how much easier it would be to make French fries with his new slicer.
Selected Answer: a.

selective perception

  • Question 18

2 out of 2 points

Which of the following is NOT one of the essential elements of a sales call?
Selected Answer: a.

pre-calculating the profit margin

  • Question 19

2 out of 2 points

According to the text, the manner in which the salesperson handles the product can be used to communicate:
Selected Answer: d.

that the product is valuable

  • Question 20

2 out of 2 points

A product demonstration:
Selected Answer: b.

allows prospects to prove to themselves the product works the way the salesperson claims

  • Question 21

2 out of 2 points

Why should a salesperson use visual aids and get a prospect actively involved in the communication process?
Selected Answer: c.

to get and keep the prospect’s attention

  • Question 22

2 out of 2 points

The salesperson for refrigerant leak monitors began her presentation to the Kroger buying agent as follows: “Our system will prevent your employees from being exposed to dangerous CFC emissions.” At that point in her sales presentation, she was describing a(n):
Selected Answer: c.

benefit

  • Question 23

2 out of 2 points

Which opening should be described as the simplest and least effective way to begin a sales call, but is unlikely to generate much interest in the prospect?
Selected Answer: d.

introduction

  • Question 24

2 out of 2 points

Sunil was illustrating the ease with which the gear shift lever on his company’s newly designed lawn mower can be repaired when the bolt holding the lever to the body of the mower would not budge even after a good dosage of lubricant. What is the most appropriate way for Sunil to handle this situation?
Selected Answer: c.

Take a humorous tone and realize mistakes do happen.

  • Question 25

2 out of 2 points

Which of the following statements about selling to groups is true?
Selected Answer: c.

You must gather information about the concerns of each and every person who will attend.