New customers may be turned over to account-servicing salespeople

Save Time On Research and Writing
Hire a Pro to Write You a 100% Plagiarism-Free Paper.
Get My Paper

Question 1

New customers may be turned over to account-servicing salespeople referred to as

Question options:

order-getters.

Save Time On Research and Writing
Hire a Pro to Write You a 100% Plagiarism-Free Paper.
Get My Paper

order-takers.

pioneers.

hunters.

Question 2

Which of the five personal selling approaches involves the highest level of adaptive selling?

Question options:

Stimulus response

Need satisfaction

Consultative selling

Mental states

Question 3

Which of the following is not one of the steps of the ADAPT questioning methodology?

Question options:

Assess the buyer’s situation.

Discover the buyer’s needs.

Activate the buying process.

Transition to the close.

Question 4

Salespeople who focus on gaining new customers are sometimes referred to as

Question options:

hunters.

farmers.

missionary salespeople.

detailers.

Question 5

Key presentation skills include all of the following except

Question options:

explaining the features and benefits of the product.

demonstrating the product.

producing additional information to reinforce claims made.

using audiovisual sales aides.

Question 6

Which of the following personal selling approaches focuses most on the buyer’s needs and strategic priorities?

Question options:

Stimulus response

Need satisfaction

Mental states

Consultative selling

Question 7

_______ is the process of helping customers reach their strategic goals by using the products, services, and expertise of the sales organization.

Question options:

Need satisfaction selling

Stimulus response selling

Contingency selling

Consultative selling

Question 8

_______ are salespeople who support the sales effort by providing information and performing other supplemental services.

Question options:

Hunters

Pioneers

Order-takers

Missionary salespeople

Question 9

________ is essentially a sequential approach to selling in which the salesperson leads the customer through stages in the buying process.

Question options:

Stimulus response selling

Mental states selling

Need satisfaction selling

Problem-solving selling

Question 10

Which one of the following is not a stage in the SPIN selling technique?

Question options:

Investigate the customer’s situation.

Determine the customer’s problem.

Discuss implications of the problem if it is left unattended.

Follow up the sale with additional product offerings.

Question 11

To be successful at trust-building, research indicates that salespeople should demonstrate all of the following characteristics except

Question options:

salesperson orientation.

competence.

dependability.

honesty.

Question 12

According to the trust-based relationship selling process framework, “discovering prospect’s needs” is a part of which component of the framework?

Question options:

Selling foundations

Selling strategy based on customer needs and value

Initiating customer relationships

Developing customer relationships

Question 13

As ________, salespeople stimulate sales cycles and help customers reach buying decisions as soon as reasonably possible.

Question options:

financial contributors

economic agents

change agents

communications agents

Question 14

The problem-solving view of personal selling is an extension of

Question options:

need satisfaction selling.

stimulus response selling.

contingency selling.

mental states selling.

Question 15

Which of the following statements pertaining to the stimulus response form of personal selling is true?

Question options:

The buyer takes a dominant role in the sales dialogue.

The stimulus response sales strategy can’t be used with a canned sales presentation.

The stimulus response sales strategy must be conducted in person because <br /> of the necessity for visual aids.

Key selling points can be sequenced in a logical order and likely <br /> questions and objections can be addressed before they’re voiced by the buyer.

Question 16

The generation of new business for the selling firm is associated with which type of salespeople?

Question options:

Hunters and pioneers

Order-getters and order-takers

Missionaries and detail salespeople

Pioneers and franchisers

Question 17

The mental states approach to personal selling assumes that buyers must be led through four mental states, which occur in this order:

Question options:

interest, attention, desire, action.

attention, desire, interest, action.

curiosity, interest, conviction, purchase.

attention, interest, desire, action.

Question 18

________ support the sales effort by setting up point-of-purchase displays, rotating stock, and keeping store personnel informed about new products and sales promotions.

Question options:

Order-getters

Order-takers

Missionary salespeople

Merchandisers

Question 19

In this selling position, the salesperson, sometimes referred to as a pioneer, is responsible for

Question options:

deciding which new territories to enter.

handling existing customer accounts.

answering routine customer inquiries.

adding new customers.

Question 20

Need satisfaction personal selling is based on the notion that

Question options:

customers need to be told what they want.

the customer needs to know what products the firm offers.

salespeople should be friendly because customers need to feel that they’re appreciated.

customers will be motivated to buy to satisfy particular needs.

Fountain Essays
Calculate your paper price
Pages (550 words)
Approximate price: -

Why Work with Us

Top Quality and Well-Researched Papers

We always make sure that writers follow all your instructions precisely. You can choose your academic level: high school, college/university or professional, and we will assign a writer who has a respective degree.

Professional and Experienced Academic Writers

We have a team of professional writers with experience in academic and business writing. Many are native speakers and able to perform any task for which you need help.

Free Unlimited Revisions

If you think we missed something, send your order for a free revision. You have 10 days to submit the order for review after you have received the final document. You can do this yourself after logging into your personal account or by contacting our support.

Prompt Delivery and 100% Money-Back-Guarantee

All papers are always delivered on time. In case we need more time to master your paper, we may contact you regarding the deadline extension. In case you cannot provide us with more time, a 100% refund is guaranteed.

Original & Confidential

We use several writing tools checks to ensure that all documents you receive are free from plagiarism. Our editors carefully review all quotations in the text. We also promise maximum confidentiality in all of our services.

24/7 Customer Support

Our support agents are available 24 hours a day 7 days a week and committed to providing you with the best customer experience. Get in touch whenever you need any assistance.

Try it now!

Calculate the price of your order

Total price:
$0.00

How it works?

Follow these simple steps to get your paper done

Place your order

Fill in the order form and provide all details of your assignment.

Proceed with the payment

Choose the payment system that suits you most.

Receive the final file

Once your paper is ready, we will email it to you.

Our Services

No need to work on your paper at night. Sleep tight, we will cover your back. We offer all kinds of writing services.

Essays

Essay Writing Service

No matter what kind of academic paper you need and how urgent you need it, you are welcome to choose your academic level and the type of your paper at an affordable price. We take care of all your paper needs and give a 24/7 customer care support system.

Admissions

Admission Essays & Business Writing Help

An admission essay is an essay or other written statement by a candidate, often a potential student enrolling in a college, university, or graduate school. You can be rest assurred that through our service we will write the best admission essay for you.

Reviews

Editing Support

Our academic writers and editors make the necessary changes to your paper so that it is polished. We also format your document by correctly quoting the sources and creating reference lists in the formats APA, Harvard, MLA, Chicago / Turabian.

Reviews

Revision Support

If you think your paper could be improved, you can request a review. In this case, your paper will be checked by the writer or assigned to an editor. You can use this option as many times as you see fit. This is free because we want you to be completely satisfied with the service offered.