New customers may be turned over to account-servicing salespeople referred to as
Question options:
order-getters.
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.
