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Management of a Sales Force, 11/e

Rosann Spiro, Indiana University
William J. Stanton, University of Colorado
Gregory A. Rich, Bowling Green State University

The Personal Selling Process

Chapter 3 Multiple Choice Quiz


1	The method or system by which salespeople learn the names of people who need the product and can afford it is:
		A)	need assessment
		B)	the approach
		C)	follow-up
		D)	presentation
		E)	None of the above


2	In order to be qualified, the prospect must be determined to:
		A)	have a need for the product
		B)	be able to afford the product
		C)	be receptive to the salesperson
		D)	All three of the above must be true
		E)	None of the above


3	All the information-gathering activities salespeople perform to learn relevant facts about the prospects, their needs, and their overall situation take place during:
		A)	prospecting
		B)	preapproach
		C)	need assessment
		D)	presentation
		E)	None of the above


4	In the sales process, what should happen immediately after the approach?
		A)	The rep must gain the buyer's agreement to move into need assessment
		B)	The rep should gain commitment for a future meeting
		C)	The rep should qualify the buyer
		D)	The rep should follow-up
		E)	None of the above


5	"If I can provide evidence to you that our products would significantly lower your rejection rate, would you be interested in that?" This is an example of a:
		A)	situational question
		B)	problem discovery question
		C)	problem impact question
		D)	solution value question
		E)	confirmatory question


6	The prepared (or canned) presentation has all of the following advantages, except:
		A)	It gives new salespeople confidence
		B)	It can use tested sales techniques that have been proven effective
		C)	It gives some assurance that the complete story will be told
		D)	It is easy to change as the rep interacts with the customer
		E)	It greatly simplifies sales training


7	When the buyer objects to something the rep says, the rep should:
		A)	Listen to the buyer
		B)	Clarify the objection
		C)	Respect the buyer's concern
		D)	Respond to the objection
		E)	All of the above


8	The assumptive close is typically tried during:
		A)	Prospecting
		B)	Gaining commitment
		C)	Need assessment
		D)	Presentation
		E)	Follow up


9	"I have to talk it over with my boss" is an example of:
		A)	procrastinating objection
		B)	hidden objection
		C)	price objection
		D)	value objection
		E)	product/service objection


10	After closing the sale, the rep should:
		A)	give a canned presentation
		B)	qualify the buyer
		C)	follow up
		D)	begin the preapproach stage
		E)	All of the above

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