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Multiple Choice Quiz
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1
Securing, building, and maintaining long-term relationships with profitable customers are the goals goal of:
A)Expectancy theory.
B)Relationship selling.
C)Expertise.
D)Service.
2
The net bundle of benefits customers derive from the product you are selling is called the:
A)Value proposition
B)CRM scope
C)Competitive offering
D)Customer delight
3
Which of the following is NOT one of the seven strategies of highly effective salespeople?
A)Embrace new ideas.
B)Focus on helping.
C)Commit to presentation speed.
D)Pull customer closer to a partnership model.
4
Kendra takes all her company's resources and focuses on meeting the strategic needs of her customers. She is involved in ________ selling.
A)Transactional
B)Relationship
C)Consultative
D)Enterprise
5
Devon uses a selling strategy where he spends only a small amount of time developing an understanding of the buyer's needs and more time closing the sale. Devon is engaged in:
A)Transactional
B)Relationship
C)Consultative
D)Enterprise
6
In sales, a particular action may be legal but not:
A)Valuable.
B)Trainable.
C)Demarketable.
D)Ethical.
7
Glenda always calls her customers to see if they received what they ordered and have any questions about the products. Glenda is engaged in the ____________ stage of relationship selling.
A)Transactional
B)Training
C)Follow-up
D)Incentivising
8
Naomi often attempts to create customer delight by:
A)Maximizing lifetime value of customers.
B)Creating an internal customer mindset.
C)Training employees in effective demarketing.
D)Under promising and over delivering.
9
Julie has just been promoted to sales manager. She will have to address sales force:
A)Motivation.
B)Training.
C)Evaluation.
D)All of the above
10
As the vice president for sales, Greg is assessing his company's internal sales environment. He will probably include ____________ capabilities in his assessment.
A)Service
B)Research and development
C)Supply-chain
D)All of the above.





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