Different individuals have different reasons for wanting to buy. Therefore, the salesperson must:

Different individuals have different reasons for wanting to buy. Therefore, the salesperson must:

a) make sure his sales presentation appeals to all possible wants/needs
b) rely on the prospect to see that the good or service will satisfy her relevant want/need
c) determine the prospects needs; then match the product's benefits to that prospects wants/needs
d) be sure to have his product available to the prospect when the relevant want occurs










Answer: C

Which of the following is an example of a product feature:

Which of the following is an example of a product feature:

a) "This automatic lawn sprinkling system will save you three hours a week."
b) "More customers will be drawn into your restaurant if you advertise in our magazie."
c) "This monitor comes in 15-inch, 18-inch, and 22-inch sizes."
d) "Chefs prefer our line of cookware 2 to 1 over comepting brands."
e) none of the above







Answer: C

A product benefit is defined as:

A product benefit is defined as:

a) A performance characteristic of a product
b) a favorable result the buyer receives from use of the product
c) a physical characteristic
d) a way a product will work
e) none of the above








Answer: B

Benefit selling is often referred to as:

Benefit selling is often referred to as:

a) perception-based selling
b) need/want identification
c) stimulus-response selling
d) FAB selling









Answer: D

A salesperson can uncover important buying needs by:

A salesperson can uncover important buying needs by:

a) observing the prospect
b) asking the prospect questions
c) asking others questions about the prospect
d) listening to what the prospect says
e) any or all of the above











Answer: E

In _______ selling, the salesperson relates a product's benefit to the customers' needs using the product's features and advantages to support the claims made.

In _______ selling, the salesperson relates a product's benefit to the customers' needs using the product's features and advantages to support the claims made.

a) benefit
b) persuasive
c) advantage
d) hard-line








Answer: A

Mustang car. Wants are defined as needs learned by the person. Which situation would be considered a want (as opposed to a need)?

Mustang car. Wants are defined as needs learned by the person. Which situation would be considered a want (as opposed to a need)?

a) Theo needs/wants a Mustang car.
b) Theo needs/wants transportation.
c) Theo needs/wants food.
d) Theo needs/wants water.
e) none of the above







Answer: A

A product feature is defined as:

A product feature is defined as:

a) a characteristic of the product that is not special enough to be called a benefit
b) a performance characteristic of a product
c) a way in which the product will help the buyer
d) any physical characteristic of a product
e) a favorable result the buyer receives from the product







Answer: D

All of the following are examples of psychological reasons for buying a product except:

All of the following are examples of psychological reasons for buying a product except:

a) self preservation
b) desire for gain
c) fear
d) need to save money
e) comfort or luxury










Answer: D

Salespeople find it easiest to sell to people who are at the _________ need awareness level.

Salespeople find it easiest to sell to people who are at the _________ need awareness level.

a) subconscious
b) preconscious
c) unconscious
d) reconscious
e) conscious










Answer: E

The ____________ model of buyer behavior assumes a prospect will respond to the sales presentation in same predictable manner.

The ____________ model of buyer behavior assumes a prospect will respond to the sales presentation in same predictable manner.

a) FAB
b) Maslow need hierarchy
c) stimulus-response
d) buying process
e) perceptual








Answer: C

Chasmine has just walked into her local Serta mattress outlet and told the salesperson, "I'd like to buy a new mattress, and I want a pillow-top mattress with individually wrapped coils and a 5 year warranty. What can you show me?" At what level of need awareness is Chasmine?

Chasmine has just walked into her local Serta mattress outlet and told the salesperson, "I'd like to buy a new mattress, and I want a pillow-top mattress with individually wrapped coils and a 5 year warranty. What can you show me?" At what level of need awareness is Chasmine?

a) conscious
b) reconscious
c) subconscious








Answer: A

_______ is defined as the acquiring knowledge or behavior based on past experience.

_______ is defined as the acquiring knowledge or behavior based on past experience.

a) Belief establishment
b) Self-awareness modification
c) Learning
d) Perception
e) Attitude modification







Answer: C

At the _____ level of need awareness, the consumer may not be sure why he or she wants to buy a product, but will go ahead with the purchase anyway.

At the _____ level of need awareness, the consumer may not be sure why he or she wants to buy a product, but will go ahead with the purchase anyway.

a) intermediate
b) unconscious
c) preconscious
d) subconscious
e) conscious









Answer: B

The statement "The new Kenmore vacuum saves time, work, and money," is an example of a(n):

The statement "The new Kenmore vacuum saves time, work, and money," is an example of a(n):

a) segmentation variable
b) benefit
c) market trait
d) feature
e) advantage









Answer: B

When the salesperson discusses a product's _______, he is answering the question, "What is it?"

When the salesperson discusses a product's _______, he is answering the question, "What is it?"

a) achievements
b) advantages
c) features
d) benefits
e) component parts











Answer: C

To foster a climate that encourages ethical behavior by the salesforce, management can:

To foster a climate that encourages ethical behavior by the salesforce, management can:

a) discipline wrongdoers
b) be sure that members of top mgmt behave ethically
c) establish an ethical committee
d) provide a mechanism for "whistle-blowing"
e) do all of the above








Answer: E

In the early 80s, court decisions and legislative rulings limited the power of the employer to terminate-at-will. Under the new limited power, _______ would be an acceptable reason to terminate a salesperson.

In the early 80s, court decisions and legislative rulings limited the power of the employer to terminate-at-will. Under the new limited power, _______ would be an acceptable reason to terminate a salesperson.

a) excessive absenteeism
b) generally poor organizational citezenship
c) poor performance
d) unsafe conduct
e) all of the above









Answer: E

To demonstrate social responsibility, an organization can:

To demonstrate social responsibility, an organization can:

a) take public stands on social issues
b) monitor the social environment
c) strive to make profits on an ongoing basis
d) admit mistakes
e) do any of all of the above









Answer: E

To minimize a company's exposure to costly misrepresentation and breach of warranty lawsuits, salespeople must:

To minimize a company's exposure to costly misrepresentation and breach of warranty lawsuits, salespeople must:

a) never negotiate
b) never sell the customer more than he or she wants
c) thoroughly educate the customers before making the sale
d) avoid win-win situations








Answer: C