She developed a close relationship with several wedding planners who provided her with the names of engaged couples. Which method of prospecting is Karen using?

She developed a close relationship with several wedding planners who provided her with the names of engaged couples. Which method of prospecting is Karen using?

A) Networking
B) Endless chain
C) Cold canvassing
D) Center of influence
E) Observation








Answer: D

Which of the following statements about sales lead clubs is true?

Which of the following statements about sales lead clubs is true?

A) Sales lead clubs should not charge any dues from its members.
B) Sales lead clubs are typically developed and maintained by Better Business Bureaus in order to maintain high ethical standards within a community.
C) Sales lead clubs only invite successful salespeople in a given industry.
D) Sales lead clubs are only useful in industries where there is a high turnover in sales personnel.
E) Sales lead clubs should be made up of salespeople who sell in related but noncompetitive fields.







Answer: E

Nikki's father introduced her to a friend of his outside the post office. When Nikki sold Girl Scout cookies to her father's friend, she asked him if he knew of others who would buy her cookies. He suggested she go to the post office counter and sell a box to Stan, one the postal employees. When asked, Stan suggested she try a park bench near the post office where his wife and some of her friends gather to eat their lunch. Using the _____ method of prospecting, Nikki was soon sold out of cookies.

Nikki's father introduced her to a friend of his outside the post office. When Nikki sold Girl Scout cookies to her father's friend, she asked him if he knew of others who would buy her cookies. He suggested she go to the post office counter and sell a box to Stan, one the postal employees. When asked, Stan suggested she try a park bench near the post office where his wife and some of her friends gather to eat their lunch. Using the _____ method of prospecting, Nikki was soon sold out of cookies.

A) sales lead club
B) endless chain referral
C) parallel canvassing
D) center of influence
E) cold canvassing








Answer: B

When Amy Dillard began selling Mary Kay Cosmetics, she didn't know anyone in her neighborhood. She simply went door-to-door, mostly talking to stay-at-home moms. Which of the following prospecting techniques best describes the method Amy used?

When Amy Dillard began selling Mary Kay Cosmetics, she didn't know anyone in her neighborhood. She simply went door-to-door, mostly talking to stay-at-home moms. Which of the following prospecting techniques best describes the method Amy used?

A) MAD
B) Endless chain referral
C) Cold canvassing
D) Center of influence
E) Networking








Answer: C

A qualified person or organization that has a potential to buy your goods or services is best described as a(n):

A qualified person or organization that has a potential to buy your goods or services is best described as a(n):

A) prospect.
B) lead.
C) champion.
D) stakeholder.
E) suspect.






Answer: A

"There could be a price hike in these items next month. Why don't you buy some extra stock now?" This is an example of:

"There could be a price hike in these items next month. Why don't you buy some extra stock now?" This is an example of: 

A. suggestive proposition.
B. prestige suggestion.
C. direct suggestion.
D. autosuggestion.
E. counter suggestion.









Answer: A

A(n) _____ type of suggestion implies that prospects should act immediately.

A(n) _____ type of suggestion implies that prospects should act immediately. 

A. suggestive proposition
B. counter suggestion
C. autosuggestion
D. temporal-based suggestion
E. indirect suggestion





Answer: A

The statement, "Can't you just picture how excited your wife will be when you buy her this new diamond bracelet?" is an example of a(n):

The statement, "Can't you just picture how excited your wife will be when you buy her this new diamond bracelet?" is an example of a(n): 

A. suggestive proposition.
B. prestige suggestion.
C. direct suggestion.
D. autosuggestion.
E. counter suggestion.








Answer: D

____ attempts to have prospects imagine using the product themselves.

____ attempts to have prospects imagine using the product themselves. 

A. Suggestive proposition
B. Prestige suggestion
C. Empathetic suggestion
D. Autosuggestion
E. Ideal-self suggestion








Answer: D

The equipment salesperson asked the professional landscaper, "Did you know the RedMax brand backpack blower can save you time and money as it is the most powerful blower on the market and because it features an extra-large fuel tank?" What kind of an approach was the salesperson using?

The equipment salesperson asked the professional landscaper, "Did you know the RedMax brand backpack blower can save you time and money as it is the most powerful blower on the market and because it features an extra-large fuel tank?" What kind of an approach was the salesperson using?

A. Product
B. Customer benefit
C. Premium
D. Demonstration
E. Complimentary







Answer: B

"Do you know that you could save almost $100 if you purchase your airplane tickets through Global Vision Travel Agency?" asked the travel agent to the young couple planning their honeymoon trip to Europe. What kind of an approach was the travel agent using?

"Do you know that you could save almost $100 if you purchase your airplane tickets through Global Vision Travel Agency?" asked the travel agent to the young couple planning their honeymoon trip to Europe. What kind of an approach was the travel agent using? 

A. Product
B. Customer benefit
C. Premium
D. Demonstration
E. Complimentary









Answer: B

All of the following are examples of consumer sales promotions EXCEPT:

All of the following are examples of consumer sales promotions EXCEPT:

a) free samples
b) coupons
c) contests
d) displays
e) demonstrations








Answer: D

The manufacturers of products like Coca-Cola, Levi's jeans, IBM computers, and Purina dogg food want to reach all the users of their products-- both consumers and industrial buyers. They would use _______ advertising because it has the greatest reach.

The manufacturers of products like Coca-Cola, Levi's jeans, IBM computers, and Purina dogg food want to reach all the users of their products-- both consumers and industrial buyers. They would use _______ advertising because it has the greatest reach.

a) national
b) trade
c) corporate
d) retail
e) relationship








Answer: A

What should a salesperson know about their company?

What should a salesperson know about their company?

a) its growth and accomplishments
b) its policies and procedures
c) its service facilities
d) its production facilities
e) all of the above







Answer: E

The value or worth of a product that attracts the buyer to exchange money or something of value for the good or service is its:

The value or worth of a product that attracts the buyer to exchange money or something of value for the good or service is its:

a) contribution margin
b) net profit
c) gross profit
d) markup
e) price









Answer: E

A salesperson who used a(n) ________ would be able to plan her sales calls geographically:

A salesperson who used a(n) ________ would be able to plan her sales calls geographically:

a) worksheet
b) atlas
c) management info system
d) geographic info system
e) spreadheet







Answer: D

A value analysis is defined as:

A value analysis is defined as:

a) a listing of those products with the lowest prices
b) a way to save costs while using cheaper products
c) a listing of those products with the highest prices
d) a determination of the best product for the money
e) none of these









Answer: D

_____ refers to the physical placement of the product within the retailer's store.

_____ refers to the physical placement of the product within the retailer's store.

a) shelf positioning
b) shelf placement
c) store siting
d) product siting
e) shelf facing







Answer: A

When the book salesperson told the bookstore manager, "3/15 net 60," the manager knew he was receiving a _________________ discount.

When the book salesperson told the bookstore manager, "3/15 net 60," the manager knew he was receiving a _________________ discount.

a) cash
b) noncumulative quantity
c) consumer
d) trade
e) cumulative quantity





Answer: A

Surfing the internet:

Surfing the internet:

a) refers to actually exploring the different sites found on the World Wide Web
b) requires the user to purchase a license for internet access
c) is a term used to describe the process of accessing the Internet
d) is the term for creating links between websites
e) refers to participation in online chat rooms







Answer: A