New customers may be turned over to account-servicing salespeople referred to as
Which of the five personal selling approaches involves the highest level of adaptive selling?
Which of the following is not one of the steps of the ADAPT questioning methodology?
Assess the buyer’s situation.
Discover the buyer’s needs.
Activate the buying process.
Transition to the close.
Salespeople who focus on gaining new customers are sometimes referred to as
Key presentation skills include all of the following except
explaining the features and benefits of the product.
demonstrating the product.
producing additional information to reinforce claims made.
using audiovisual sales aides.
Which of the following personal selling approaches focuses most on the buyer’s needs and strategic priorities?
_______ is the process of helping customers reach their strategic goals by using the products, services, and expertise of the sales organization.
Need satisfaction selling
Stimulus response selling
_______ are salespeople who support the sales effort by providing information and performing other supplemental services.
________ is essentially a sequential approach to selling in which the salesperson leads the customer through stages in the buying process.
Stimulus response selling
Mental states selling
Need satisfaction selling
Which one of the following is not a stage in the SPIN selling technique?
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.
To be successful at trust-building, research indicates that salespeople should demonstrate all of the following characteristics except
According to the trust-based relationship selling process framework, “discovering prospect’s needs” is a part of which component of the framework?
Selling strategy based on customer needs and value
Initiating customer relationships
Developing customer relationships
As ________, salespeople stimulate sales cycles and help customers reach buying decisions as soon as reasonably possible.
The problem-solving view of personal selling is an extension of
need satisfaction selling.
stimulus response selling.
mental states selling.
Which of the following statements pertaining to the stimulus response form of personal selling is true?
The buyer takes a dominant role in the sales dialogue.
The stimulus response sales strategy can’t be used with a canned sales presentation.
The stimulus response sales strategy must be conducted in person because <br /> of the necessity for visual aids.
Key selling points can be sequenced in a logical order and likely <br /> questions and objections can be addressed before they’re voiced by the buyer.
The generation of new business for the selling firm is associated with which type of salespeople?
Hunters and pioneers
Order-getters and order-takers
Missionaries and detail salespeople
Pioneers and franchisers
The mental states approach to personal selling assumes that buyers must be led through four mental states, which occur in this order:
interest, attention, desire, action.
attention, desire, interest, action.
curiosity, interest, conviction, purchase.
attention, interest, desire, action.
________ support the sales effort by setting up point-of-purchase displays, rotating stock, and keeping store personnel informed about new products and sales promotions.
In this selling position, the salesperson, sometimes referred to as a pioneer, is responsible for
deciding which new territories to enter.
handling existing customer accounts.
answering routine customer inquiries.
adding new customers.
Need satisfaction personal selling is based on the notion that
customers need to be told what they want.
the customer needs to know what products the firm offers.
salespeople should be friendly because customers need to feel that they’re appreciated.
customers will be motivated to buy to satisfy particular needs.
Why Work with Us
Top Quality and Well-Researched Papers
We always make sure that writers follow all your instructions precisely. You can choose your academic level: high school, college/university or professional, and we will assign a writer who has a respective degree.
Professional and Experienced Academic Writers
We have a team of professional writers with experience in academic and business writing. Many are native speakers and able to perform any task for which you need help.
Free Unlimited Revisions
If you think we missed something, send your order for a free revision. You have 10 days to submit the order for review after you have received the final document. You can do this yourself after logging into your personal account or by contacting our support.
Prompt Delivery and 100% Money-Back-Guarantee
All papers are always delivered on time. In case we need more time to master your paper, we may contact you regarding the deadline extension. In case you cannot provide us with more time, a 100% refund is guaranteed.
Original & Confidential
We use several writing tools checks to ensure that all documents you receive are free from plagiarism. Our editors carefully review all quotations in the text. We also promise maximum confidentiality in all of our services.
24/7 Customer Support
Our support agents are available 24 hours a day 7 days a week and committed to providing you with the best customer experience. Get in touch whenever you need any assistance.
Try it now!
How it works?
Follow these simple steps to get your paper done
Place your order
Fill in the order form and provide all details of your assignment.
Proceed with the payment
Choose the payment system that suits you most.
Receive the final file
Once your paper is ready, we will email it to you.
No need to work on your paper at night. Sleep tight, we will cover your back. We offer all kinds of writing services.
No matter what kind of academic paper you need and how urgent you need it, you are welcome to choose your academic level and the type of your paper at an affordable price. We take care of all your paper needs and give a 24/7 customer care support system.
Admission Essays & Business Writing Help
An admission essay is an essay or other written statement by a candidate, often a potential student enrolling in a college, university, or graduate school. You can be rest assurred that through our service we will write the best admission essay for you.
Our academic writers and editors make the necessary changes to your paper so that it is polished. We also format your document by correctly quoting the sources and creating reference lists in the formats APA, Harvard, MLA, Chicago / Turabian.
If you think your paper could be improved, you can request a review. In this case, your paper will be checked by the writer or assigned to an editor. You can use this option as many times as you see fit. This is free because we want you to be completely satisfied with the service offered.