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Question
Which of the following statements about handling objections is true?a. A professional salesperson should not anticipate objections.
b. A salesperson should view objections as requests for more information.
c. Objections should not be used to close the sale.
d. A good salesperson dreads having to handle sales objections.
e. Objectives can only be handled when they arise, not anticipated beforehand.
Answer
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Related questions
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a. lead qualification
b. lead generation
c. sales presentation
d. the close procedure
e. moving through the sales continuum
Q:
Consultative selling:
a. uses limited sales planning
b. uses a "lone wolf" approach to selling
c. sells advice, assistance, and counsel rather than products
d. uses short-term follow-ups, which focus on product delivery
e. emphasizes closing the sale during the sales presentation
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All of the following statements characterize the traditional personal selling approach EXCEPT:
a. Traditional selling focuses on closing sales.
b. Traditional selling uses short-term follow-ups that focus on product delivery.
c. Traditional personal selling takes a team approach to the account.
d. Salespeople sell products not advice and assistance.
e. Proposals and presentations used emphasize pricing and product features.
Q:
Relationship selling is also called:
a. long-term selling
b. win-win selling
c. consultative selling
d. experiential selling
e. interactive selling
Q:
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a. trade allowance
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c. P-O-P discount
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a. functional marketing
b. relationship selling
c. consumer promotions
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a. premium
b. free sample
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d. sponsorship
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b. Contests are generally effective tools for creating long-term relationships with customers.
c. Sweepstakes are promotions that require participants to exhibit some skill.
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e. Contests and sweepstakes are not useful for creating interest and publicity.
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b. loyalty marketing programs
c. trade consumer promotions
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a. air
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All of the following are types of inputs used in both materials requirement planning and distribution resource planning EXCEPT:
a. source of funding
b. lead times
c. mode of transportation to be used
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a. electronic data interchange (EDI)
b. distribution resource planning (DRP)
c. third party logistics firm (3PL)
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_____ is the direct electronic transmission, from computer to computer, of standard business forms between two organizations. When this technique is used, orders can become virtually paperless, and information about the order is available to both firms.
a. Business prioritizing
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a. production scheduling
b. transportation
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d. materials-handling
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a. Arm's Length
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a. Arm's Length
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b. multiple
c. exclusive
d. cumulative
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b. conventional channel
c. vertical marketing system
d. reciprocal channel
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a. Disintermediation
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a. Marketing facilitators
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e. Channel functionaries
Q:
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a. install exchange barriers such as location, time, and quantity
b. create specialization of labor
c. create economies of scale
d. take title to the products they sell
e. raise profit margins for independent middlemen
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a. forward integration
b. contact efficiency
c. elimination of temporal discrepancies
d. sorting
e. reciprocity
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a. creation
b. temporal
c. assortment
d. spatial
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c. discrepancy of assortment
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