Question 1: Ezekiel delivers pesticides to farmers' cooperatives. When planning his daily routing pattern, Ezekiel prefers to start with the customers furthest away and work his way back to his company's office. Which routing pattern is followed by Ezekiel?

• Straight-line
• Parallel
• Perpendicular
• Horizontal and vertical
• Cloverleaf

Question 2: The T-account close is also called the Benjamin Franklin close.

• True
• False

Question 3: Building a lasting business friendship based on mutual trust typically takes time.

• True
• False

Question 4: An effective way to respond to some objections is to use someone else's experience as proof. This technique is called the:

• jury of executive opinion method.
• outside reference technique.
• third-party answer technique.
• boomerang method.
• counterbalance method.

Question 5: An insurance company should most likely:

• form territories based on income distribution.
• make geographical sales territories.
• avoid making distinct sales territories.
• make small, local sales territories.
• have territories with only prospects.

Question 6: "Your competitor's product is better" This is an example of source objection.

• True
• False

Question 7: After the pharmaceutical salesperson asks for the order, the very next thing he should do is to:

• describe the options from which the buyer may choose.
• place his order pad on the counter and open it to a new page.
• remain silent and wait for the prospect to respond.
• offer the prospect an extra inducement to buy now.
• confirm the size of his commission.

Question 8: It is wise to use the account segmentation approach in a market with heterogeneous needs.

• True
• False

Question 9: According to the text, wasting time during the sales call by involving in small talks is a deadly sin of business selling.

• True
• False

Question 10: Segmenting the market into territories can be very effective in industries like insurance and retail.

• True
• False

Question 11: Jack Gangi sells ad space for companies that wish to advertise on buses. As he is selling ad space to a local art gallery owner, he closes by saying, "Since you know so much more about color and design than I do, I can learn a lot working with you developing this ad." This is an example of a(n) _____ close.

• summary-of-benefits
• alternative-choice
• minor-points
• compliment
• standing-room-only

Question 12: The price/value formula helps a salesperson respond to a customer's price objection.

• True
• False

Question 13: Service quality is not determined by customer expectations but on organizational metrics.

• True
• False

Question 14: The minor-points close is similar to the balance-sheet close.

• True
• False

Question 15: Every sale is a negotiation, and most sales negotiations focus on cost and quality.

• True
• False

Question 16: When talking to the young man buying his first new car, the salesperson said, "I'm not sure if we have an FM Modulator to fit your car. Would you want it if we have it in stock?" The salesperson is using a(n) _____ close.

• probability
• standing-room-only
• minor-points
• assumptive
• balance sheet

Question 17: Which of the following statements about undifferentiated selling is true?

• The undifferentiated selling approach is only useful if customers are heterogeneous.
• Many door-to-door salespeople use the undifferentiated approach.
• The undifferentiated selling approach allows salespeople to devote time to customers in proportion to the customer's potential value.
• The undifferentiated selling approach allows salespeople to streamline their pre-call preparation and thus is growing in popularity.
• Undifferentiated selling cannot be used in conjunction with a stimulus-response presentation.

Question 18: The cloverleaf pattern:

• arranges accounts as a group of leaves with no center base.
• has a salesperson drive around the perimeter of major cities.
• is a pattern used for supporting the visuals in a sales presentation.
• is a call procedure used for telephone and door-to-door sales.
• has a salesperson drive out and back on one leaf in the same day.

Question 19: The majority of sales force resources should be invested in key accounts.

• True
• False

Question 20: After the sales presentation, the prospect responds by saying, "Your blood sugar monitoring devices are very nice, but we buy only from established brands." Identify the type of objection being projected by the prospect.

• Stalling
• Product
• No-need
• Hidden
• Source

Question 21: Which of the following is an example of a source objection that a salesperson for a small publishing company might hear from a bookstore owner?

• "I only deal with large, well-established publishing companies."
• "Your books are priced too high."
• "I don't take risks with books by new authors."
• "I am satisfied with the amount of stock I currently have."
• "I'm too busy to talk to you now."

Question 22: Which of the following is an example of a psychological objection that a prospect who is talking to a salesperson of health and beauty aids might use?

• "Your company only makes deliveries weekly, and we need twice a week deliveries."
• "My store is currently overstocked with cold remedies."
• "Our store only sells a case of shampoo in a week."
• "Your beauty aids are priced higher than your competitor's."
• "I have a low opinion of salespeople from your firm."

Question 23: The objections relating to loyalty to a present supplier is called reseller objection.

• True
• False

Question 24: The _____ close requires the salesperson to ask the prospect a series of benefit questions.

• assumptive
• Ben Franklin
• negotiation
• continuous-yes
• minor-points

Question 25: "Would you prefer the 16-inch or 12-inch hedge clippers?" Which type of close is being used?

• Double-yes
• Forestalling
• Minor-points
• Assumptive
• T-account