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.