e. Anything the prospect claims or does that slows dvery own the buying procedure

Buyer resistance is more frequently referred to as a(n) ________ .

You are watching: Sales resistance is not a normal part of the sales process.

a. Indicator the prospect will certainly say no to the salesperkid once asked to make a purchase

b. Objection

c. Negative

d. Show stopper

e. A buyer initiated obstacle (BIC)

When presenting solutions, Chris (a salesperson) regularly has to manage buyer resistance. Chris have to think of buyer resistance as a(n) ________ event.

a. Positive

b. Sjust how stopper

c. A buyer initiated difficulty (BIC)

d. Negative x

e. Unimportant


Salespeople need to ________ if they are unable to properly overcome buyer resistance.

a. Gracetotally finish the sales speak to

b. Each of the above is correct

c. Remind the prospect that nothing is perfect and also ask the buyer to overlook the worry leading to the resistance x

d. Remind the prospect that nothing is perfect and then relocate on

e. Ask to sheight to someone else in the organization


Karen, a salesperkid, has actually discovered that the more danger averse her prospects are, the even more most likely they are to current multiple objections. Which of the following best explains why these prospects existing objections?

a. The prospects withstand change x

b. All of the over are widespread factors why prospects raise objections.

c. The prospects don"t like Karen

d. The prospects desire to prevent the sales interwatch

e. Objecting is a matter of tradition

Brien is a salesperson for a payroll handling company. Brien has discovered that a couple of of his prospects provide objections even when they are confident the solution Brien is presenting will certainly work and is worth the price. Which of the adhering to finest explains why these prospects object?

a. The prospects lacks indevelopment

b. The prospects believe the price is also high

c. The prospects are resistant to change X

d. The prospects desire to stop the sales intercheck out

e. The prospects fail to recognize a need

c. The prospects are resistant to readjust


Which of the following is not a prevalent factor why prospects raise objections?

a. The prospect desires to protect against the sales intersee

b. The prospect lacks indevelopment

c. Objecting is a issue of tradition

d. The prospect"s family member functions for the salesperson"s competition X

e. The prospect fails to recognize the require


d. The prospect"s family member works for the salesperson"s competition X


Steve is a sales rep for an industrial tools firm. Steve have the right to expect sales resistance as soon as ________ .

a. The buyer ssuggest resists readjust

b. All of the over are correct. X

c. The salesperkid has faibrought about prospect effectively.

d. The buyer wants to protect against the sales interview

e. The prospect lacks indevelopment.

b. All of the above are correct. X


Which of the adhering to is not one of the five categories of objections?

a. Competitor X

b. All of the over are categories of objections

c. Company kind of or source objections

d. Price objections

e. Need objections

a. Competitor X


A buyer saying "I do not think that copier is sturdy sufficient for our needs" is expressing which type of objection?

a. No require

b. Product connected X

c. Time connected

d. Forestalling

e. Price


b. Product connected X


A buyer expushing resistance bereason he/she is loyal to an additional supplier is increasing which type of objection?

a. Company or Source X

b. Service connected

c. Product related

d. Forestalling

e. Price


a. Company kind of or Source X


"Your company is as well small to handle our business" is likely expressing a(n) ________ objection.

a. Source X

b. Product

c. Need

d. Price

e. Time


a. Source X

LAARC is a tool salesworld usage for ________ .

a. Gaining commitment

b. None of the above

c. Handling resistance X

d. Unspanning needs

e. Presenting remedies

c. Handling resistance X


When salesworld are faced via an objection, the first point they must perform is ________ .

a. Listen closely X

b. Ask for the order

c. Assess the objection

d. Respond to the objection

e. Forestall


. Listen closely X

Ramon is salesperboy for a modern technology consulting agency and also is confronting an objection. Once the buyer has expressed/proclaimed the objection, Ramon should:

a. Acknowledge the objection X

b. Change the topic of the conversation

c. Respond to the objection

d. Continue listening

e. Assess the objection


a. Acknowledge the objection X


The second action of the resistance taking care of process is to ________

a. Respond to the objection

b. Acexpertise the objection

c. Continue listening

d. Assess the objection X

e. Change the subject of the conversation
b. Acknowledge the objection

In the LAARC process for managing buyer resistance, the C stands for?

a. Consider

b. Cover

c. Counter X

d. Confirm

e. Confide


d. Confirm

Ethan has actually a testimonial from a extremely respected customer that counters the rumor Ethan"s company doesn"t have a solid research and also breakthrough department. With which of the adhering to forms of objection taking care of approaches is Ethan many likely to use the testimonial?

a. Translation

b. Namong the over are correct X

c. Compensation

d. Reverse Contention Method (RCM)

e. Questioning


. Namong the above are correct X

Which of the adhering to is not a technique for responding to objections?

a. Compensation

b. Translation

c. Transition

d. Direct denial X

e. Forestalling
c. Transition

The ________ strategy of managing resistance refers to the salesperchild counterbalancing the objection with an offsetting advantage.

a. Translation

b. Forestalling

c. Transition

d. Compensation X

e. Direct denial


Compensation X

________ refer(s) to favorable statements a buyer provides in the time of a sales presentation that signal buyer commitment.

a. Sales resistance

b. None of the over

c. Closing

d. Trial commitments

e. Commitment signals X


. Commitment signals X

________ refer(s) to concerns asked by the salesperson designed to elicit how far alengthy the prospect is in his/her decision making.

a. Objections

b. All of the over

c. Trial commitments X

d. Commitment signals

e. Purchase researches


Trial commitments X

A buyer asking around approaches of payment is connecting a(n) ________ .

a. Trial commitment

b. Namong the above are precise

c. Commitment signal X

d. Confirmed benefit

e. Objection


c. Commitment signal X

Which of the following is not a technique for earning commitment?

a. Balance sheet commitment

b. All the above are approaches for earning commitment

c. Alteraboriginal alternative X

d. Direct commitment

e. Overview commitment
b. All the above are methods for earning commitment

If a buyer says "no" to the salesperson"s initially attempt to get commitment, the salesperboy must ________ .

a. Attempt to gain one more appointment via the buyer

b. Namong the above

c. Lower the price

d. Attempt as soon as again to acquire the buyer"s commitment (i.e., make a sale) X

e. Thank the buyer for their time


b. None of the above


Sales resistance is a normal component of the sales process.

a. True

b. False


a. True X


A buyer that does not express any type of resistance need to issue a salesperboy more than a buyer that does express resistance.

a. True

b. False


True

On very rare occasions, buyers raise objections bereason they are resistant to readjust.

a. True

b. False


False

Buyers might expush resistance prior to the salesperkid has actually a opportunity to uncover requirements.

a. True

b. False


True

The much less effective a salesperson is at qualifying prospects, the even more likely that salesperchild is to enrespond to sales resistance.

a. True

b. False


True

It is customary for prospects to raise objections even if they perform not have an otherwise valid issue.

a. True

b. False


True

The "company objection" and also "resource objection" categories are basically the very same.

a. True X

b. False


True

A maintenance agreement have to be included" is an instance of a service objection.

a. True

b. False X


True

Price objections are rare if the salesperboy has done a great job qualifying the prospect.

a. True X

b. False


False

A buyer"s resistance based on his or her loyalty to an additional supplier is primarily hardest kind of resistance to conquer.

a. True X

b. False


True

When a customer states "Your prices are high," it always means they have a price objection.

a. True

b. False X


False

When managing time objections, it is acceptable for the salesperkid to testimonial the reasons to act now or quickly.

a. True X

b. False


True

The "L" in LAARC stands for Find Out.

a. True

b. False X


False

The "L" in LAARC represents Listen.

a. True X

b. False


True

The "R" in LAARC represents React.

a. True

b. False X


False

The initially "A" in LAARC stands for Acknowledge.

a. True X

b. False


True

The LAARC refers to a method salescivilization usage to get commitment.

a. True X

b. False


False

The Instraight Denial method is much less riskies than the Direct Denial approach of handling objections.

a. True

b. False X


True

The translation or boomerang technique of taking care of resistance have the right to revolve an objection right into a factor to buy.

a. True X

b. False


False

The Feel-Felt-Found approach of dealing with objections is a type of third-party reinforcement.

a. True X

b. False


False

The Compensation technique for handling objections is proper for objections based upon inaccurate indevelopment.

a. True X

b. False


False

After a buyer expresses an objection, it is correct for the salesperchild to ask the buyer probing concerns.

a. True X

b. False


True

"Direct commitment" is a method saleshuman being usage to obtain commitment.

a. True X

b. False


True

Today"s buyers are more likely to be more tolerant of "closing methods."

a. True X

b. False


False

"The price is greater than I thought" is an instance of a red light statement.

a. True X

b. False


True

It is unprevalent for inexperienced salesworld to be afrhelp to ask for the order.

a. True

b. False X


False

________ describes the process of converting brand-new customers into lifetime customers by continually adding value to the product.

a. Gaining commitment

b. Adding value

c. Sales dialogue

d. Building goodwill X

e. Handling resistance

d. Building goodwill certainly X


________ describes the process of enhancing a product or business for the customer.

a. Gaining commitment

b. Adding value X

c. Sales dialogue

d. Building goodwill

e. Handling resistance


b. Adding value X


Kimberly is a salesperkid for a computer system hardware company. She knows that customer satisfactivity is affected, in part, by her reliability and responsiveness to her customers. She demonstprices these features by each of the following, except?

a. Satisfying customer researches

b. Fulfilling commitments

c. Treating her customers to lunch X

d. Returning phone calls promptly

e. Being easily accessible


c. Treating her customers to lunch X

The salesperchild periodically asking his/her customers routine follow-up questions such as ________ , can go a lengthy method in letting a customer recognize that the salesperkid cares.

a. Can you administer me a list of referrals?

b. How are we doing?

c. Both B and also D are correct. X

d. Are you interested in talking about another purchase? X

e. Do you desire my phone number so you can speak to me if a difficulty arises that you can"t solve
b. How are we doing?

Assessing ________ helps develop customer trust.

a. Customer satisfaction

b. The buyer"s objections X

c. Namong the over are correct

d. The buyer"s demands X

e. The buyer"s commitment level
. Customer satisfaction

________ refers to a salesperson"s actions that maximize the number of important encounters through buyers in order to encourage efficient dialogue?

a. Kcurrently

b. Connect X

c. Encourage

d. Interact X

e. Relate


. Interact X


the purchasing decision) civilization in the buying organization.

a. Kcurrently

b. Connect X

c. Encourage

d. Interact X

e. Relate

b. Connect X


________ refers to a salesperson"s capacity to build insight regarding the buyer"s transforming situation, demands, and expectations?

a. Kcurrently X

b. Connect

c. Encourage

d. Interact

e. Relate


Know

________ refers to a salesperson"s capability to apply appropriate understanding and also insight to create value-added interactions?

a. Kcurrently

b. Connect

c. Encourage

d. Interact

e. Relate X


Relate

CRM is a tool that deserve to greatly boost a salesperson"s capacity to encertain customer satisfactivity. CRM is an acronym for ________ .

a. Customer Relations Manager X

b. Consumer Relationship Maker X

c. Customer Relationship Management

d. Customer Relationship Maker

e. Customer Relations Management


Customer Relationship Management

Which of the following is not one of the recommfinished partnership enhancement activities?

a. Expedite orders

b. Resettle complaints

c. All of the above are recommended partnership improvement tasks X

d. Train customer personnel

e. Correct billing errors


c. All of the over are recommended partnership enhancement

Remembering the customer after the sale is vital because ________ .

a. That"s the ideal time to ask customers for referrals

b. Many buyers feel neglected as soon as they area an order via a company

c. None of the over are correct. X

d. Doing so presents an excellent opportunity to secure another purchase X

e. That"s as soon as they are a lot of most likely to contact the salesperson"s manager if points aren"t going well.
b. Many type of buyers feel neglected as soon as they location an order through a firm

"Remembering the customer after the sale" and "training customer personnel" are ________ .

a. Methods for dealing with resistance

b. Methods for acquiring commitment X

c. All of the over are correct X

d. Relationship improvement tasks

e. Activities designed to secure another purchase
d. Relationship enhancement activities

Saleshuman being have to produce avenues for his/her customers to carry out candid feedearlier, especially if it is negative. In various other words, saleshuman being have to ________ .

a. Keep their customers satisfied no matter what the price

b. Encourage testimonials X

c. All of the over are correct

d. Encourage instrumental encounters.

e. Require their customers complain on a consistent basis
d. Encourage critical encounters.

Which of the adhering to is not among the steps for dealing with complaints?

a. Ask the customer what he/she would choose you to execute

b. Ask the customer to provide a composed summary of the problem X

c. Follow with on all guarantees

d. Get the totality story

e. Gain agreement on a solution


. Ask the customer to administer a written summary of the difficulty

If a customer complaint is the result of the customer"s unrealistic expectations, the salesperchild should ________ after getting agreement on a complaint resolution.

a. Educate the customer X

b. Charge the customer an appropriate fee for resolving the complaint

c. Meet via the customer aacquire

d. Sever before the relationship through the customer

e. Ask the customer exactly how they would prefer their complaint refixed


a. Educate the customer

Maintaining open, two-way communication via a customer is easier when:

a. The customer believes the salesperchild is sincere and responsive X

b. The salesperchild memorizes the customer"s phone number

c. Both A and also C are correct

d. The customer is content and also not in require of any type of call via the salesperkid

e. The salesperchild visits the customer on a daily basis


a. The customer believes the salesperkid is sincere and also responsive
________ refers to a way to build buyer-salesperboy relationships in which the buyer"s company and also the salesperson"s organization sign up with together to boost an offering.

a. Collaborative involvement

b. A joint endeavor X

c. A and D are correct

d. A partnership agreement

e. Mutually assured complaint resolution (MACR)


a. Collaborative involvement


Salespeople must ensure that the customer"s expectations are reasonable by ________ .

a. Unextending needs accurately X

b. Clearly on and also honestly conveying the firm"s giving

c. A, B, and also D are correct

d. Soliciting customer expectations

e. Continually working to improve performance


c. A, B, and D are correct

________ describes meeting and/or exceeding customer business expectations.

a. Service enthusiasm

b. Service high quality X

c. Collaborative involvement

d. Service Expectation Exceeding (SEE)

e. Customer organization


Service top quality

________ refers to a plan in which a salesperchild identifies his or her business and customer, what the customers desire, and also what is essential to them.

a. Service strategy X

b. Service enthusiasm

c. Service impetus

d. Service top quality

e. Collaborative involvement
a. Service strategy X

________ describes the capability of a salesperboy to obtain knocked dvery own several times a day by a customer"s verbal attack and obtain best back up via a smile and also ask for more.

a. Service top quality

b. Service incentive

c. Service strategy

d. Service enthusiasm

e. Resilience X


e. Resilience

________ refers to the desire of a salesperchild to serve customers each day.

a. Service quality

b. Service incentive X

c. Service strategy

d. Service enthusiasm

e. Resilience


b. Service impetus

Which of the complying with is not among the expectations customers have actually once taking care of salespeople?

a. Capitulation

b. Accuracy

c. All the above XX

d. Warmth and also friendliness

e. Resolution of complaints
a. Capitulation

At some point, that is responsible for separating a company"s products and placing those commodities in the minds of its customers?

a. The company"s product supervisors

b. The company"s marketing department

c. None of the over

d. The company"s senior management

e. That company"s salespeople X


. That company"s saleshuman being

Generally speaking it"s more expensive to sustain a present customer than it is to gain a brand-new one.

a. True

b. False X


Flase

A emphasis on the momentary is a relationship enhancer.

a. True

b. False X


False

Keeping customers satisfied is necessary because it leads to customer trust.

a. True X

b. False


True

Salespeople have to be diligent in adhering to up through customers if they desire to build, maintain, and boost customer relationships.

a. True X

b. False


True

Fortunately, just a few carriers do a bad project understanding and satisfying their customers.

a. True X

b. False


False

New customers mainly feel unique because they have got the majority of attention.

a. True X

b. False


True

Computer innovation is advantageous to salescivilization, specifically if it have the right to assist them keep track of their customers.

a. True X

b. False


True

Salesworld have to protect against crucial encounters via their customers.

a. True

b. False
False

A salesperboy must attempt to keep call via multiple individuals in the buying company.

a. True X

b. False


True

The salesperchild must coordinate and analyze the indevelopment gathered via buyer-seller contact and also teamwork.

a. True X

b. False


True

CRM stands for Consumer Relationship Management.

a. True

b. False X


False

It"s inexplicable for buyers to feel neglected by the salesperchild as soon as they"ve put an order.

a. True

b. False X


False

Timeless selling and also relational offering are fairly various with respect to post-sale follow-up tasks.

a. True X

b. False


True

Although not to be supplied alone, a handwritten thank you card to a customer is a good create of customer follow-up.

a. True X

b. False


True

Depending on the sector, saleshuman being might help with the installation of commodities they"ve offered.

a. True X

b. False


True

If customer training is necessary, the salesperchild must probably prevent attending the training in order to stop distracting the customers.

a. True

b. False X


False

The first action in the complaint handling process is to listen carefully.

a. True X

b. False


False

Salescivilization should keep interactions lines through their customers open if they desire to construct permanent relationships.

a. True X

b. False


True

Collaborative involvement is a means to develop on buyer-seller relationships.

a. True X

b. False


True

Saleshuman being associated in relational marketing need to strive to expand the collaborative involvement in between the buyer"s and also the salesperson"s company.

a. True X

b. False


True

"Moments of truth" are when the customer will certainly determine if promises are being maintained by the sales organization.

a. True X

b. False


True

Service high quality refers to meeting or exceeding customer business expectations.

a. True X

b. False


True

Service impetus refers to the salesperson"s desire to serve customers each day.

a. True X

b. False


True

Customers intend salespeople to be heat, friendly, valuable, and also empathetic.

a. True X

b. False


True

Service motivation is vital but not among the customer company dimensions.

a. True

b. False X


False

Self-management describes ________ .

a. Namong the above is exact

b. Managing oneself X

c. The process of doing the appropriate things and doing them well

d. Leading others by instance

e. Self-incentive and also self-technique


. The procedure of doing the ideal points and doing them well

High perdeveloping salespeople through strong self-leadership skills:

a. Are known for working harder not smarter

b. Leave at leastern two hrs open up in their everyday schedules bereason sales calls for schedule adaptability

c. Rarely plan out their days because sales requires schedule adaptability

d. Often have actually trouble bereason they attempt to squeeze to many type of appointments right into each day

e. Treat time as a beneficial and also irreplaceable resource X


. Treat time as an important and also irreplaceable reresource X


Salesworld who seldom devote any time to developing and also executing plans to achieve establimelted objectives are commonly ________ .

a. all of the over

b. In-effective self-leaders X

c. Successful

d. Effective self-leaders

e. Highly self-encouraged
b. In-effective self-leaders

Which the adhering to is not among the sequential stperiods of self-leadership?

a. Each of the over is a among the stages

b. Taking advantage of technology X

c. Implementation of techniques

d. Setting objectives and also objectives

e. Assessment and evaluation


. Each of the over is a one of the stages

The first phase of self-leadership is:

a. Namong the above

b. Setting purposes and missions X

c. Territory analysis

d. Assessment and Evaluation

e. Tapping modern technology


b. Setting purposes and goals

Effective goals and also goals need to possess specific basic attributes, including any kind of of the adhering to features, other than ________ .

a. All of the above are fundamental attributes of effective goals. X

b. Time specific

c. Realistic

d. Quantifiable

e. Specific


. All of the above are basic characteristics of effective objectives.

Which of the following is not among the 4 levels at which salesworld need to establish goals?

a. All of the over are levels at which salescivilization have to establish objectives. X

b. Sales call objectives

c. Account goals

d. Company kind of objectives

e. Personal goals


Company kind of goals

Suppose a salesperkid sets an annual territory sales goal to $3,000,000 in sales. What is the following goal the salesperboy need to set?

a. Territory goals

b. Sales speak to objectives X

c. Personal goals

d. Account objectives

e. Company goals


d. Account goals

Eddie is a salesperchild for Tri-vent Solution. Eddie has collection his annual region sales goal. Before he starts setting sales call purposes, Eddie demands to ________ .

a. Namong the above.

b. Schedule his first sales call

c. Set annual account sales goals for each of his accounts X

d. Begin setting his individual purposes

e. Call the accounts and tell them his objective


Set yearly account sales objectives for each of his accounts

________ describes a salesperson"s desire to offer a details amount of product to one customer or account in order to attain area and individual objectives.

a. Territory purposes

b. Sales contact objectives

c. Personal purposes X

d. Account purposes

e. Company type of goals
. Account objectives

________ describes the process of surveying an area to determine customers and prospects that are the majority of most likely to buy.

a. Sales administration

b. Territory analysis X

c. Territory administration

d. Market Possibility Analysis

e. Account classification
. Territory analysis

________ describes placing existing customers and also prospects into categories based on their sales potential.

a. Sales management

b. Customer management

c. Territory administration

d. Prospecting

e. Account classification
Account classification

One of the two common techniques for classifying accounts is single-aspect evaluation, the various other is ________ .

a. None of the over are correct X

b. Sales Volume Analysis (SVA)

c. Many Likely Sales (MLS) analysis

d. Portfolio evaluation

e. ABC evaluation


Portfolio evaluation

Suppose a salesperkid is classifying accounts based upon the annual purchase volume. Which common technique for classifying accounts is the salesperson using?

a. Leastern Likely Sales (LLS) analysis

b. Sales volume analysis X

c. Portfolio analysis

d. Most Likely Sales (MLS) analysis

e. Single-factor evaluation


Single-variable evaluation

Suppose a salesperboy is classifying accounts based upon annual sales volume and potential sales volume. Which widespread technique for classifying accounts is the salesperchild using?

a. Least Likely Sales (LLS) evaluation

b. Sales volume analysis

c. Portfolio analysis X

d. Many Likely Sales (MLS) evaluation

e. Single-variable evaluation


Portfolio evaluation

Michele is attempting to classify a brand-new account making use of portfolio analysis. She believes she is in a solid competitive place, and also she believes the account possibility is high compared to various other avenues. Which of the complying with ideal represents what Michele"s marketing effort strategy must be?

a. Both A and also C above are excellent alternatives

b. Make a hefty investment of selling effort and sources in order to take benefit of high opportunity and also to maintain/improve competitive place. X

c. Make a hefty investment in the marketing effort in an effort to strengthen her competitive place.

d. Alsituate a moderate level of offering effort in order to preserve the existing competitive position.

e. Assign the account to a telemarketer until a breakwith is made.
b. Make a heavy investment of selling initiative and also sources in order to take advantage of high opportunity and to maintain/boost competitive place.

Salesworld will usage information from the area analysis and account classification phase to properly establish ________ .

a. Namong the over is correct X

b. Personal goals

c. An operational agenda

d. Territory routing plans

e. Account classification schemas
. Territory routing plans

The Cloverleaf sales contact routing setup is best used once ________ .

a. Namong the over is correct

b. Accounts are situated in straight clusters that are some distance from one an additional

c. Accounts are focused in different parts of the area

d. Accounts are in major metropolitan locations X

e. Accounts are located in a right line


Accounts are focused in various components of the region

Which of the adhering to statements about sales innovation automation is untrue?

a. All the over are true.

b. For the majority of salespeople, the use of sales innovation enhances their performance and also productivity while reducing their creativity and capacity to innovate.

c. Sales pressure automation tools permit saleshuman being to expand also their available resources for magnified offering performance and also outcomes.

d. Selling technology is transforming promptly.

e. Many sales supervisors believe that the best salesworld are those who stay up via alters in, and advances of innovations with marketing applications.


. For the majority of salespeople, the usage of sales innovation improves their efficiency and efficiency while reducing their imagination and also capability to innovate.

Which of the complying with is not one of the forms of software application applications most saleshuman being are likely to usage once taking advantage of computer technology?

a. Gaming platdevelop breakthrough X

b. Customer Relationship Management

c. Word handling

d. Spreadsheets

e. Presentation graphics
a. Gaming platdevelop breakthrough

________ refers to skills salescivilization need to learn to construct inner partnerships that interpret right into raised sales and organizational performance.

a. Customer Relationship Management (CRM) skills

b. Internal Relationship Management (IRM) skills

c. Account development abilities X

d. Social posturing abilities

e. Teamjob-related abilities


Teamjob-related skills

Which of the following is not a form of inner partnership?

a. Marketing partnerships

b. Administrative support partnerships

c. Customer partnerships X

d. Transportation partnerships

e. Sales partnerships


c. Customer partnerships X

Which of the adhering to is not a kind of interior partnership?

a. All of the over are types of internal partnerships X

b. Administrative support partnerships

c. Marketing partnerships

d. Transportation partnerships

e. Sales partnerships


. All of the above are types of inner partnerships

Between buyers and also sellers, optimum services build from a team orientation based on the approach of win/win alternatives. This team orientation and also approach of win/win alternatives can happen only when ________ .

a. None of the over is accurate

b. The salesperkid and also buyer build a personal connection

c. Either the buyer or the seller has a dominant position in the relationship

d. There are high levels of shared trust and also communications X

e. Both the buyer and also the seller are focused on self-interests
. There are high levels of shared trust and interactions

Which of the following is not one of the 6 teamwork abilities that salespeople should learn and sincerely use in the procedure of structure interior partnerships?

a. All of the above are one of the 6 cooperation abilities X

b. Keeping commitments

c. Attending to the little bit things

d. Expecting the finest from each member

e. Understanding the other individuals


All of the above are one of the 6 collaboration abilities

Effective self-management has setting goals.

a. True X

b. False


True

The first phase of self-management is setting goals and also missions.

a. True X

b. False


True

Effective goals must be complicated and not constrained by time.

a. True

b. False X


False

Effective objectives are those that are certain and quantifiable.

a. True X

b. False


True

Increasing sales by 2% over the following 6 months" is an example of an reliable goal.

a. True X

b. False


True

A salesperson"s desire of selling a particular amount of product to one customer or account is a personal goal.

a. True X

b. False


False

The levels of goals (individual, territory, account, and also sales call) are interassociated and also interdependent..

a. True

b. False X


True

A salesperson"s desire to offer a particular amount of product within a room or region in order to achieve personal objectives is described an account goal.

a. True

b. False X


False

A goal of marketing $30,000 in assets to an account over the next 12 months is an instance of a account goal.

a. True X

b. False


True

A goal of offering $30,000 in commodities to an account over the next 12 months is an instance of a area goal.

a. True

b. False X


False

The process of surveying a room to recognize customers and also prospects that are most likely to buy is described as account classification.

a. True X

b. False


False

The process of placing existing customers and prospects right into categories based on their potential as customer is described as territory evaluation.

a. True

b. False X


False

Classifying accounts based on sales volume is an instance of the single-variable evaluation technique of classifying accounts.

a. True X

b. False


True

The Portfolio analysis strategy is more complex than single-variable analysis strategy, yet it overcomes among single-factor evaluation method"s major weaknesses.

a. True X

b. False


True

A salesperkid wanting a fairly basic strategy for classifying accounts have to the use single-factor evaluation approach.

a. True X

b. False


True

Salescivilization need to know the compelled contact frequency for each account, prior to they can establish efficient territory routing plans.

a. True X

b. False


Treu

The straight-line plan is finest used as soon as accounts are situated in clusters that are some distance from one one more.

a. True

b. False X


True

The cloverleaf territory routing plan best used as soon as accounts are focused in various components of the territory.

a. True X

b. False


True

Circular routing plans work best as soon as accounts are evenly distributed throughout the region.

a. True X

b. False


True

Tbelow is no such thing as a leapfrog routing arrangement.

a. True X

b. False


True

The best salespeople are those that remain up with transforms in and also breakthroughs of selling related modern technologies.

a. True X

b. False


True

Extranet is one more name for Intranet.

See more: How Long Would You Last In A Horror Movie Quiz, How Long Would You Last In A Horror Film

a. True

b. False X


False

When working in teams, it"s necessary to resolve "the bit things."

a. True X

b. False


True

When you begin functioning in a group, among the initially things you have to carry out is to clarify your expectations.

a. True X

b. False


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