SE-017 Sell Away (The Nature and Scope of Selling)

Question 1

Michael is interacting with a customer over the phone.

Accepted Answer

It is personalized communication.

Question 2

Christian doesn’t receive a lot of close supervision for his sales work, but he manages his time well and stays on task.

Accepted Answer

Self-motivation

Question 3

Which of the following is a tangible product:

Accepted Answer

A shirt

Question 4

Which of the following is an intangible product:

Accepted Answer

A yearly checkup

Question 5

Has a sales job selling very expensive cars. Each day, wears a nice suit to work.

Accepted Answer

Personal appearance

Question 6

Example of a product being sold to an organization for use in producing other goods:

Accepted Answer

A retailer sells a sewing machine to a professional seamstress.

Question 7

Makes sure interacting with customers, is actively listening to better respond to their questions and objections.

Accepted Answer

Communication skills

Question 8

Which of the following roles of selling in our economy helps products be “in the right place at the right time”:

Accepted Answer

Adds utility

Question 9

Never uses “strong-arm tactics” or attempts to pressure customers into making a purchase.

Accepted Answer

Belief in selling as a service

Question 10

Takes the time to research his client before he makes a sales presentation. Can tailor presentation to specific client.

Accepted Answer

Customer knowledge

Question 11

Miko is a successful salesperson who has gained many repeat customers for her business.

Accepted Answer

It should enhance future business opportunities.

Question 12

Stores are striving to offer products for the lowest prices and best values. What role of selling in our economy?

Accepted Answer

Promotes competition

Question 13

Example of a product being sold to an organization for resale:

Accepted Answer

A wholesaler sells candy to a concession stand.

Question 14

Example of a product being sold directly to the user for ultimate consumption:

Accepted Answer

A person sells bouquets of roses on the side of the road.

Question 15

has been told “no” about 10 times today by potential customers. He doesn’t get discouraged or give up.

Accepted Answer

Persistence and patience

Question 16

Always completely upfront and honest with customers about product information.

Accepted Answer

Ethics

Question 17

Example of a product being sold without the use of an intermediary:

Accepted Answer

A Mary Kay cosmetics party

Question 18

Knows all their features and is able to explain them in terms of benefits for specific customers.

Accepted Answer

Product knowledge

Question 19

Rearranged entire sales presentation for specific customer. It took imagination and inventiveness, but make the sale.

Accepted Answer

Creativity

Question 20

Juanita has spent a great deal of time practicing and perfecting her sales presentation.

Accepted Answer

It is planned communication.

Questions 20