 |
1 | |
When a salesperson says, "This glue will form a stronger bond than any other glue on the market," he is stating a product feature. |
| | A) | True |
| | B) | False |
|
|
2 | |
The acronym L-O-C-A-T-E is useful for remembering how to uncover important customer needs. |
| | A) | True |
| | B) | False |
|
|
3 | |
The S in the SELL sequence reminds the salesperson to Show the feature first. |
| | A) | True |
| | B) | False |
|
|
4 | |
The buying decision involves five basic steps beginning with the collection of information. |
| | A) | True |
| | B) | False |
|
|
5 | |
Purchase dissonance is tension over whether the right decision was made in buying the product. |
| | A) | True |
| | B) | False |
|
|
6 | |
It is easier to sell to a stranger than a current customer because the stranger does not have any preconceived notions of how your company does business. |
| | A) | True |
| | B) | False |
|
|
7 | |
A prospect internalizes or considers the information presented by a salesperson and then makes a buying decision. Because we cannot see into the buyer's mind, this internalization process is referred to as a(n): |
| | A) | black hole. |
| | B) | suppressed representation. |
| | C) | mirage. |
| | D) | black box. |
| | E) | echo chamber. |
|
|
8 | |
The black hole approach is most closely associated with: |
| | A) | the stimulus-response model. |
| | B) | empathetic dispersion. |
| | C) | product adoption. |
| | D) | the SELL sequence. |
| | E) | none of the above. |
|
|
9 | |
Jared Harless is in Target looking for a gift for his girlfriend. Harless is really not sure of what he wants except in general terms. At what level of need awareness is Harless? |
| | A) | conscious |
| | B) | preconscious |
| | C) | reconscious |
| | D) | unconscious |
| | E) | intermediate |
|
|
10 | |
"This machine will copy on both sides of the paper instead of only one," is an example of a(n): |
| | A) | feature. |
| | B) | economic need. |
| | C) | market identifier. |
| | D) | advantage. |
| | E) | benefit. |
|
|
11 | |
A U.S. manufacturer of generators has just broken ground for a new plant in Australia. This is the company's first international expansion effort, and its owners want to lease another corporate jet temporarily so they can periodically fly to Australia to oversee the building progress and help in the hiring process. The new plant would have required _____ decision making, and the leasing of the jet would more than likely have required _____ decision making. |
| | A) | routine; limited |
| | B) | limited; pioneering |
| | C) | extensive; limited |
| | D) | routine; extensive |
| | E) | restricted; routine |
|
|
12 | |
After the dentist spent almost $600 to purchase the Apollo Whitening System to use with patients that want their teeth bleached, he learned that a more efficient system with fewer potential side effects was available for $400. From this information you know the dentist experienced: |
| | A) | misinformation. |
| | B) | information overload. |
| | C) | purchase satisfaction. |
| | D) | a communication barrier. |
| | E) | purchase dissonance. |
|
|
13 | |
Shawn loved his new lawn mower because it had a six-foot wide cutting deck that allowed him to mow his lawn in half the time it used to take him. The five-foot wide cutting deck is an example of: |
| | A) | a product benefit |
| | B) | a product feature |
| | C) | product intangibility |
| | D) | product homogeneity |
| | E) | an inherent product characteristic |
|
|
14 | |
Carl Jung divided human awareness into four functions and argued that most people are most comfortable behaving in one of those groups. The four groups are: |
| | A) | thinker, intuitor, feeler, and senser |
| | B) | analyzer, mediator, loner, and empathe |
| | C) | analytical, procedural, bureaucratic, and sensitive |
| | D) | analytical, sensitive, intuitor, and compromiser |
| | E) | group-oriented, loner, supportive, and leader |
|
|
15 | |
When Robert walked into the prospect's office, he took a few minutes to look around. He saw reference books on the desk, abstract art and bookcases behind and to the right of the desk, and an individual sitting behind the desk in a very wrinkled shirt. According to Jung's personality types, which personality type is Robert calling on? |
| | A) | group-oriented |
| | B) | thinker |
| | C) | analytical |
| | D) | intuitor |
| | E) | compromiser |
|