Selling Building Partnerships 10Th Edition By Stephen – Test Bank

1.

Effective salespeople adapt their selling strategies and approaches to the selling situation.

True    False

2.

Personal selling is the most effective marketing communication medium because it allows salespeople to manipulate customers.

True    False

3.

A canned presentation provides more opportunity for the customer to participate in the sales interaction than does an outlined presentation.

True    False

4.

A canned presentation is designed on the basis of the needs of a customer.

True    False

5.

An outlined presentation can be very effective because it is well organized.

True    False

6.

A customer recognizes a sales representative giving a customized presentation as a professional who is helping provide real value, not just selling products.

True    False

7.

Customized presentations can be delivered at a low cost by unskilled salespeople with little training.

True    False

8.

Practicing adaptive selling does not mean salespeople should be dishonest about their products or their personal feelings.

True    False

9.

Purchasing agents rate product knowledge as one of the most important attributes of a good salesperson.

True    False

10.

Salespeople need to know about their competitors’ products as well as their own because they are frequently asked to compare their products to competitors’ offerings.

True    False

11.

Successful sales managers give their salespeople performance feedback rather than diagnostic feedback.

True    False

12.

The Challenger Sales model suggests that the most successful salespeople create winning proposals because they actually understand a prospect’s world better than the prospect understands it.

True    False