MKT 325 Exam 3 Questions With Correct
Answers
A way to establish credibility is to offer concrete evidence to back up verbal
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statements. - CORRECT ANSWER✔✔-True | | |
When selling to resellers, salespeople need to focus solely on the seller's
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company rather than the needs of the ultimate consumer. - CORRECT
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ANSWER✔✔-false
A trial close refers to the process of allowing a customer to use a product for a
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specified trial period in order to gather feedback. - CORRECT ANSWER✔✔-false
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Ultimately, the goal of every salesperson should be to establish rapport with each
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customer. - CORRECT ANSWER✔✔-true
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Experienced salespeople attempt to uncover a prospect's needs and problems at
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the start of the relationship. - CORRECT ANSWER✔✔-True
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If a prospect responds negatively to a need payoff question, then the salesperson
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should not probe further. - CORRECT ANSWER✔✔-false
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To establish credibility early in the sales call, a salesperson should clearly
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delineate the amount of time he or she will need and complete the presentation
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within the stated time frame. - CORRECT ANSWER✔✔-true
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, An advantage of a product opening is that it appeals to a prospect visually as well
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as verbally. - CORRECT ANSWER✔✔-true
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Experienced and successful salespeople focus on asking situation questions
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during a sales presentation. - CORRECT ANSWER✔✔-False
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A salesperson promoting a new brand of tomato ketchup gives free samples to
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his prospects at the end of his presentation. The salesperson appeals to more
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than one sense of the prospects in this case. - CORRECT ANSWER✔✔-true
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When creating a presentation, salespeople should use tables to display trends
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and relationships and use graphics when displaying raw numbers is important. -
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CORRECT ANSWER✔✔-False |
An RFP typically does not communicate details about a budget - CORRECT
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ANSWER✔✔-false
Amiables prefer visuals without people in them and a relatively fast-moving
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presentation. - CORRECT ANSWER✔✔-false | | |
While using visuals, salespeople must use tables and clip art instead of graphics
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and high-quality drawings. - CORRECT ANSWER✔✔-false
| | | | |
A sales asset management system is a computer-to-computer transmission of
| | | | | | | | | |
data from a reseller to a vendor and back - CORRECT ANSWER✔✔-false
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Answers
A way to establish credibility is to offer concrete evidence to back up verbal
| | | | | | | | | | | | | |
statements. - CORRECT ANSWER✔✔-True | | |
When selling to resellers, salespeople need to focus solely on the seller's
| | | | | | | | | | | |
company rather than the needs of the ultimate consumer. - CORRECT
| | | | | | | | | | |
ANSWER✔✔-false
A trial close refers to the process of allowing a customer to use a product for a
| | | | | | | | | | | | | | | | |
specified trial period in order to gather feedback. - CORRECT ANSWER✔✔-false
| | | | | | | | | |
Ultimately, the goal of every salesperson should be to establish rapport with each
| | | | | | | | | | | |
customer. - CORRECT ANSWER✔✔-true
| | | |
Experienced salespeople attempt to uncover a prospect's needs and problems at
| | | | | | | | | | |
the start of the relationship. - CORRECT ANSWER✔✔-True
| | | | | | |
If a prospect responds negatively to a need payoff question, then the salesperson
| | | | | | | | | | | | |
should not probe further. - CORRECT ANSWER✔✔-false
| | | | | |
To establish credibility early in the sales call, a salesperson should clearly
| | | | | | | | | | | |
delineate the amount of time he or she will need and complete the presentation
| | | | | | | | | | | | | |
within the stated time frame. - CORRECT ANSWER✔✔-true
| | | | | | |
, An advantage of a product opening is that it appeals to a prospect visually as well
| | | | | | | | | | | | | | |
as verbally. - CORRECT ANSWER✔✔-true
| | | | |
Experienced and successful salespeople focus on asking situation questions
| | | | | | | | |
during a sales presentation. - CORRECT ANSWER✔✔-False
| | | | | |
A salesperson promoting a new brand of tomato ketchup gives free samples to
| | | | | | | | | | | | |
his prospects at the end of his presentation. The salesperson appeals to more
| | | | | | | | | | | | |
than one sense of the prospects in this case. - CORRECT ANSWER✔✔-true
| | | | | | | | | | |
When creating a presentation, salespeople should use tables to display trends
| | | | | | | | | | |
and relationships and use graphics when displaying raw numbers is important. -
| | | | | | | | | | | |
CORRECT ANSWER✔✔-False |
An RFP typically does not communicate details about a budget - CORRECT
| | | | | | | | | | | |
ANSWER✔✔-false
Amiables prefer visuals without people in them and a relatively fast-moving
| | | | | | | | | | |
presentation. - CORRECT ANSWER✔✔-false | | |
While using visuals, salespeople must use tables and clip art instead of graphics
| | | | | | | | | | | | |
and high-quality drawings. - CORRECT ANSWER✔✔-false
| | | | |
A sales asset management system is a computer-to-computer transmission of
| | | | | | | | | |
data from a reseller to a vendor and back - CORRECT ANSWER✔✔-false
| | | | | | | | | | |
