Clemson University - MKT 4200 Test 3 Answers (Latest Updated) A Graded.

. Which of the following is not one of the four dimensions of sales call anxiety? a. A desire to perform safety-seeking behaviors b. Imagined negative evaluations from customers c. A negative self-evaluation d. Recognition of the economic value of prospecting activities e. Physiological symptoms 2. Which of the following statements about the use of humor in sales presentations is true? a. Humor should never be used in sales presentations b. Only use humor that is relevant to the group to which you are selling-such as tax human accountants c. Do not practice telling jokes because rehearsed jokes are boring d. Don’t apologize before telling a joke e. All of the above statements are true 3. Which of the following statements about lead qualification and management is true a. Firms often engage in prequalification of leads for their field sales force b. A lead management system can be used to grade leads and establish a priority call c. The use of info technology makes lead qualification more efficient and effective d. Telemarketers are used by some companies as prequalify leads e. All of the above are true 4. Which of the following methods of obtaining commitment involves the use of a “T” chart to help the buyer weigh the pros and cons of making a commitment a. The George Washington b. The Ben Frankiln c. The assumption close d. The minor points close e. The features vs. benefits close 5. Purchasers that issue Request for Proposals like to see written sales proposals that include a. A positioning map that compares products at the end b. A glossary of terms or jargon used in the beginning c. An index of key decision points at the end d. A brief executive summary in the beginning e. All the above 6. Pete is a salesperson for a company that installs video recording equipment in various academic units at universities across the nation. He offers to waive the following year’s annual maintenance fee for referrals that result in the purchase and installation of new video systems in other academic units or schools. Pete is attempting to get his customers to act as: a. Reconnaissance staff b. Spotters c. Bounce-backs