23 Questions
What is the focus of B2B selling?
Industrial selling
Which type of sales involves the customer going to the salesperson?
Outside Sales force
What is one of the contributions of salespeople to society according to Geoffrey James?
Providing customer support
How important is sales in business?
It is one of the key benchmarks for business success
What term is used for selling goods and services to ultimate consumers?
Retail selling
What is the first step in the traditional selling process?
Prospecting and qualifying
Which stage involves learning as much as possible about a prospective customer before making a sales call?
Preapproach
What does the acronym 'FAB' stand for in the selling process?
Feature, Advantage, Benefit
In the selling process, what does the term 'Feature' refer to?
A characteristic or specification of the product or service
Which stage in the selling process involves answering questions and addressing concerns?
Handling objections
What is the final step in the traditional selling process?
Follow-up
What motivates salespeople in their choice of career?
All of the above
Based on the median compensation data provided, which industry offers the highest pay for top salespeople in small and medium-sized businesses?
Technological Services
How many salespeople are typically involved in selling a music CD to a consumer?
4
Which of the following is NOT listed as a party involved in selling a music CD?
Marketing agency
What is the difference between retail and wholesale sales, according to the text?
The text does not provide enough information to determine the difference.
Based on the median compensation data, which industry offers the lowest pay for average salespeople in small and medium-sized businesses?
Basic Materials
What is the primary focus of a business?
Generating sales
Which of the following statements best represents the notion that 'all CEOs are salespeople'?
CEOs must prioritize generating revenue for their business.
What is the primary characteristic of a 'canned sales presentation'?
It involves memorized or scripted sales pitches.
Which of the following best describes the concept of 'sales professionalism'?
Adopting a customer-oriented approach based on honesty and long-term satisfaction.
What is the primary goal of 'consultative selling'?
To help customers achieve their strategic goals through the seller's expertise and offerings.
Which of the following statements is NOT supported by the text?
CEOs should be directly involved in sales activities.
Explore the factors that motivate salespeople to choose and thrive in their careers, including the complexity and challenges, freedom of actions, variety of activities, financial rewards, working conditions, and opportunities for development and advancement.
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