1. Classroom Response System Content to accompany Anderson/Dubinsky/Mehta Personal Selling, 2nd ed. CHAPTER 5

2. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 5 | Slide 2 Instructor Notes All content comes from ACE quizzes and the test bank. “Notes page ” view displays exact source of content.

3. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 5 | Slide 3 Question 1 Conceivably, the preapproach stage of the personal selling process may be even more important than the actual approach because a)the preapproach takes nearly twice as much time and effort to complete as any other stage of the selling process. b)the preapproach is the most expensive stage of the selling process because it requires the salesperson to develop psychological profiles of prospects. c)the preapproach is the stage in the selling process where the salesperson actually qualifies the prospect as a potential customer. d)the preapproach provides salespeople with an overall framework for decision making before, during, and after the sales call.

4. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 5 | Slide 4 Question 1 Conceivably, the preapproach stage of the personal selling process may be even more important than the actual approach because a)the preapproach takes nearly twice as much time and effort to complete as any other stage of the selling process. b)the preapproach is the most expensive stage of the selling process because it requires the salesperson to develop psychological profiles of prospects. c)the preapproach is the stage in the selling process where the salesperson actually qualifies the prospect as a potential customer. d)the preapproach provides salespeople with an overall framework for decision making before, during, and after the sales call. *Correct Answer

5. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 5 | Slide 5 Question 2 Seeding is an agricultural metaphor referring to prospect-focused activities that are carried out a)several weeks or months before a sales call. b)during the sales presentation stage of the sales call. c)after a sales call has been completed. d)during the approach stage of the sales call.

6. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 5 | Slide 6 Question 2 Seeding is an agricultural metaphor referring to prospect-focused activities that are carried out a)several weeks or months before a sales call.*Correct Answer b)during the sales presentation stage of the sales call. c)after a sales call has been completed. d)during the approach stage of the sales call.

7. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 5 | Slide 7 Question 3 When salespeople usually send a postcard listing the company’s product categories and a message saying that they look forward to visiting the prospect next week at a certain time, they are using a sales call strategy known as a)AIDA. b)seeding. c)prenotification. d)executive to executive.

8. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 5 | Slide 8 Question 3 When salespeople usually send a postcard listing the company’s product categories and a message saying that they look forward to visiting the prospect next week at a certain time, they are using a sales call strategy known as a)AIDA. b)seeding. c)prenotification. *Correct Answer d)executive to executive.

9. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 5 | Slide 9 Question 4 What are the steps in the SPIN technique of identifying prospect needs and building commitment? a)Suggestion, preparation, involvement, needs payoff b)Suggestion, persuasion, interest, negotiation c)Situation, problem, implication, needs payoff d)Situation, problem, involvement, negotiation

10. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 5 | Slide 10 Question 4 What are the steps in the SPIN technique of identifying prospect needs and building commitment? a)Suggestion, preparation, involvement, needs payoff b)Suggestion, persuasion, interest, negotiation c)Situation, problem, implication, needs payoff *Correct Answer d)Situation, problem, involvement, negotiation

11. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 5 | Slide 11 Question 5 When attempting to stimulate a prospect’s attention and interest to “close” the sales call appointment, which of the following would be least appropriate to employ? a)Ask benefit-focused questions. b)Convey the idea that time is unimportant to you and that you have all day to chat with the prospect. c)Send the prospect some unique and personally useful promotional item along with product literature that stirs interest. d)Supply impressive testimonials.

12. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 5 | Slide 12 Question 5 When attempting to stimulate a prospect’s attention and interest to “close” the sales call appointment, which of the following would be least appropriate to employ? a)Ask benefit-focused questions. b)Convey the idea that time is unimportant to you and that you have all day to chat with the prospect. *Correct Answer c)Send the prospect some unique and personally useful promotional item along with product literature that stirs interest. d)Supply impressive testimonials.

13. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 5 | Slide 13 Question 6 With regard to approaching prospects, which of the following statements is true? a)Successful salespeople generally use one favorite approach in calling upon all categories of prospects. b)Salespeople should not be concerned about minor things such as the initial greeting or the proper use of a business card. c)Choice of the approach strategy depends on the prospect category and the personality of the individual being approached. d)Salespeople should avoid using different approaches on successive calls on a prospect because such changes can confuse prospects.

14. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 5 | Slide 14 Question 6 With regard to approaching prospects, which of the following statements is true? a)Successful salespeople generally use one favorite approach in calling upon all categories of prospects. b)Salespeople should not be concerned about minor things such as the initial greeting or the proper use of a business card. *Correct Answer c)Choice of the approach strategy depends on the prospect category and the personality of the individual being approached. d)Salespeople should avoid using different approaches on successive calls on a prospect because such changes can confuse prospects.

15. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 5 | Slide 15 Question 7 It is nearly always best to present your business card at the beginning of the sales call. a)T b)F

16. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 5 | Slide 16 Question 7 It is nearly always best to present your business card at the beginning of the sales call. a)T *Correct Answer b)F

17. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 5 | Slide 17 Question 8 Buyers in the seller’s purchasing department a)are a good source of information on business prospects because they may be procuring products and services from these companies. b)can provide very little assistance to salespeople collecting preapproach information. c)are unlikely to do business with a company that buys the seller’s products owing to ethical concerns. d)can do very little to facilitate their firm’s salespeople’s efforts.

18. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 5 | Slide 18 Question 8 Buyers in the seller’s purchasing department a)are a good source of information on business prospects because they may be procuring products and services from these companies. *Correct Answer b)can provide very little assistance to salespeople collecting preapproach information. c)are unlikely to do business with a company that buys the seller’s products owing to ethical concerns. d)can do very little to facilitate their firm’s salespeople’s efforts.

19. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 5 | Slide 19 Question 9 Asking a top executive in your company to set up a sales appointment can be an effective method because executives rarely refuse an appointment request from a peer in another company. a)T b)F

20. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 5 | Slide 20 Question 9 Asking a top executive in your company to set up a sales appointment can be an effective method because executives rarely refuse an appointment request from a peer in another company. a)T *Correct Answer b)F

21. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 5 | Slide 21 Question 10 Testimonial letters from satisfied customers can be especially valuable when selling goods or services where the investment or social risk is high. a)T b)F

22. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 5 | Slide 22 Question 10 Testimonial letters from satisfied customers can be especially valuable when selling goods or services where the investment or social risk is high. a)T *Correct Answer b)F