QPEN QUIZ: Chapter-4 1 mark p_9r question. Total 20 Marks 1. Proper business etiquette would include: A) addressing a new prospect by rst name. B) discussing business as soon as you nish the personal introductions. C) avoiding personal views on political and religious issues. D) discussing your personal views on politics in order to have an interesting conversation. E) answering your cell phone when in conversation with a client. 2. One way to develop a positive self-concept would be through: A) comparing yourself to people who are worse off than you. B) becoming an expert in a selected area. C) becoming more impulsive and happy-go-lucky. D) realizing that you cannot change who you are. E) constantly reecting on your past mistakes. 3. It is important that salespeople build and maintain relationships with these four groups: A) management personnel, company support staff, secondary decision makers, and customers. B) customers, management personnel, vendors, and secondary decision makers. C) customers, internal support staff, management personnel, and manufacturing representatives. D) management personnel, vendors, customers, and trade representatives. E) customer support staff, vendors, customers, and trade representatives. 4. Which of the following are considered secondary decision makers? A) The shipping department personnel employed by the same company as the salesperson B) The receptionist who works for an established customer C) The secretary who provides support services for the sales staff D) The salespeople E) The credit department personnel employed by the same company as the salesperson 5. Developing a relationship strategy for selling involves: A) socializing with clients after business. B) having a production orientation. C) engaging in transactional selling. D) being on a rst-name basis with clients. E) adopting a win-win philosophy. 6. Which one of the following is a statement of advice that represents a practical approach to improving your self-concept? SPRO'I'I' SHAW COLLEGE PAGE 1 OF 4 0521\\0F'EN QUIZ-4\\BUS|NESS OPEN QUIZ 4 i MK121 SALES STRATEGIES 2021 E TO TEACH TO GUIDE TO LEARN E ___________________________________________________________________________________________________________________ J A) Remember, mistakes can always be covered up. B) Work hard to become a good negotiator. C) Develop expertise in selected areas. D) Avoid the narrow focus that comes with goal setting. E) Stay focused on past mistakes or failures. 7. Relationship selling involves: A) an approach to selling that changes according to the current ethical standards. B) collaborating rather than competing With competitors. C) building of a business relationship before building a social relationship. D) a style of selling that was rst used successfully in the 19505. E) a style of selling that m a close, trusting, and long-term relationship over the quick sell. 8. Generally speaking; _tl_1_e_ rm handshake will communicate: A) moral superiority. B) good physical tness. C) sales competence. D) a caring attitude. E) a degree of nervousness. 9. Business attire should reect: A) the current fashion trends. B) your client's clothing choices. C) your personal tastes and preferences. D) your values. E) the national dress w. 10. is an inner force that makes the salesperson want and nwd to make the sale. A) Self-image B) Character C) Ego drive D) Empathy E) Emotional intelligence 11. All _o_f_' the following are considered elements of nonverbal communication, except: A) entrance and carriage. B) facial expression, gestures and posture. C) dress and grooming. D) choice of words to communicate facts and gures. E) eye contact and a handshake. 12. Research indicates that when two people communicate, nonverbal messages convey: A) nothing of any importance. B) the same impact as verbal messages. SPRO'I'I' SHAW COLLEGE PAGE 2 OF 4 0521\\OF'EN QUIZ-4lBUSII SHAW COLLEGE . OPEN 0U : MK121 SALES STRATEGIES - 2 E TO TEACH TO GUIDE TO LE C) as much impact as words. D) much more impact than verbal messages. E) ten times as much impact as verbal messages. 13. Research in the eld of communication reveals that: A) what we say rarely is what we mean. B) nonverbal W do not contradict verbal messages. C) words play a surprisingly small role in the communication process. D) the meaning we attach to what is said by another person depends little on visual and auditory data. E) nonverbal mm seldom reinforce verbal messages. 14. Which four key words should govern our decisions when selecting a wardrobe for sales work? A) Simplicity, appropriateness, quality, and visual integrity B) Simplicity, texture, quality, and appropriateness C) Quality, design, simplicity, and appropriateness D) Appropriateness, quality, simplicity, and design E) 99193;, fabric, simplicity, and texture 15. The concept of "unconscious expectations" is best dened by which one of the following statements? A) People seldom have strong feelings about what is appropriate in terms of dress and grooming. B) Every person seems to have very different expectations regarding what is appropriate in terms of dress and grooming. C) Every person has formed certain views about what is appropriate in terms of dress and grooming for specic occupations. D) Every culture has a specic dress code. E) It is not possible to anticipate what is appropriate in dress and grooming because customers' expectations are never known. 16. Self-talk means: A) talking to oneself. B) talking about oneself. C) having a mentally imbalanced state of mind. D) being elevated in one's level of emotional intellect. E) an effort to override past negative mental programming by erasing or replacing it with conscious, positive new directions. 17. Before meeting her clients, Karen forms a mental picture of herself succeeding in making that sale. What is this an example of? A) Creative selling B) Visualization C) Daydreaming 17. Before meeting her clients, Karen forms a mental picture of herself succeeding in making that sale. What is this an example of? A) Creative selling B) Visualization C) Daydreaming SPRO'I-I' SHAW COLLEGE PAGE 3 OF 4 0521\\0F'EN QUIZ4\\BUSINESS m I | 33??!\" ' OPEN our: 4 - MK121 SALES STRATEGIES 2021 l i TO TEACH TO GUIDE TO LEARN : I i __________________________________________________________________________________________________________________ J D) Self-talk E) Positive thinking 18. Tanya develops high quality relationships with almost aquf her prospects. In today's marketplace, these relationships result in: A) shorter selling cycles. B) less emphasis on product quality. C) repeat business. D) quicker closes. E) less emphasis on product price. 19. Sandeep engages in a process of strategically developing high quality long-term relationships. This process focuses on solving customers' buying problems. This process might be called: A) marketing. B) rapport building. C) partnering. D) target marketing. E) selling. 20. Sondra has watched her sales gures drop over the years. She has always had great relationships with her customers. What might explain this? A) The customers don't want a relationship, they want the lowest price. B) Competitors may be developing relationships with their potential customers too. C) Global competition is changing the business environment. D) She ignores secondary decision makers. E) The customers are interested in transactional buying