Question 1 (1 point)

Customer relationship where the two parties to it have little or no interest in maintaining the relationship is called...

Question 1 options:

	Transactional Relationship
	Strategic Relationship
	Functional Relationship
	Affirmative Relationship

Question 2 (1 point)

Salespeople that find prospects, or potential customers through cold calls are called...

Question 2 options:

	Account Managers
	Trade Salespeople
	Missionary salespeople
	Prospectors

Question 3 (1 point)

Salespeople that are responsible for ongoing business with a customer are called...

Question 3 options:

	Prospectors
	Trade Salespeople
	Missionary salespeople
	Account Managers

Question 4 (1 point)

In which stage of the sales process does the salesperson requests a decision from buyer?

Question 4 options:

	Objection Handling
	Presentation
	Close
	Provide Service

Question 5 (1 point)

Selling strategy where both parties invest resources to create solutions is called...

Question 5 options:

	Needs-Satisfaction Selling
	Script Based Selling
	Consultative Selling
	Strategic-Partner Selling

Question 6 (1 point)

In which stage of sales cycle does a salesperson identify the other party as someone with the budget, authority, need, and time (BANT) for the product?

Question 6 options:

	Lead
	Suspect
	Qualifying
	Prospect

Question 7 (1 point)

Selling strategy where salespeople memorize and deliver verbatim sales pitches is called...

Question 7 options:

	Strategic-Partner Selling
	Consultative Selling
	Needs-Satisfaction Selling
	Script Based Selling

Question 8 (1 point)

Selling strategy to identify buyer's problems and tailor pitch to it is called...

Question 8 options:

	Consultative Selling
	Needs-Satisfaction Selling
	Script Based Selling
	Strategic-Partner Selling

Question 9 (1 point)

Customer relationship where the buyer needs a significant amount of expertise is called...

Question 9 options:

	Affirmative Relationship
	Functional Relationship
	Strategic Relationship
	Transactional Relationship

Question 10 (1 point)

Salespeople that take orders in store or over the phone are called...

Question 10 options:

	Account Managers
	Order Takers
	Sales Support
	Prospectors

Question 11 (1 point)

In which stage of sales cycle does a salesperson identify the other party as a nothing more than contact information and might be interested?

Question 11 options:

	Qualifying
	Prospect
	Suspect
	Lead

Question 12 (1 point)

In which stage of sales cycle does a salesperson identify the other party as interested in buying but can't tell if they will buy?

Question 12 options:

	Prospect
	Suspect
	Qualifying
	Lead

Question 13 (1 point)

In which stage of the sales process does the salesperson attempts to capture the prospective customer's attention?

Question 13 options:

	Presentation
	Need Identification
	Pre approach stage
	Approach

Question 14 (1 point)

In which stage of sales cycle does a salesperson asks the other party questions to determine if they will buy?

Question 14 options:

	Suspect
	Lead
	Prospect
	Qualifying

Question 15 (1 point)

Customer relationship that develop when a buyer continues to purchase out of habit is called...

Question 15 options:

	Affirmative Relationship
	Functional Relationship
	Transactional Relationship
	Strategic Relationship

Question 16 (1 point)

Salespeople that work with "market influencers" are called...

Question 16 options:

	Trade Salespeople
	Account Managers
	Missionary salespeople
	Prospectors

Question 17 (1 point)

Salespeople that take care of the customer after the sale are called...

Question 17 options:

	Account Managers
	Order Takers
	Prospectors
	Sales Support

Question 18 (1 point)

Customer relationship where both parties commit to expand the pie is called...

Question 18 options:

	Affirmative Relationship
	Transactional Relationship
	Strategic Relationship
	Functional Relationship

Question 19 (1 point)

In which stage of the sales process does the salesperson face reasons not to continue from buyer?

Question 19 options:

	Close
	Presentation
	Objection Handling
	Provide Service

Question 19 (1 point)

In which stage of the sales process does the salesperson face reasons not to continue from buyer?

Question 19 options:

	Close
	Presentation
	Objection Handling
	Provide Service

Question 20 (1 point)

Selling strategy to use expertise to solve a complex problem is called...

Question 20 options:

	Script Based Selling
	Strategic-Partner Selling
	Needs-Satisfaction Selling
	Consultative Selling

Question 21 (1 point)

Salespeople that help retailers advertise and sell products to consumers are called...

Question 21 options:

	Trade Salespeople
	Prospectors
	Missionary salespeople
	Account Managers

Question 22 (1 point)

In which stage of the sales process does the salesperson uses FEBA (feature, evidence, benefit, and agreement)?

Question 22 options:

	Need Identification
	Presentation
	Pre approach stage
	Approach

Question 23 (1 point)

In which stage of the sales process does the salesperson follow the SPIN (situation, problem, implication, and need-payoff) outline?

Question 23 options:

	Presentation
	Need Identification
	Pre approach stage
	Approach

Question 24 (1 point)

In which stage of the sales process does the sales person find the right person to call and to learn about?

Question 24 options:

	Pre approach stage
	Approach
	Presentation
	Need Identification