QUESTION 67

1. Which of the following about "trust" is false?

a.	Trust is about building partnerships.
b.	Consultative selling is less about trust and more about technique.
c.	Salespeople build trust by following up on their promises.
d.	Customers trust you when they believe you have their best interest at heart, not your personal motivation.
e.	Trust is built on open and honest communication.

1 points

QUESTION 68

1. Which of the following is false?

a.	In the B2B selling channel, it is people who make decisions on behalf of the company for which they work.
b.	Consultative selling is defined by working personally with your customer to understand her needs.
c.	People do business with companies, not with people.
d.	The bottom line to be successful in any kind of selling is that you have to make it personal.
e.	Every sale starts with a relationship.

1 points

QUESTION 69

1. _____ means companies are selling products or services to another company rather than selling directly to the ultimate consumer.

a.	Institutional markets
b.	Financially-influenced markets
c.	Profit-driven businesses
d.	Traditional business organizations
e.	B2C buying

1 points

QUESTION 70

1. An Amiable is most likely to be described as _____.

a.	a "people person"
b.	"detail oriented"
c.	a high achiever
d.	self-motivated
e.	a "control freak"

1 points

QUESTION 71

1. B2B buying _____.

a.	is an individual decision
b.	is methodical
c.	is simple
d.	may or may not include some research
e.	is low risk

1 points

QUESTION 72

1. The three types of communication are:

a.	verbal, non-verbal, and written
b.	visual, invisible, and oral
c.	oral, two-way and interactive
d.	verbal, written, and oral
e.	verbal, visual, and oral

1 points

1 points

QUESTION 74

1. According to Brynne Tillman, CEO of Social Sales Link and featured professional in the Video Ride-Along in Chapter 6, which of the following is true?

a.	Social selling is an add-on to current selling practices.
b.	Social selling is using email to reach out to prospective customers.
c.	LinkedIn is the only platform that can be used for social selling.
d.	The best platform to use for social selling is the one your prospective customers use.
e.	If you don't have a blog, you're missing out on social selling opportunities.

1 points

QUESTION 75

1. Which of the following is false?

a.	all behavior that is unethical is illegal
b.	sometimes ethical behavior can be a matter of disclosure
c.	companies are faced with ethical dilemmas frequently
d.	business ethics can be challenged based on business practices
e.	business cannot operate without ethical behavior on the part of all parties

1 points

1 points

QUESTION 77

1. Neil is a graduating senior and really wants to have a job before graduation. He has been going on interviews but everyone says it's too early and that they want someone who can start immediately. Which of the following should Neil do with the people he has met on these interviews?

a.	Keep in touch by sending a relevant article every several weeks
b.	Move on; they will probably hire someone else
c.	Try to contact the interviewer's boss
d.	Continue networking with people in the industry
e.	Touch base when he graduates to see if they have any jobs available

1 points

1 points

QUESTION 80

1. Assume you are a commercial real estate agent and your customer is a B2B technology company. The customer wasn't sure how much office space was needed for the next five years so the head of Facilities asked the head of Human Resources about the types of new positions that will be needed and the type of workspace each requires. He also asked for insight from each hiring manager or department head in the company. This will help him more fully understand the amount of office space needed. This is an example of which step of the buying process?

a.	evaluating proposals
b.	developing the specifications
c.	searching for appropriate suppliers
d.	need recognition
e.	defining the need

1 points

QUESTION 81

1. Identify the correct statement about selling.

a.	Selling can only be successful when the product or service that you sell has real value in the mind of the consumer.
b.	In today's world, successful selling is not something you do "with" a customer, it is something you do "to" a customer.
c.	All successful people effectively engage in personal selling.
d.	Selling is a high-pressure encounter between a salesperson and a customer.
e.	Personal selling is only for salespeople.