The questions are related to Sales Management course

1-When salespeople offer customers more than they expect and may not even know exists, this is called:*

Potential product

Value-Added Product

Value added product selling modal

Value proposition

2-Which one is NOT a communication-style principle?*

Individual style differences are not stable.

There is a finite number of styles.

Individual differences exist and are important.

A communication style is a way of thinking and behaving.

3-Which of the following is an example of a bridge statement?*

"This hotel has 24-hour room service and free parking."

"These are the finest fund-raising donuts you can buy."

"We have trained service technicians, which means you will experience less downtime."

'"You will get good gas mileage when you buy this car."

4-One of the best forms of product information that can teach salespeople about the product is:*

Promotional brochures

Company history

Radio commercials

Competitors' brochures

5-Communication-style bias is most likely to occur when which of the following occurs?*

Salespeople talk more quietly than anyone else in the room does.

Salespeople have problems understanding another person's accent.

Salespeople have contact with another person whose communication style is different than their own.

Salespeople lack a grasp of social etiquette.