The Psychology Of Selling: Why People Buy

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Questions Bank

The Life,Times,and Career of the Professional Salesperson
Relationship Marketing: Where Personal Selling Fits
Ethics First Then Customer Relationships
The Psychology of Selling: Why People Buy
Communication for Relationship Building: Its Not All Talk
Sales Knowledge: Customers,Products,technologies
Prospecting the Lifeblood of Selling
Planning the Sales Call Is a Must
Carefully Select Which Sales Presentation Method to Use
Begin Your Presentation Strategically
Elements of a Great Sales Presentation
Welcome Your Prospects Objections
Closing Begins the Relationship
Service and Follow-Up for Customer Retention
Time,Territory,and Self-Management: Keys to Success
Planning,Staffing,and Training Successful Salespeople
Motivation,Compensation,Leadership,and Evaluation of Salespeople

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Question 1

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Needs and wants are the motivational forces behind human behavior.

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Question 2

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Economic needs refer to the buyer's need to purchase the least expensive product available.

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Question 3

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People with strong economic needs will consider only price in a purchase situation.

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Question 4

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True/False

A Golden Rule Salesperson is helpful and honest with customers unless that means losing sales.

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Question 5

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In the stimulus-response model of consumer behavior,information about why consumers do or do not buy is hidden in the black box.

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Question 6

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A product benefit is the performance characteristic of a product that describes how it can be used or how it will help the buyer.

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Question 7

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When a salesperson says,"This glue will form a stronger bond than any other glue on the market," the salesperson is providing a product feature.

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Question 8

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The salesperson should answer the prospect's question of "What's in it for me?" with a product advantage.

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Question 9

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Four levels of need awareness have been identified-conscious,preconscious,post-conscious,and unconscious.

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Question 10

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A salesperson should stress a product's benefits more than its features and advantages because the product's benefits are what the customer will buy.

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Question 11

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The initial task of a salesperson when first meeting a potential customer is to differentiate between important buying needs and needs of lesser or no importance.

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Question 12

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The acronym L-O-C-A-T-E is useful for remembering how to handle a prospect's objections.

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Question 13

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The main purpose of the trial close is to induce feedback from the buyer.

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Question 14

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According to the SELL sequence,the first thing you should do in your sales presentation is to explain the advantages of your product.

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Question 15

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The SELL sequence is a useful tool for remembering to incorporate a trial close during a sales presentation.

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Question 16

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In the SELL Sequence,the final step involves asking for feedback from the prospect and conducting a trial close.

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Question 17

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In a limited decision making situation,buyers are already in the habit of buying a specific product or brand.

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Question 18

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The "S" in the SELL Sequence reminds the salesperson to show the benefits first.

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Question 19

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The easiest type of person to sell a product to is a buyer who is at the unconscious need level.

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Question 20

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Security,comfort,self-preservation,and personal pleasure are common psychological needs of buyers.

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