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ABCs of Relationship Selling Through Service 6Th Canadian Edition By Charles M. Futrell – Test BankPublished on May 5, 2020 To Purchase this Complete Test Bank with Answers Click the link Below https://tbzuiqe.com/product/abcs-of-relationship-selling-through-service-6th-ca... cathrinlozy Name: - Savan ChaudhariDate: - 9/5/2018BUS 327 Sales ManagementChapter 3 QuizChapter 03 The Psychology of Selling: Why People BuyMultiple Choice Questions1. The process by which prospective buyers "internalize" or consider the informationpresented by the salesperson is referred to as a black box because:A. sales actions lead to buyer reactions.B.salespeople cannot read a buyer's mind.C. psychological needs outweigh social wants.D. for every stimulus, there must be a response.E. salespeople seem untrustworthy to most buyers. 2. The _____ model of buyer behavior assumes a prospect will respond to the salespresentation in some predictable manner. Get answer to your question and much more 4. Benefit selling is often referred to as: Get answer to your question and much more 6. It is important to emphasize benefits in a sales presentation to a prospective buyer becausebenefits: Get answer to your question and much more 7. The acronym L-O-C-A-T-E reminds us of several useful methods for uncovering aprospective buyer's needs. If prospects drop leading remarks like "I wish I had a televisionlike this one," it pertains to:A. observing. 3Student: ___________________________________________________________________________1.Why is the process by which prospective buyers "internalize" or consider the information presented bythe salesperson, is referred to as a black box?A. for every action there is a reactionB. we cannot see into the buyer's mindC. it's like a black hole in space—things go in, and are never heard from againD. for every stimulus, there must be a responseE. there is a tendency on the part of prospects to not trust what they are told by salespeople 2.Customers make buying decisions based on both psychological and rational reasons. Which from thefollowing list is NOT a psychological factor that influences the buying behaviour? Get answer to your question and much more 3.Which of the following statements is correct? Get answer to your question and much more 4.Every morning, Jacquie needs her caffeine. She has learned to meet that need by seeking out a TimHortons coffee location that sells an extra-large double/double (an especially large cup of coffee). Whichterm best describes Jacquie's preferred method of obtaining caffeine? Get answer to your question and much more 5.Wants are defined as discretionary items on the "would like to have" level. Which situation below wouldbe considered a want (as opposed to a need)?A. Jake needs/wants food.B. Jake needs/wants water.C. Jake needs/wants transportation.D. Jake needs/wants a Dodge pickup truck.E. None of these answers would be considered a want. 6.Different individuals have different reasons for wanting to buy. Therefore, the salesperson must: Get answer to your question and much more Recommended textbook solutions
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Accounting: What the Numbers Mean9th EditionDaniel F Viele, David H Marshall, Wayne W McManus 338 solutions Why is the process by which prospective buyers internalize or consider the information presented by the salesperson referred to as a black box?The process by which prospective buyers "internalize" or consider the information presented by the salesperson is referred to as a black box because: salespeople cannot read a buyer's mind.
Why must the prospect become involved in the selling process and with the presentation?The prospect must be involved in the selling process because it is the driving force of professional selling. Face to face engagement leads to building relationships and increased sales and profits.
Is when a person internalizes or considers this information and then makes a buying decision?Prospective buyers are usually exposed to various sales presentations. In some manner, a person internalizes or considers this information and then makes a buying decision. This process of internalization is: uncovering a customer's important buying needs.
Why is it important for a salesperson to anticipate a buyer's concerns and objections quizlet?- It is important to anticipate buyer's concerns because it helps give the buyer more information. - If a buyer asks questions and has objections, it means they are interested in the product and the seller should do everything in their power to answer those questions accurately and honestly.
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Why is the process by which prospective buyers consider the information presented by the salesperson referred to as a black box?
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