Question

________ individuals attempt to control situations, including the thoughts and actions of others.

Question 1 options:

	A) Analytical
	B) Responsive
	C) Versatile
	D) Expressive
	E) Assertive

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Question 2 (1 point)

Ken likes to see the big picture when salespeople present to him. He finds it enjoyable to know a little about them and their families. He takes his work very seriously, and the company's overall success, as well as his own personal success, are very important to him. Ken is most likely a(n)

Question 2 options:

	A) Amiable.
	B) Driver.
	C) Expressive.
	D) Amiable/Driver.
	E) Analytical/Driver.

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Question 3 (1 point)

The best sales relationships are long-term ones based on which of the following?

Question 3 options:

	A) A salesperson's involvement and customer service attitude.
	B) Mutual trust and credibility.
	C) Favorable income for the salesperson.
	D) Personal contact and active sales promotion with customers.
	E) None of the above.

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Question 4 (1 point)

The social style most likely to be thought of as a support specialist is the

Question 4 options:

	A) Amiable.
	B) Driver.
	C) Analytical.
	D) Senser.
	E) Expressive.

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Question 5 (1 point)

I enjoy being innovative and trying new ideas, and I am usually successful in persuading others to carry them out. I am a(n)

Question 5 options:

	A) Assertive.
	B) Amiable.
	C) Analytical.
	D) Driver.
	E) Expressive.

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Question 6 (1 point)

________ are slow to make decisions, rarely show emotion, and pay attention to details.

Question 6 options:

	A) Amiables
	B) Analyticals
	C) Expressives
	D) Drivers
	E) Responsives

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Question 7 (1 point)

Carl Jung's work on behavioral functions is important to the world of selling because

Question 7 options:

	A) It provides a sense of confidence to salespeople that they have entered the right career based on their own personality style.
	B) It allows salespeople to know absolutely that they can analyze a prospect successfully.
	C) It enables salespeople to evaluate the behavioral styles of their prospects and clients.
	D) It allows salespeople to manipulate the prospect towards a successful sale.
	E) It lets salespeople form their presentation more accurately and then persuade the prospect to buy.

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Question 8 (1 point)

A lawyer tells his client, "I sense that you are getting a bit tense about the trial. Don't worry; we have a good foundation for our case, and we have the concrete information we need to make a positive impact on the jury." Which mode of perception is he using?

Question 8 options:

	A) Aesthetic.
	B) Kinesthetic
	C) Visual.
	D) Aromatic.
	E) Auditory.

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Question 9 (1 point)

With regard to gender in the workplace, research conclusively shows

Question 9 options:

	A) That men and women communicate in exactly the same way.
	B) That inequities between men and women in terms of wages and promotion have been virtually eliminated.
	C) That there are no differences between the way men and women think or behave.
	D) That women possess a leadership advantage in specific instances.
	E) None of the above.

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Question 10 (1 point)

The one word that most accurately indicates an amiable's specialty is

Question 10 options:

	A) Dictating.
	B) Controlling.
	C) Technical.
	D) Supportive.
	E) Socializing.

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Question 11 (1 point)

A salesperson should be familiar with the following aspects of his or her products:

Question 11 options:

	A) The financing options available.
	B) The ways the product or service is distributed.
	C) The way in which it is manufactured or provided.
	D) How often upgrades are available.
	E) All of the above are important to know.

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Question 12 (1 point)

The increased use of tablet computers is due chiefly to their

Question 12 options:

	A) Exclusive use of Microsoft operating systems.
	B) Having been heavily advertised.
	C) Having been purchased in large quantities by major corporations.
	D) Ease of use and mobility.
	E) All of the above are correct.

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Question 13 (1 point)

The most important advantage of telecommuting for a salesperson is that

Question 13 options:

	A) Telecommuting helps a salesperson to conceal his/her activity from the sales manager.
	B) Telecommuting saves time and effort by eliminating commuting to the office.
	C) Telecommuting allows a salesperson to improve relationships with his/her family.
	D) Telecommuting saves expense for electricity.
	E) Telecommuting forces a salesperson to learn how to use technology.

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Question 14 (1 point)

Success means different things to different people. However, defining success in life is important for the total person. What is a key element of success that has universal application, not just in sales?

Question 14 options:

	A) Success is working one's way through the sales ranks and achieving the level of responsibility personally desired.
	B) Success is a feeling of achievement in the two areas of life that are most important–financial and cultural.
	C) Success is having the highest income, thereby achieving job security.
	D) Success is the progressive realization of worthwhile, predetermined personal goals.
	E) Success in sales is achieved only by having the ability to sell a product to anyone in any organization.

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Question 15 (1 point)

Customer relationship management software facilitates relationship selling because

Question 15 options:

	A) Customer needs will be defined by the computers, allowing the account manager to anticipate future sales.
	B) It allows salespeople to match corporate capabilities against the needs of the customer.
	C) The database will be able to select the best account manager for the customer.
	D) The computer will display and demonstrate the products that most closely match a specific client.
	E) The computer will train new account managers.

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Question 16 (1 point)

Customer relationship management (CRM) systems are able to help salespeople track all of the following information except

Question 16 options:

	A) Service requests and solutions for a customer.
	B) Product availability and delivery schedules.
	C) The most efficient route to service a geographical territory.
	D) The initial contact of a customer with a company.
	E) CRM systems do all of the above.

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Question 17 (1 point)

Which of the following is not a benefit of gaining product knowledge?

Question 17 options:

	A) Product knowledge gives you pride and confidence in the quality of the product you are selling.
	B) Gives you an air of competence that is perceived by the customer.
	C) Enables you to give improved service to the customer.
	D) You gain the self-assurance that stems from specialized knowledge of the product's construction.
	E) All of the above are benefits derived from gaining product knowledge.

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Question 18 (1 point)

Developing a specific marketing mix to influence potential customers' perception of a brand, product line, or organization is referred to as

Question 18 options:

	A) Education.
	B) Positioning.
	C) Manipulation.
	D) Advertising.
	E) None of the above.

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Question 19 (1 point)

The most comprehensive definition of positioning in today's marketplace is

Question 19 options:

	A) Putting together a marketing strategy built around several features that are important to your customers.
	B) Assuring your product's visibility through an extensive marketing campaign.
	C) Finding out the qualities of your products and services that are most important to your customer.
	D) The marketing strategy of differentiating a product or company in the mind of a prospect.
	E) Keeping a close watch on how your competitors are positioning themselves.

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Question 20 (1 point)

Which of the following statements is true? A personal goals program

Question 20 options:

	A) Is a program in which you are energized to continue asking for the prospect's business even when you have been rejected more than once.
	B) Moves dreams into the realm of reality or modifies them to fit the specific criteria an individual chooses.
	C) Has a written plan of action that involves goals and deadlines.
	D) Is an aspect of self-motivation that involves setting a personal goal and achieving it through desire and self-confidence.
	E) All of the above statements are true.

Answer 1

1. ________ individuals attempt to control situations, including the thoughts and actions of others.
Answer : E. Assertive. Assertive individuals have the personality and confidence to force their opinions on others.

2. Ken likes to see the big picture when salespeople present to him. He finds it enjoyable to know a little about them and their families. He takes his work very seriously, and the company's overall success, as well as his own personal success, are very important to him. Ken is most likely a(n)
Answer: A. Amiable. An amiable person has the characteristic of having or displaying a friendly and pleasant manner.

3. The best sales relationships are long-term ones based on which of the following?
Answer. B. Mutual trust and credibility. For any long term relationship these two factors are vital and help in retaining the authenticity in the relation.

4. The social style most likely to be thought of as a support specialist is the
Answer. D. Senser. Senser have the ability to empathize with others and thereby help others by supporting them whole heartedly.

5. I enjoy being innovative and trying new ideas, and I am usually successful in persuading others to carry them out. I am a(n)
Answer: E. Expressive. Such a personality will have the ability to express the ideas well and communicate with larger audience easily.

6. ________ are slow to make decisions, rarely show emotion, and pay attention to details.
Answer: B. Analyticals. They show great attention to detail but does not empathize with the situations.

7. Carl Jung's work on behavioral functions is important to the world of selling because
Answer: C. It enables salespeople to evaluate the behavioral styles of their prospects and clients.

8. A lawyer tells his client, "I sense that you are getting a bit tense about the trial. Don't worry; we have a good foundation for our case, and we have the concrete information we need to make a positive impact on the jury." Which mode of perception is he using?
Answer: B. Kinesthetic. This area focuses on learning through feeling such as a sense of body position and behavior.

9. With regard to gender in the workplace, research conclusively shows
Answer: B. That inequities between men and women in terms of wages and promotion have been virtually eliminated.

10. The one word that most accurately indicates an amiable's specialty is
Answer: D. Supportive. An amiable person has the characteristic of having or displaying a friendly and pleasant manner.

11. A salesperson should be familiar with the following aspects of his or her products:
Answer: E. All of the above are important to know. It is important for any sales person to know all financing options, service channels and levels, manufacturing process and product upgrades.

12. The increased use of tablet computers is due chiefly to their
Answer: D. Ease of use and mobility.

13. The most important advantage of telecommuting for a salesperson is that
Answer: B. Telecommuting saves time and effort by eliminating commuting to the office.

14. Success means different things to different people. However, defining success in life is important for the total person. What is a key element of success that has universal application, not just in sales?
Answer: D. Success is the progressive realization of worthwhile, predetermined personal goals.

15. Customer relationship management software facilitates relationship selling because
Answer: D. The computer will display and demonstrate the products that most closely match a specific client.

16. Customer relationship management (CRM) systems are able to help salespeople track all of the following information except
Answer: E. CRM systems do all of the above.

17. Which of the following is not a benefit of gaining product knowledge?
Answer: E. All of the above are benefits derived from gaining product knowledge.

18. Developing a specific marketing mix to influence potential customers' perception of a brand, product line, or organization is referred to as
Answer: A. Education.

19. The most comprehensive definition of positioning in today's marketplace is
Answer: D. The marketing strategy of differentiating a product or company in the mind of a prospect.

20. Which of the following statements is true? A personal goals program
Answer: E. All of the above statements are true.