An individual who seems to absorb more information during class presentations an

Question

An individual who seems to absorb more information during class presentations and discussions than through book study most likely uses the ________ mode of perception.

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Question 2 (1 point)

Feeling, sensing, and thinking are three of the four basic functions of human personality. What is the fourth?

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Question 3 (1 point)

This style really identifies with others who use the product a salesperson is selling.

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Question 4 (1 point)

This type of behavioral style likes to tell others how they feel. In addition, they are assertive but also high in emotional responsiveness.

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Question 5 (1 point)

The personnel manager for a manufacturer is interviewing several candidates for a sales position, which will require someone with a high degree of assertiveness. She might ask herself all of the following questions about the candidates except

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Question 6 (1 point)

I am conservative and avoid taking risks by doing a lot of research before making decisions. I take action based on facts rather than feelings. I am a(n)

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Question 7 (1 point)

This behavioral style likes to ask questions, is slow in making decisions, and is low in both assertiveness and responsiveness.

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Question 8 (1 point)

"I am prepared to get right into my presentation, or if you prefer, we can chat a bit so I can learn about you and your organization. Which do you prefer?" A salesperson who asks this question is probably trying to

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Question 9 (1 point)

If a prospect seems nervous or edgy or exhibits tension in some way, an attentive salesperson should prepare to

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Question 10 (1 point)

The phrase psychological reciprocity

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Question 11 (1 point)

Effective positioning strategies include

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Question 12 (1 point)

Establishing a long-term sales relationship is often dependent upon the provision of

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Question 13 (1 point)

Which of the following statements is true regarding self-motivation?

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Question 14 (1 point)

What is the simplest definition of motivation?

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Question 15 (1 point)

Aaron is discouraged by his poor sales performance. He feels he has not been supported adequately by his sales manager or colleagues and that the software his company uses to track new prospects is out of date. He strongly suspects that until these factors change, his performance won't improve. Aaron would NOT agree with which of the following statements?

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Question 16 (1 point)

Online sales training can be used to provide sales staff with

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Question 17 (1 point)

Attitude motivation has two advantages over both fear and incentive motivation because it is both

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Question 18 (1 point)

To answer highly technical questions about the performance of a product or service, a salesperson should consult

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Question 19 (1 point)

Achieving balance in all areas of your life includes addressing which areas?

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Question 20 (1 point)

What is the company's primary role in developing and sustaining motivation in its sales force?

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Explanation / Answer

Ans1) E) could be A, B OR D.

Kinesthetic learners remember best what is done, not what is seen or heard

Ans2) A) INTUITION

It is an unconscious drive

Ans3) D) EXPRESSIVES

These are the people who Act quickly, Take risks and Base their decision on their personal options and the options of others

Ans4) A) AMIABLE

These kinds of people are with higher responsiveness than others and lower assertiveness and are people-oriented and sociable.

ANS 5) C) Do they want to assume control in the interview setting?

ANS 6) ANALYTICALS

These people Make decisions slowly in a deliberate and disciplined manner like facts, principles and logic and are suspicious of relationships

Ans7) d) analytical

Ans8) b) pre qualify the prospect

Ans9) b) Become more versatile in accommodating the prospect's personality or behavioral pattern

Ans10) d) it is a term first used by Freud that deals with the give-and-take of power in an interpersonal relationship.

Ans11) e) Building a marketing strategy around several of your product's important features.

Ans12) a) Quality after-sales service.

ANS 13) c self-motivation is the only kind of motivation that can be sustained over a long period of time.

Ans 14) c) motivation is acting out of perceived personal satisfaction.

Ans 15) c) What I am is a result of elements in my environment, but I can react to them positively.

Ans 16) e) all of the above

Ans 17) d) internal and transitory

Ans 18) the product's technical manual.

Ans19) e) A&B

ANS 20) B) providing a supporting climate in which motivation is encouraged.

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