The salesperson should find probes to be useful for:

The salesperson should find probes to be useful for: a. limiting prospect participation b. controlling the motivation of the prospect c. creating...

The opinion approach is most effective when:

The opinion approach is most effective when: a. the prospect is making a straight rebuy b. the salesperson needs to use a technological sales presentation c....

According to the text, what is the most structured of the sales presentation methods?

According to the text, what is the most structured of the sales presentation methods? a. the AIDA approach b. the need-satisfaction approach c....

The ______ is the basic distinguishing factor for the 4 sales presentation methods.

The ______ is the basic distinguishing factor for the 4 sales presentation methods. a. type of product b. percentage of the conversation controlled...

________ occurs when a company's sales team conducts an educational seminar for the customer company about state of the art developments

________ occurs when a company's sales team conducts an educational seminar for the customer company about state of the art developments a. conferencing b....

In selling highly complex or technical products, such as insurance, industrial equipment, accounting systems, and computers, salespeople often are required to make several sales calls to developed a detailed analysis of a prospect's needs. What kind of sales presentation would such a selling situation require?

In selling highly complex or technical products, such as insurance, industrial equipment, accounting systems, and computers, salespeople often are required...

Which of these statements about formula presentations is true?

Which of these statements about formula presentations is true? a. New-task buying situations are a good time to use the formula presentation method. b....

The need satisfaction sales presentation has several phases. Select the alternative that presents the phases in their correct order.

The need satisfaction sales presentation has several phases. Select the alternative that presents the phases in their correct order. a. need-satisfaction,...

Which of the following is a disadvantage of the needs-satisfaction sales presentation?

Which of the following is a disadvantage of the needs-satisfaction sales presentation? a. The needs-satisfaction sales presentation permits very...

Which of these statements about the formula sales presentation is FALSE?

Which of these statements about the formula sales presentation is FALSE? a. The formula sales presentation is based on the AIDA procedure of developing...

The next phase of negotiating, once planning has been completed, is:

The next phase of negotiating, once planning has been completed, is: a. proposing b. creative imagery c. vendor analysis d. meeting e. studying Answer:...

In the beginning of a group sales organization, a salesperson should:

In the beginning of a group sales organization, a salesperson should: a. state his company competitive advantage b. establish credibility with the...

By definition, the_____, involves a persuasive vocal and visual explanation of a business proposition.

By definition, the_____, involves a persuasive vocal and visual explanation of a business proposition. a. trial close b. benefit close c. sales...

According to the text, the ______ method of sales presentation is semi-structured

According to the text, the ______ method of sales presentation is semi-structured a. problem-solution b. memorized c. formula d. stimulus response e....

When compared to other types of sales presentations, memorized selling is:

When compared to other types of sales presentations, memorized selling is: a. the most structured b. the least communicated c. most commonly used...

Which of the following is a disadvantage of the memorized sales presentation?

Which of the following is a disadvantage of the memorized sales presentation? a. The memorized sales presentation is not effective when selling time...

The ______ sales presentation is most appropriate when information needs to be gathered from the prospect, as is often the case in selling industrial products

The ______ sales presentation is most appropriate when information needs to be gathered from the prospect, as is often the case in selling industrial...

The key to selling and negotiating is to always:

The key to selling and negotiating is to always: a. identify gatekeepers b. rank making the sale as the number one most important consequences of...

Which of the following sales situations is a salesperson NOT likely to face when making a sales presentation:

Which of the following sales situations is a salesperson NOT likely to face when making a sales presentation: a. seminar selling b. educational...

The greatest asset a salesperson who wants to be a strong negotiator can have in entering a negotiation is:

The greatest asset a salesperson who wants to be a strong negotiator can have in entering a negotiation is: a. preparation b. good oral presentation...

Typically, the first step of the problem- solution sales presentation is to:

Typically, the first step of the problem- solution sales presentation is to: a. prepare the presentation based on previously gathered customer knowledge b....

During the planning stage for negotiation, the salesperson needs to determine:

During the planning stage for negotiation, the salesperson needs to determine: a. if he or she can offer the customer free training b. all...

A customer profile should tell the salesperson:

A customer profile should tell the salesperson: a. what competitors successfully do business with the customer b. the customer's purchasing policies c....

Salespeople need to plan their sales calls in order to

Salespeople need to plan their sales calls in order to a. increase sales b. build self-confidence c. develop an atmosphere of goodwill d. accomplish...

The salesperson believes the prospect is in the ______ step of the mental steps in buying when he or she closes the sale.

The salesperson believes the prospect is in the ______ step of the mental steps in buying when he or she closes the sale. a. action b. postpurchase...

You are a salesperson for a supplier of a restaurant equipment and you are calling on Kendall Ewing, the owner of Ken's House of Pancakes. If Kendall decides to listen and enter into a discussion with you, you know:

You are a salesperson for a supplier of a restaurant equipment and you are calling on Kendall Ewing, the owner of Ken's House of Pancakes. If Kendall...

A salesperson and a customer enter into a strategic customer relationship in order to:

A salesperson and a customer enter into a strategic customer relationship in order to: a. broaden the channel of distribution b. pursue mutual...

What does the "M" in SMART stand for?

What does the "M" in SMART stand for? a. maximize the customer's order size b. be measurable c. move the prospect to buy d. minimize the cost to the...

As a salesperson, you should know that the second of the five mental steps that a prospect goes through in deciding to buy from you is:

As a salesperson, you should know that the second of the five mental steps that a prospect goes through in deciding to buy from you is: a. incubation b....

In a SMART sales call objective, the "S" refers to the fact that the objective should:

In a SMART sales call objective, the "S" refers to the fact that the objective should: a. be sales-oriented b. support organizational objectives c....

A salesperson engaged in sales planning should:

A salesperson engaged in sales planning should: a. develop nonspecific sales call objectives b. join a sales lead club c. design her after-the-sale...

A good sales call objective should be:

A good sales call objective should be: a. open-ended and non-specific b. specifically tailored to the customer c. easily fulfilled d. all of the above e....

A customer profile should tell the salesperson:

A customer profile should tell the salesperson: a. what competitors successfully do business with the customer b. the customer's purchasing policies c....

Which of the following contains the nucleus of the information used in a sales presentation?

Which of the following contains the nucleus of the information used in a sales presentation? a. business proposition b. customer benefit plan c....

During which step in the selling process is the prospect most likely to move from interest in buying into desire to buy?

During which step in the selling process is the prospect most likely to move from interest in buying into desire to buy? a. the sales presentation b....

Allyson sells clothing designed for skiing to the retail buyer for a large ski resort. When the prospect says, "Ive seen enough, Allyson. There is no doubt in my mind that your company will provide our resort with the best quality ski clothes for the money," he has reached the mental step called:

Allyson sells clothing designed for skiing to the retail buyer for a large ski resort. When the prospect says, "Ive seen enough, Allyson. There is no...

The four elements of a sales call planning (in correct order:)

The four elements of a sales call planning (in correct order:) a. customer profile, sales call objective, sales presentation, and sales benefit b....

Joaquin sells office supplies. He recently called on a customer who was trying to select a photo to go on its fall catalog. The customer wanted to look at the ten photos side by side and compare them, but his easel would only hold one at a time. Since the walls of the office are made on cinderblock, it was not possible to paste or track the photos on the wall. It was a problem that occurred every time a new catalog was issued. After looking at the problem, Joquain said, "Ill be right back." When Joquain returned, he had a roll of cork and a can of cork glue. He and the business owner turned one wall into a giant bulletin board. In the instance, Joquain acted as a(n):

Joaquin sells office supplies. He recently called on a customer who was trying to select a photo to go on its fall catalog. The customer wanted to look...

A salesperson who is a(n) ______ is a formal relationship with a customer for the purpose of pursuing mutual goals

A salesperson who is a(n) ______ is a formal relationship with a customer for the purpose of pursuing mutual goals a. symbiotic relationship b. joint...

As a salesperson, you should know the first of the five mental steps a prospect goes through in deciding to buy from you is:

As a salesperson, you should know the first of the five mental steps a prospect goes through in deciding to buy from you is: a. aggravation b. anticipation c....

Carol Wang sells cosmetics. She asked you to recommend a source of prospects and suspects. Which of the following would be a possible place for Carol to locate prospects and suspects?

Carol Wang sells cosmetics. She asked you to recommend a source of prospects and suspects. Which of the following would be a possible place for Carol...

Salespeople should correctly use trade shows as a:

Salespeople should correctly use trade shows as a: a. way to qualify prospects b. well-earned vacation c. way to locate leads d. way to learn how...

Monroe's sales manager has just told him that if he wants to quit wasting time making presentations to people who aren't qualified he's going to have to think "MAD." What was the sales manager trying to tell Monroe?

Monroe's sales manager has just told him that if he wants to quit wasting time making presentations to people who aren't qualified he's going to have...

Which of the following occurs BEFORE the sales presentation?

Which of the following occurs BEFORE the sales presentation? a. qualifying b. all of the above c. obtaining an appointment d. preapproach planning e....

Which of the following prospecting methods is the BEST prospecting method for a salesperson to use?

Which of the following prospecting methods is the BEST prospecting method for a salesperson to use? a. direct mail b. observation c. public demonstration...

Mizrat is out of work, but he is very good at fixing things around the house. He has spent much of his time during the last week going door to door asking people who live in the area if they have any odd jobs for him, In terms of the selling process, Mizrat is engaged in:

Mizrat is out of work, but he is very good at fixing things around the house. He has spent much of his time during the last week going door to door...

Amas is trying to make some extra money for Christmas gifts. She has made several pieces of jewelry out of shells she has collected. She sells her jewelry by going door-to-door in the apartment complex where she lives. Amas is using the _____ method of prospecting.

Amas is trying to make some extra money for Christmas gifts. She has made several pieces of jewelry out of shells she has collected. She sells her jewelry...

After the presentation, the next step in the selling process is:

After the presentation, the next step in the selling process is: a. handling objections b. follow-up c. trial close d. meeting objections e. the...

According to the text, the two reasons why a salesperson must constantly look for new prospects are to replace customers lost overtime and to:

According to the text, the two reasons why a salesperson must constantly look for new prospects are to replace customers lost overtime and to: a....

Salespeople must sell the product, plus sell the prospect on providing referrals. This activity is referred to as the:

Salespeople must sell the product, plus sell the prospect on providing referrals. This activity is referred to as the: a. referral qualification b....

Jim sells medical equipment like examination tables and dental chairs. He has been advised that he should contact the comptroller at the Cedar Public Hospital because the hospital plans on building and equipping 150 medical and dental offices in its new health care complex. Jim has not yet made the sales call because he hates to be pushy. Jim is experiencing:

Jim sells medical equipment like examination tables and dental chairs. He has been advised that he should contact the comptroller at the Cedar Public...

In the presence of oxygen, the three-carbon compound pyruvate can be catabolized in the citric acid cycle. First, however, the pyruvate (1) loses a carbon, which is given off as a molecule of CO2, (2) is oxidized to form a two-carbon compound called acetate, and (3) is bonded to coenzyme A. Why is coenzyme A, a sulfur-containing molecule derived from a B vitamin, added?

In the presence of oxygen, the three-carbon compound pyruvate can be catabolized in the citric acid cycle. First, however, the pyruvate (1) loses a...

In the presence of oxygen, the three-carbon compound pyruvate can be catabolized in the citric acid cycle. First, however, the pyruvate (1) loses a carbon, which is given off as a molecule of CO2, (2) is oxidized to form a two-carbon compound called acetate, and (3) is bonded to coenzyme A. These three steps result in the formation of

In the presence of oxygen, the three-carbon compound pyruvate can be catabolized in the citric acid cycle. First, however, the pyruvate (1) loses a...

Yeast cells that have defective mitochondria incapable of respiration will be able to grow by catabolizing which of the following carbon sources for energy?

Yeast cells that have defective mitochondria incapable of respiration will be able to grow by catabolizing which of the following carbon sources for...

During intense exercise, as skeletal muscle cells go into anaerobiosis, the human body will increase its catabolism of

During intense exercise, as skeletal muscle cells go into anaerobiosis, the human body will increase its catabolism of  A) fats only. B)...

High levels of citric acid inhibit the enzyme phosphofructokinase, a key enzyme in glycolysis. Citric acid binds to the enzyme at a different location from the active site. This is an example of

High levels of citric acid inhibit the enzyme phosphofructokinase, a key enzyme in glycolysis. Citric acid binds to the enzyme at a different location...

What carbon sources can yeast cells metabolize to make ATP from ADP under anaerobic conditions?

What carbon sources can yeast cells metabolize to make ATP from ADP under anaerobic conditions? A) glucose B) ethanol C) pyruvate D) lactic acid E)...

Where do the catabolic products of fatty acid breakdown enter into the citric acid cycle?

Where do the catabolic products of fatty acid breakdown enter into the citric acid cycle?  A) pyruvate B) malate or fumarate C) acetyl CoA D)...

What is the purpose of beta oxidation in respiration?

What is the purpose of beta oxidation in respiration?  A) oxidation of glucose B) oxidation of pyruvate C) feedback regulation D) control of...

In vertebrate animals, brown fat tissue's color is due to abundant blood vessels and capillaries. White fat tissue, on the other hand, is specialized for fat storage and contains relatively few blood vessels or capillaries. Brown fat cells have a specialized protein that dissipates the proton-motive force across the mitochondrial membranes. Which of the following might be the function of the brown fat tissue?

In vertebrate animals, brown fat tissue's color is due to abundant blood vessels and capillaries. White fat tissue, on the other hand, is specialized...

Even though plants carry on photosynthesis, plant cells still use their mitochondria for oxidation of pyruvate. When and where will this occur?

Even though plants carry on photosynthesis, plant cells still use their mitochondria for oxidation of pyruvate. When and where will this occur?  A)...

Phosphofructokinase is an allosteric enzyme that catalyzes the conversion of fructose 6-phosphate to fructose 1,6-bisphosphate, an early step of glycolysis. In the presence of oxygen, an increase in the amount of ATP in a cell would be expected to

Phosphofructokinase is an allosteric enzyme that catalyzes the conversion of fructose 6-phosphate to fructose 1,6-bisphosphate, an early step of glycolysis....

Phosphofructokinase is an important control enzyme in the regulation of cellular respiration. Which of the following statements correctly describes phosphofructokinase activity?

Phosphofructokinase is an important control enzyme in the regulation of cellular respiration. Which of the following statements correctly describes...

You have a friend who lost 7 kg (about 15 pounds) of fat on a regimen of strict diet and exercise. How did the fat leave her body?

You have a friend who lost 7 kg (about 15 pounds) of fat on a regimen of strict diet and exercise. How did the fat leave her body?  A) It...

A mutation in yeast makes it unable to convert pyruvate to ethanol. How will this mutation affect these yeast cells?

A mutation in yeast makes it unable to convert pyruvate to ethanol. How will this mutation affect these yeast cells?  A) The mutant yeast...

When skeletal muscle cells undergo anaerobic respiration, they become fatigued and painful. This is now known to be caused by

When skeletal muscle cells undergo anaerobic respiration, they become fatigued and painful. This is now known to be caused by  A) buildup of...

When skeletal muscle cells are oxygen-deprived, the heart still pumps. What must the heart muscle cells be able to do?

When skeletal muscle cells are oxygen-deprived, the heart still pumps. What must the heart muscle cells be able to do?  A) derive sufficient...

When an individual is exercising heavily and when the muscle becomes oxygen-deprived, muscle cells convert pyruvate to lactate. What happens to the lactate in skeletal muscle cells?

When an individual is exercising heavily and when the muscle becomes oxygen-deprived, muscle cells convert pyruvate to lactate. What happens to the...

Why is glycolysis considered to be one of the first metabolic pathways to have evolved?

Why is glycolysis considered to be one of the first metabolic pathways to have evolved?  A) It produces much less ATP than does oxidative phosphorylation. B)...

Which statement best supports the hypothesis that glycolysis is an ancient metabolic pathway that originated before the last universal common ancestor of life on Earth?

Which statement best supports the hypothesis that glycolysis is an ancient metabolic pathway that originated before the last universal common ancestor...

An organism is discovered that thrives both in the presence and absence of oxygen in the air. Curiously, the consumption of sugar increases as oxygen is removed from the organism's environment, even though the organism does not gain much weight. This organism

An organism is discovered that thrives both in the presence and absence of oxygen in the air. Curiously, the consumption of sugar increases as oxygen...

One function of both alcohol fermentation and lactic acid fermentation is to

One function of both alcohol fermentation and lactic acid fermentation is to  A) reduce NAD? to NADH. B) reduce FAD? to FADH2. C) oxidize...

In alcohol fermentation, NAD? is regenerated from NADH by

In alcohol fermentation, NAD? is regenerated from NADH by  A) reduction of acetaldehyde to ethanol (ethyl alcohol). B) oxidation of pyruvate...

In the absence of oxygen, yeast cells can obtain energy by fermentation, resulting in the production of

In the absence of oxygen, yeast cells can obtain energy by fermentation, resulting in the production of  A) ATP, CO2, and ethanol (ethyl...

The ATP made during fermentation is generated by which of the following?

The ATP made during fermentation is generated by which of the following?  A) the electron transport chain B) substrate-level phosphorylation C)...

Which metabolic pathway is common to both cellular respiration and fermentation?

Which metabolic pathway is common to both cellular respiration and fermentation?  A) the oxidation of pyruvate to acetyl CoA B) the citric...

Which of the following occurs in the cytosol of a eukaryotic cell?

Which of the following occurs in the cytosol of a eukaryotic cell?  A) glycolysis and fermentation B) fermentation and chemiosmosis C) oxidation...

Which of the following normally occurs regardless of whether or not oxygen (O2) is present?

Which of the following normally occurs regardless of whether or not oxygen (O2) is present?  A) glycolysis B) fermentation C) oxidation of...

Which catabolic processes may have been used by cells on ancient Earth before free oxygen became available?

Which catabolic processes may have been used by cells on ancient Earth before free oxygen became available?  A) glycolysis and fermentation...

In a mitochondrion, if the matrix ATP concentration is high, and the intermembrane space proton concentration is too low to generate sufficient proton-motive force, then

In a mitochondrion, if the matrix ATP concentration is high, and the intermembrane space proton concentration is too low to generate sufficient proton-motive...

Brown fat cells produce a protein called thermogenin in their mitochondrial inner membrane. Thermogenin is a channel for facilitated transport of protons across the membrane. What will occur in the brown fat cells when they produce thermogenin?

Brown fat cells produce a protein called thermogenin in their mitochondrial inner membrane. Thermogenin is a channel for facilitated transport of protons...

In liver cells, the inner mitochondrial membranes are about five times the area of the outer mitochondrial membranes. What purpose must this serve?

In liver cells, the inner mitochondrial membranes are about five times the area of the outer mitochondrial membranes. What purpose must this serve?  A)...

What is proton-motive force?

What is proton-motive force?  A) the force required to remove an electron from hydrogen B) the force exerted on a proton by a transmembrane...

If a cell is able to synthesize 30 ATP molecules for each molecule of glucose completely oxidized by carbon dioxide and water, how many ATP molecules can the cell synthesize for each molecule of pyruvate oxidized to carbon dioxide and water?

If a cell is able to synthesize 30 ATP molecules for each molecule of glucose completely oxidized by carbon dioxide and water, how many ATP molecules...

Chemiosmotic ATP synthesis (oxidative phosphorylation) occurs in

Chemiosmotic ATP synthesis (oxidative phosphorylation) occurs in  A) all cells, but only in the presence of oxygen. B) only eukaryotic cells,...

The synthesis of ATP by oxidative phosphorylation, using the energy released by movement of protons across the membrane down their electrochemical gradient, is an example of

The synthesis of ATP by oxidative phosphorylation, using the energy released by movement of protons across the membrane down their electrochemical gradient,...

Approximately how many molecules of ATP are produced from the complete oxidation of two molecules of glucose (C6H12O6) in aerobic cellular respiration?

Approximately how many molecules of ATP are produced from the complete oxidation of two molecules of glucose (C6H12O6) in aerobic cellular respiration?  A)...

Which of the following produces the most ATP when glucose (C6H12O6) is completely oxidized to carbon dioxide (CO2) and water?

Which of the following produces the most ATP when glucose (C6H12O6) is completely oxidized to carbon dioxide (CO2) and water?  A) glycolysis B)...

How many oxygen molecules (O2) are required each time a molecule of glucose (C6H12O6) is completely oxidized to carbon dioxide and water via aerobic respiration,?

How many oxygen molecules (O2) are required each time a molecule of glucose (C6H12O6) is completely oxidized to carbon dioxide and water via aerobic...

It is possible to prepare vesicles from portions of the inner mitochondrial membrane. Which one of the following processes could still be carried on by this isolated inner membrane?

It is possible to prepare vesicles from portions of the inner mitochondrial membrane. Which one of the following processes could still be carried on...

Where is ATP synthase located in the mitochondrion?

Where is ATP synthase located in the mitochondrion?  A) cytosol B) electron transport chain C) outer membrane D) inner membrane E) mitochondrial...

When hydrogen ions are pumped from the mitochondrial matrix across the inner membrane and into the intermembrane space, the result is the

When hydrogen ions are pumped from the mitochondrial matrix across the inner membrane and into the intermembrane space, the result is the  A)...

The direct energy source that drives ATP synthesis during respiratory oxidative phosphorylation in eukaryotic cells is

The direct energy source that drives ATP synthesis during respiratory oxidative phosphorylation in eukaryotic cells is  A) oxidation of glucose...

Energy released by the electron transport chain is used to pump H? into which location in eukaryotic cells?

Energy released by the electron transport chain is used to pump H? into which location in eukaryotic cells?  A) cytosol B) mitochondrial outer...

In chemiosmotic phosphorylation, what is the most direct source of energy that is used to convert ADP + Pi to ATP?

In chemiosmotic phosphorylation, what is the most direct source of energy that is used to convert ADP + Pi to ATP?  A) energy released as...

During aerobic respiration, H2O is formed. Where does the oxygen atom for the formation of the water come from?

During aerobic respiration, H2O is formed. Where does the oxygen atom for the formation of the water come from?  A) carbon dioxide (CO2) B)...

Inside an active mitochondrion, most electrons follow which pathway?

Inside an active mitochondrion, most electrons follow which pathway?  A) glycolysis ? NADH ? oxidative phosphorylation ? ATP ? oxygen B) citric...

The primary role of oxygen in cellular respiration is to

The primary role of oxygen in cellular respiration is to  A) yield energy in the form of ATP as it is passed down the respiratory chain. B)...

During aerobic respiration, which of the following directly donates electrons to the electron transport chain at the lowest energy level?

During aerobic respiration, which of the following directly donates electrons to the electron transport chain at the lowest energy level?  A)...

In cellular respiration, the energy for most ATP synthesis is supplied by

In cellular respiration, the energy for most ATP synthesis is supplied by  A) high energy phosphate bonds in organic molecules. B) a proton...

Where are the proteins of the electron transport chain located?

Where are the proteins of the electron transport chain located?  A) cytosol B) mitochondrial outer membrane C) mitochondrial inner membrane D)...

What fraction of the carbon dioxide exhaled by animals is generated by the reactions of the citric acid cycle, if glucose is the sole energy source?

What fraction of the carbon dioxide exhaled by animals is generated by the reactions of the citric acid cycle, if glucose is the sole energy source?  A)...