Q1.

Transactional Selling focusses on ________________ while relationship selling focusses on

_____________.

a. Short terms sales, Long term profit

b. Long term profit, Short term sales
c. Short term sales, Short term sales
d. Long term profit, Long term profit

Q2. An evangelist seller:

a. Manages selling to new types of businesses

b. Manages selling to accounts which are important to the company
c. Managing customers who consider the seller as an expert
d. Managing customers who may not immediately order now

Q3. The letter C of the acronym CARE (in context of building long term relationship) stands for:

a. Creating a customer requirement to sell a product

b. Customization to customer’s requirements
c. Concealing service charges from the customer
d. Coercing the customer to buy the product

Q4. Which of the following is not true regarding non-verbal communication with customers?

a. A sales representative should dress with simplicity and quality

b. The sales representative should try and remember names of clients
c. In order to explain things in a short time, the sales representative should talk fast
d. The sales representative should always try to maintain punctuality with the customer

Q5. A sales representative with an emotive style appear to be ______________ while a sales
representative with supportive style appear to be __________________.

a. Quiet, Active
b. Active, quiet
c. Active, Active
d. Quiet, Quiet

Q6. _______________ is defined as the deliberate attempt to adapt one’s communication style to
accommodate needs of the other person.

a. Style flexing
b. Communication bias
c. Partnering
d. Relationship building

Q7. Maximum profit volume for a product is generated in the _____________ stage of the product
lifecycle.

a. Introduction
b. Maturity
c. Growth
d. Decline
Q8. If we introduce a product (which is in decline stage in its current market) in a new market, then
it is an example of:

a. Competitive positioning
b. Strategic regeneration
c. Crossing the chasm
d. None of these

Q9.The customers at the introductory stage of the product life cycle are:

a. Innovators
b. Early majority
c. Late majority
d. Laggards

Q10. Identify the incorrect statement:

a. Long term partnership with customer increases repeat sales and hence
b. Ethics plays a strong role in developing relationship
c. Role of sales representative should move from selling to supporting as it helps in creating
partnerships
d. Value added selling occurs when the sales representative sells products of high price to the
customer