Selling and Negotiation Lab - MCQs

8/13/2019 Selling and Negotiation Lab - MCQs

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c. Indirect Sellingd. Online Selling

9. Looking for new customers is called-a. Presentingb. Prospectingc. Solicitatingd. Approaching

10.What is/are the task/s of sales representative?a. Presentation & Demonstration of products.b. Prospecting Clients; Maintaining relationships with themc. Informing customers; Information gatheringd. All of the above

UNIT 21. What is/are NOT the quality/qualities essential for a salesperson?

a. Communication skillsb. Aggressivenessc. Persuasive skillsd. Knowledgeable

2. Modern salesperson builds __________________ by listening to their customers, assessingcustomer needs, and organizing the companys efforts to solve customer problems.

a. Profitsb. Territoriesc. Perksd. Relationships

3. A ____________ is an individual acting for a company by performing one or more of thefollowing activities: prospecting, communicating, servicing, and information gathering.

a. Marketerb. Distributorc. Salespersond. Advertiser

4. ________ are traits and characteristics an employer believes are needed for successfulsalespeople.

a. Corporate visionsb. Selection criteriac. Character referencesd. Performance Indicatorse. Industry Guidelines

5. All the following are among chief activities of a salesperson Excepta. Profit Analysisb. Prospectingc. Servicingd. Gathering Information


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6. A salesperson serves as a critical link betweena company & its customers. In manu cases,salespeople serve both masters the buyer and the seller. All of the following demonstrate

this relationship except

a. Salesperson represent the company to the customerb. Salesperson represent the customer to the companyc. Salesperson does research and intelligence for the company on the customerd. Salesperson serves as auditor for the company to trace what is happening in the

environment.

7. All of the following are methods by which a company can divide up its sales responsibilitiesExcept

a. Territorial sales force structureb. Pychographic trait sales force structurec. Product sales force structured. Customer sales force structure

8. Which of the following is NOT cited as characteristic of a successful salesperson?a. Enthusiasmb. Persistencec. Lonersd. Independent

9. The best salesperson possess 4 key qualities. Which of the following may not be amongthese key talents?

a. The ability to close a saleb. A disciplined work stylec. The ability to talk, and then talk some more.d. Intrinsic Motivation

10.Salesperson spend his time in various ways. On an average which of the following accountsfor the majority of salespersons time?

a. Administrative tasksb. Service Callsc. Waiting and Travellingd. Face to Face Selling

UNIT 31. The principles of personal selling are described as __________ orientation?

a. Relationshipb. Transactionc. Customerd. Service

2. Starting with prospecting, preparation & planning and ending with follow up and closure,place the 5 stages of personal selling in logical order.

i. Closing the saleii. Handling Objections

iii. Initiating contact


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d. relationship sellinge. grooming

9. Identifying the prospect's role in the buying centre would be typically done in which stage ofthe personal selling process?

a. Prospectingb. Preapproachc. Presentationd. Close

10.At which stage of the personal selling process would you obtain a purchase commitmentfrom the prospect?

a. Approachb. Presentationc. Closed. Follow-upe. Sale

11.An effective sales plan objective should be:a. precise, measurable, and time specificb. general, measurable, and flexible.c. profitable, subjective, and measurable.d. precise, profitable, and flexible.e. general, flexible, and profitable.

UNIT 41. Negotiation is a give and take activity in which both the parties try to shape a deal that

satisfies both of them. Which of the following are examples of the two types of negotiation?

a. Co-operative negotiation & Competitive negotiationb. Competitive negotiation & collusive negotiationc. Standard negotiation & co-operative negotiationd. None of the above

2. Which of the following is NOT a factor affecting successful preparation for international salesnegotiations?

a. Product knowledge and benefitsb. Knowledge of competitors' products and their benefitsc. Making judgment using own value systemd. Sales presentation planning

3. Which of the following is an ethical consideration in global negotiations?a. The 'atmosphere' of a relationship developed during the negotiation process and the

perceived negotiation tactics.

b. Perceptions of ethicality in negotiation tactics employed by those parties involved inthe negotiation.


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c. Nationality, communication difficulties, language barriers, and culturally differentnegotiation styles.

d. All of the above.4. A negotiation is discussed in a tone that focuses attention on the need to reach a

satisfactory solution by:

a. Forceb. making proposalsc. joint problem-solvingd. setting conditions

5. Negotiation strategy is partly concerned with:a. ending the discussionb. searching for a common goalc. prolonging the length of the negotiationd. avoiding failure

6. Negotiation implies that both parties accept that the agreement between them is:a. subject to further disputeb. necessaryc. conditionald. final and binding

7. In negotiations, the interpretation of a cue requires skill because it may be:a. Ambiguousb. Verbalc. Intentionald. behavioural

8. Negotiation is a process in which:a. two or more parties try to avoid differences.b. Two or more parties try to create differences.c. two or more parties try to resolve differences.

9. In the lose-win strategy:a. one party is prepared to give concessions, and the result may go one way or the

other.

b. both parties are dissatisfied with the negotiated result.c. one party is satisfied and the other dissatisfied with a negotiated settlement.

10.Which of the following least accurately completes the statement: 'A win-win negotiationstrategy is most likely when...'

a. both parties are assertive.b. both parties concentrate on problem-solving strategies.c. both parties adopt a collaborative negotiation style.d. both parties are aggressive.

UNIT 51. Which of the following statements is not true of negotiation:

a. Negotiation is competitive.b. Negotiation is guided by principles.c. Negotiation is a state of conflict.d. Negotiation aims to achieve settlement.

2. Coercive power in negotiation is based on


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a. punishment, authority and use of force, whereby others are compelled to behavea particular way.

b. a capacity to seek information and consider the ideas of others.c. the control over resources desired by others.

3. The four elements of the principled negotiation method are:a. people, interests, options and criteria.b. purpose, intervention, opinions and criteria.c. people, interactions, options and criteria.

4. Why does principled negotiation focus on interests rather than positions?a. To make decisions based on objective criteria by separating the people from the

problem.

b. To focus on the cause of the position rather than the position itself.c. Some people decide on their position before they come to the negotiating table.

Instead they should attempt to find common interests.

d. To obtain a more accurate perception of the issues by separating the people fromthe problem.

5.

Which of the following is not a psychological barrier to negotiation?a. Wanting to be liked.b. Having an opinion.c. Fearing the loss of face in front of work colleagues.d. Feeling guilty about wanting to assert an opinion.

6. What are the three key stages and phases that characterize multilateral negotiations?a. the Pre Negotiation stage, Managing actual negotiations, managing tge agreement

stage

b. The coalition building stage, the relationship development stage, the networkingstage

c. The coalition building stage, the networking stage, actual negotiation staged.

The pre negotiation stage, networking stage and managing the agreement stagee. None of the above.

7. Following creates a good negotiator, EXCEPT-a. Understanding negotiating Skillsb. Find an acceptable solutionc. Wanting to create Win/Win situationsd. Wanting to create Lose/Win Situations

8. What are the most dominant contributors to breakdowns and failures in negotiation?a. failures and distortions in perception, meaning, and feedbackb. failures and distortions in perception, feedback, and behaviorsc. failures and distortions in perception, communication, and framingd.

failures and distortions in perception, cognition, and communication.

e. None of the above contribute to breakdowns and failures in negotiation.9. Questions can be used to

a. manage difficult or stalled negotiations.b. pry or lever a negotiation out of a breakdown or an apparent dead end.c. assist or force the other party to face up to the effects or consequences of their

behaviors.

d. collect and diagnose information.e. Questions can be used for all of the above.

10.The process in which one party perceives that its interests are being opposed or negativelyaffected by another party is called:

a. mediation.b. arbitration.


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c. conflict.d. negotiation.e. task interdependence

11. Which of these refers to a form of dialogue that enables communication with less risk ofupsetting harmony?

a. Mediationb. Intergroup mirroringc. Talking circlesd. Arbitratione. Superordinate goals

12.Which of these is NOT a behaviour associated with negotiators resolving conflict?a. Gathering informationb. Communicating effectivelyc. Audience characteristicsd. Preparation and goal settinge. Making concessions

13.Which of the following is NOT a third party conflict resolution method?

a. Mediationb. Negotiationc. Inquisitiond. Preparatione. Neither b or d

14.Executives engage in this strategy by following previously agreed rules of due process,listening to arguments from the disputing employees, and making a binding decision.

a. Arbitrationb. Mediationc. Inquisitiond.

Interventione. Orientation

15.The main purpose of this third-party intervention is to manage the process and context ofinteraction between the disputing parties and not make the final decision about how to

resolve the differences between the parties.

a. Mediationb. Inquisitionc. Arbitrationd. Making concessionse. Compromise

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Selling and Negotiation Lab - MCQs