When they do, their customers are:

When they do, their customers are: a. disenfranchised b. disqualified c. orphaned d. cold prospects e. tepid prospects Answer:...

They are always on the lookout for customers. Everyone they meet may be a prospect or that person may provide a name that could lead to a sale. The term given to making and using contacts is:

They are always on the lookout for customers. Everyone they meet may be a prospect or that person may provide a name that could lead to a sale. The...

It is an appropriate time to ask your customers for a referral during:

It is an appropriate time to ask your customers for a referral during: a. the preapproach b. the sales presentation c. service and follow-up d....

____ is defined as the series of sequential actions by a salesperson that leads toward the customer taking a desired action and ends with a follow-up to ensure purchase satisfaction

____ is defined as the series of sequential actions by a salesperson that leads toward the customer taking a desired action and ends with a follow-up...

The main sources for a prospect pool are:

The main sources for a prospect pool are: a. industry directories, club rosters, and the Small Business Administration (SBA) b. leads, referrals,...

Evan recently installed computers at Harding Industries. He recommended the office manager call his friend Nissa over at Computer Services to hire instructions to teach Harding's employees how to use the computers. This is an example of:

Evan recently installed computers at Harding Industries. He recommended the office manager call his friend Nissa over at Computer Services to hire instructions...

Within a salesperson's prospects pool, which group is the most important prospects for future sales?

Within a salesperson's prospects pool, which group is the most important prospects for future sales? A. leads B. referrals C. centers of influence D....

If you learn about the sales process in the same order that a salesperson goes through the process, the first thing you will study is:

If you learn about the sales process in the same order that a salesperson goes through the process, the first thing you will study is: A. the trial...

C.K is realtor in Lincoln. On Sunday afternoons, he often drives around Lincoln looking for homes for sale by owners. Monday morning he calls those homeowners who are trying to sell their homes and offers his services. C.K is using the ______ method of prospecting.

C.K is realtor in Lincoln. On Sunday afternoons, he often drives around Lincoln looking for homes for sale by owners. Monday morning he calls those...

To implement the Golden Rule of Personal Selling, Divya should:

To implement the Golden Rule of Personal Selling, Divya should: A) force the prospect to buy. B) sell the prospective customer more than he/she...

Which of the following is NOT a guideline a salesperson should use when incorporating a demonstration into his or her sales presentation?

Which of the following is NOT a guideline a salesperson should use when incorporating a demonstration into his or her sales presentation? A) Remember...

The sales representative for Boston Warehouse, a company that manufactures candles and candle holders, responded to the retailer's reluctance by saying, "If you can't sell three cases of our beeswax candles during the next month, you can send it back, and I will give you a free case of any of our candle products that you want." This is an example of _____ which is one of the elements of the sales presentation mix.

The sales representative for Boston Warehouse, a company that manufactures candles and candle holders, responded to the retailer's reluctance by saying,...

"Our cookbooks give easy-to-follow, step-by-step directions. Owning this set of books is like having your very own Chef Emeril." The salesperson who used this figure of speech in her sales presentation was using a(n):

"Our cookbooks give easy-to-follow, step-by-step directions. Owning this set of books is like having your very own Chef Emeril." The salesperson who...

"Our new vacuum cleaning system is more powerful than a stage three hurricane." The salesperson was using a(n) _____ in her presentation.

"Our new vacuum cleaning system is more powerful than a stage three hurricane." The salesperson was using a(n) _____ in her presentation. A) simile B)...

Even though the kitchen remodeling salesperson knew why the homeowner was ordering the granite counter tops instead of the Formica ones, he still asked, "Are you sure you want the top-of-the-line counter in your kitchen?" The salesperson was using:

Even though the kitchen remodeling salesperson knew why the homeowner was ordering the granite counter tops instead of the Formica ones, he still asked,...

The travel agent said, "Shouldn't your family visit Disneyworld soon? I understand that the prices are going up when the weather improves." What method of selling was the travel agent using?

The travel agent said, "Shouldn't your family visit Disneyworld soon? I understand that the prices are going up when the weather improves." What method...

After being told summarily that they had no need for the salesperson's products, the pharmacist was asked by the vitamin salesperson, "Wouldn't you agree that you continually need to find new ways to increase your company's sales?" This would be an example of a _____ question.

After being told summarily that they had no need for the salesperson's products, the pharmacist was asked by the vitamin salesperson, "Wouldn't you...

"Are you saying that price is the most important thing you are interested in?" is an example of a _____ question.

"Are you saying that price is the most important thing you are interested in?" is an example of a _____ question. A) rephrasing B) direct C) redirect D)...

Which statement is true about the "Direct Question" approach?

Which statement is true about the "Direct Question" approach? A) It is designed to obtain lengthy answers. B) It moves the conversation from a negative...

Tatiana sells microwave ovens. She asked a prospective customer, "If I could show you how can you use microwave containers that have metal in them, would you be interested?" She was using a(n) _____ question within the SPIN approach.

Tatiana sells microwave ovens. She asked a prospective customer, "If I could show you how can you use microwave containers that have metal in them,...

Which of the following would be a good example of a situation question that might be used in a SPIN approach to sell a microwave oven to a customer?

Which of the following would be a good example of a situation question that might be used in a SPIN approach to sell a microwave oven to a customer? A)...

As the Coca cola salesperson walked into the prospect's office, she said, "Do you know why Coca Cola is the number one soft drink in Japan?" What kind of approach was the Coke salesperson using?

As the Coca cola salesperson walked into the prospect's office, she said, "Do you know why Coca Cola is the number one soft drink in Japan?" What kind...

A glue salesperson walked into her prospect's office. As she neared the customer, she reached out and shook the hand of the prospect. The prospect found himself unable to release the handshake. Whereupon the salesperson took a bottle of thinner out of her pocket and touched it to their hands. Immediately the hands were free. The customer noted that his hand was free of injury, residue and smelled like vanilla. What kind of approach was the glue salesperson using?

A glue salesperson walked into her prospect's office. As she neared the customer, she reached out and shook the hand of the prospect. The prospect found...

"Mrs. Li, this stain-removal kit is yours if you will let me have a few minutes of your time to demonstrate this vacuum cleaning system." What technique was the salesperson using in his sales presentation?

"Mrs. Li, this stain-removal kit is yours if you will let me have a few minutes of your time to demonstrate this vacuum cleaning system." What technique...

Which of the following is true of the introductory approach?

Which of the following is true of the introductory approach? A) It is more effective when used without the other approaches. B) It is one of the...

The first impression is centered on the image projected by a salesperson's:

The first impression is centered on the image projected by a salesperson's: A) method of presentation. B) appearance and attitude. C) knowledge of...

The three parallel dimensions of selling are:

The three parallel dimensions of selling are: A) the presentation, objection handling, and gathering responses. B) technical skills, individual...

In which phase of negotiating does a salesperson seek out the decision-making criteria of the prospect?

In which phase of negotiating does a salesperson seek out the decision-making criteria of the prospect? A) Planning B) Studying C) Proposing D) Closing E)...

The first step in the negotiation process is:

The first step in the negotiation process is: A) proposing. B) studying. C) meeting. D) planning. E) preapproach. Answer:...

Taran is giving a sales presentation to a meeting of county commissioners and law enforcement officials. He is trying to convince the commissioners that his company should win the contract to run the county jail. He wants to create a proposal document of the services his company can provide and how it can operate the jail more efficiently than the county is currently operating it. What should he NOT do as a part of his presentation?

Taran is giving a sales presentation to a meeting of county commissioners and law enforcement officials. He is trying to convince the commissioners...

The group sales presentation:

The group sales presentation: A) is always more flexible than one-on-one meetings. B) is totally different from other types of sales presentation. C)...

A financial services company has its main operation located in three adjacent floors of an office building. It also has several regional and community offices located within a 200-mile radius from the main offices. This financial services company wants to set up an internal e-mail service in which it can send and receive sensitive documents to company employees. A Business Solutions Inc. salesperson is determining which of several different methods would best satisfy the company's need for privacy and the ability to share information. The salesperson will most likely use the _____ selling method.

A financial services company has its main operation located in three adjacent floors of an office building. It also has several regional and community...

Ames & Hunt manufactures and sells oil well drilling platforms that are used in the Gulf of Mexico. The Environmental Protection Agency (EPA) requires the oil industry to meet strictly enforced regulations. Therefore, it is important the platforms be designed to meet the EPA standards and the needs of the individual oil drilling company. Ames and Hunt would most likely use the need-satisfaction method of presentation because it:

Ames & Hunt manufactures and sells oil well drilling platforms that are used in the Gulf of Mexico. The Environmental Protection Agency (EPA) requires...

The persuasive selling presentation is also called the _____ presentation.

The persuasive selling presentation is also called the _____ presentation. A) stimulus-response B) formula C) need-satisfaction D) memorized E)...

Which of the following statements describes a distinct advantage of the memorized sales presentation?

Which of the following statements describes a distinct advantage of the memorized sales presentation? A) The memorized presentation can be interpreted...

In the context of a memorized sales presentation, it is generally noticed that:

In the context of a memorized sales presentation, it is generally noticed that: A) the prospect does 30% of the talking. B) prospects are allowed...

The Pokon Chrysal salesperson made the florist aware of an organic chemical that would lower water pH and make flowers last longer at half the cost of the methods he was currently using. Now that the salesperson has the attention of the florist, the next stage will be the _____ step.

The Pokon Chrysal salesperson made the florist aware of an organic chemical that would lower water pH and make flowers last longer at half the cost...

As a salesperson, you should know that the fourth 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 fourth of the five mental steps that a prospect goes through in deciding to buy from you is: A) interest. B)...

The final stage in the customer benefit plan is to:

The final stage in the customer benefit plan is to: A) develop a suggested purchase order. B) develop your business proposition. C) develop SMART...

A customer profile should tell the salesperson:

A customer profile should tell the salesperson: A) the structure of the company's buying center. B) what patents the company owns. C) whether it...

Tony is getting ready for a sales call. His objective in this sales call is to convince his retailer to display two leading products on the front shelf of the store in time for the Christmas sale which is due in two weeks. His objective is:

Tony is getting ready for a sales call. His objective in this sales call is to convince his retailer to display two leading products on the front shelf...

The acronym SMART helps the salesperson to:

The acronym SMART helps the salesperson to: A) limit the number of trial closes used. B) rehearse his or her sales presentation. C) create the most...

Which of the following would be a good question for George to ask, that moves his prospect toward his objective of furthering the sales process?

Which of the following would be a good question for George to ask, that moves his prospect toward his objective of furthering the sales process? A)...

The four components of sales call planning, in their correct order, are:

The four components of sales call planning, in their correct order, are: A) customer profile, sales call objective, sales presentation, sales...

Before calling on prospects, he visited the Web sites of leading mining companies in the nation, and spoke to some internal contacts in his prospect's companies about their challenges with the current mining equipment. Albert was in the _____ stage.

Before calling on prospects, he visited the Web sites of leading mining companies in the nation, and spoke to some internal contacts in his prospect's...

The model of consultative selling brings together:

The model of consultative selling brings together: A) wholesalers and retailers. B) management and employees. C) customer strategic needs and salesperson...

Call reluctance:

Call reluctance: A) helps salesmen be better at selling and proving their potential. B) is applicable only in the cold canvassing method of prospecting. C)...

____ is the performance of any helpful or professional work or activity for a person, family, or organization.

____ is the performance of any helpful or professional work or activity for a person, family, or organization. A) Customer winback B) Community payback C)...

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

Salespeople must sell the product, plus sell the prospect on providing referrals. This is known as: A) relationship building B) segment penetration C)...

Which of the following serves the purpose of a good prospecting approach?

Which of the following serves the purpose of a good prospecting approach? A) Spend as much time with lower-potential customers as with high-potential...

Andrew is a salesperson with a printing company. He always keeps an eye out for people who stuff flyers in car windows. He hands out business cards to them. What prospecting method is Andrew using?

Andrew is a salesperson with a printing company. He always keeps an eye out for people who stuff flyers in car windows. He hands out business cards...

During aerobic respiration, electrons travel downhill in which sequence?

During aerobic respiration, electrons travel downhill in which sequence? A) food ? citric acid cycle ? ATP ? NAD? B) food ? NADH ? electron transport...

A young animal has never had much energy. He is brought to a veterinarian for help and is sent to the animal hospital for some tests. There they discover his mitochondria can use only fatty acids and amino acids for respiration, and his cells produce more lactate than normal. Of the following, which is the best explanation of his condition?

A young animal has never had much energy. He is brought to a veterinarian for help and is sent to the animal hospital for some tests. There they discover...

Carbon dioxide (CO2) is released during which of the following stages of cellular respiration?

Carbon dioxide (CO2) is released during which of the following stages of cellular respiration?  A) glycolysis and the oxidation of pyruvate...

How many carbon atoms are fed into the citric acid cycle as a result of the oxidation of one molecule of pyruvate?

How many carbon atoms are fed into the citric acid cycle as a result of the oxidation of one molecule of pyruvate?  A) two B) four C) six D)...

During cellular respiration, acetyl CoA accumulates in which location?

During cellular respiration, acetyl CoA accumulates in which location?  A) cytosol B) mitochondrial outer membrane C) mitochondrial inner membrane D)...

Which of the following intermediary metabolites enters the citric acid cycle and is formed, in part, by the removal of a carbon (CO2) from one molecule of pyruvate?

Which of the following intermediary metabolites enters the citric acid cycle and is formed, in part, by the removal of a carbon (CO2) from one molecule...

The transport of pyruvate into mitochondria depends on the proton-motive force across the inner mitochondrial membrane. How does pyruvate enter the mitochondrion?

The transport of pyruvate into mitochondria depends on the proton-motive force across the inner mitochondrial membrane. How does pyruvate enter the...

Why is glycolysis described as having an investment phase and a payoff phase?

Why is glycolysis described as having an investment phase and a payoff phase?  A) It both splits molecules and assembles molecules. B) It...

Which kind of metabolic poison would most directly interfere with glycolysis?

Which kind of metabolic poison would most directly interfere with glycolysis?  A) an agent that reacts with oxygen and depletes its concentration...

A molecule that is phosphorylated

A molecule that is phosphorylated  A) has been reduced as a result of a redox reaction involving the loss of an inorganic phosphate. B) has...

In glycolysis, for each molecule of glucose oxidized to pyruvate

In glycolysis, for each molecule of glucose oxidized to pyruvate  A) two molecules of ATP are used and two molecules of ATP are produced. B)...

Starting with one molecule of glucose, the energy-containing products of glycolysis are

Starting with one molecule of glucose, the energy-containing products of glycolysis are  A) 2 NAD?, 2 pyruvate, and 2 ATP. B) 2 NADH, 2 pyruvate,...

The free energy for the oxidation of glucose to CO2 and water is -686 kcal/mol and the free energy for the reduction of NAD? to NADH is +53 kcal/mol. Why are only two molecules of NADH formed during glycolysis when it appears that as many as a dozen could be formed?

The free energy for the oxidation of glucose to CO2 and water is -686 kcal/mol and the free energy for the reduction of NAD? to NADH is +53 kcal/mol....

In addition to ATP, what are the end products of glycolysis?

In addition to ATP, what are the end products of glycolysis?  A) CO2 and H2O B) CO2 and pyruvate C) NADH and pyruvate D) CO2 and NADH E) H2O,...

During glycolysis, when each molecule of glucose is catabolized to two molecules of pyruvate, most of the potential energy contained in glucose is

During glycolysis, when each molecule of glucose is catabolized to two molecules of pyruvate, most of the potential energy contained in glucose is  A)...

Substrate-level phosphorylation accounts for approximately what percentage of the ATP formed by the reactions of glycolysis?

Substrate-level phosphorylation accounts for approximately what percentage of the ATP formed by the reactions of glycolysis?  A) 0% B) 2% C)...

Why are carbohydrates and fats considered high energy foods?

Why are carbohydrates and fats considered high energy foods?  A) They have a lot of oxygen atoms. B) They have no nitrogen in their makeup. C)...

An electron loses potential energy when it

An electron loses potential energy when it  A) shifts to a less electronegative atom. B) shifts to a more electronegative atom. C) increases...

Which process in eukaryotic cells will proceed normally whether oxygen (O2) is present or absent?

Which process in eukaryotic cells will proceed normally whether oxygen (O2) is present or absent?  A) electron transport B) glycolysis C)...

The oxygen consumed during cellular respiration is involved directly in which process or event?

The oxygen consumed during cellular respiration is involved directly in which process or event?  A) glycolysis B) accepting electrons at the...

The ATP made during glycolysis is generated by

The ATP made during glycolysis is generated by  A) substrate-level phosphorylation. B) electron transport. C) photophosphorylation. D) chemiosmosis. E)...

Where does glycolysis take place in eukaryotic cells?

Where does glycolysis take place in eukaryotic cells?  A) mitochondrial matrix B) mitochondrial outer membrane C) mitochondrial inner membrane D)...

Which of the following statements describes NAD??

Which of the following statements describes NAD??  A) NAD? is reduced to NADH during glycolysis, pyruvate oxidation, and the citric acid...

When a molecule of NAD? (nicotinamide adenine dinucleotide) gains a hydrogen atom (not a proton), the molecule becomes

When a molecule of NAD? (nicotinamide adenine dinucleotide) gains a hydrogen atom (not a proton), the molecule becomes  A) dehydrogenated. B)...

When a glucose molecule loses a hydrogen atom as the result of an oxidation-reduction reaction, the molecule becomes

When a glucose molecule loses a hydrogen atom as the result of an oxidation-reduction reaction, the molecule becomes  A) hydrolyzed. B) hydrogenated. C)...

Which of the following statements describes the results of this reaction? C6H12O6 + 6 O2 ? 6 CO2 + 6 H2O + Energy

Which of the following statements describes the results of this reaction?C6H12O6 + 6 O2 ? 6 CO2 + 6 H2O + Energy  A) C6H12O6 is oxidized and...

Why does the oxidation of organic compounds by molecular oxygen to produce CO2 and water release free energy?

Why does the oxidation of organic compounds by molecular oxygen to produce CO2 and water release free energy?  A) The covalent bonds in organic...

When electrons move closer to a more electronegative atom, what happens?

When electrons move closer to a more electronegative atom, what happens?  A) The more electronegative atom is reduced, and energy is released. B)...

The molecule that functions as the reducing agent (electron donor) in a redox or oxidation-reduction reaction

The molecule that functions as the reducing agent (electron donor) in a redox or oxidation-reduction reaction  A) gains electrons and gains...

What is the term for metabolic pathways that release stored energy by breaking down complex molecules?

What is the term for metabolic pathways that release stored energy by breaking down complex molecules?  A) anabolic pathways B) catabolic...

If an enzyme is added to a solution where its substrate and product are in equilibrium, what will occur?

If an enzyme is added to a solution where its substrate and product are in equilibrium, what will occur?  A) Additional product will be formed. B)...

Some bacteria are metabolically active in hot springs because

Some bacteria are metabolically active in hot springs because  A) they are able to maintain a lower internal temperature. B) high temperatures...

If an enzyme in solution is saturated with substrate, the most effective way to obtain a faster yield of products is to

If an enzyme in solution is saturated with substrate, the most effective way to obtain a faster yield of products is to  A) add more of the...

Which of the following metabolic processes can occur without a net influx of energy from some other process?

Which of the following metabolic processes can occur without a net influx of energy from some other process?  A) ADP + Pi ? ATP + H2O B) C6H12O6...

Most cells cannot harness heat to perform work because

Most cells cannot harness heat to perform work because  A) heat is not a form of energy. B) cells do not have much heat; they are relatively...

Choose the pair of terms that correctly completes this sentence: Catabolism is to anabolism as ________ is to ________.

Choose the pair of terms that correctly completes this sentence: Catabolism is to anabolism as ________ is to ________.  A) exergonic; spontaneous B)...

A series of enzymes catalyze the reaction X ? Y ? Z ? A. Product A binds to the enzyme that converts X to Y at a position remote from its active site. This binding decreases the activity of the enzyme. With respect to the enzyme that converts X to Y, substance A functions as

A series of enzymes catalyze the reaction X ? Y ? Z ? A. Product A binds to the enzyme that converts X to Y at a position remote from its active site....

A series of enzymes catalyze the reaction X ? Y ? Z ? A. Product A binds to the enzyme that converts X to Y at a position remote from its active site. This binding decreases the activity of the enzyme. What is substance X?

A series of enzymes catalyze the reaction X ? Y ? Z ? A. Product A binds to the enzyme that converts X to Y at a position remote from its active site....

Succinate dehydrogenase catalyzes the conversion of succinate to fumarate. The reaction is inhibited by malonic acid, which resembles succinate but cannot be acted upon by succinate dehydrogenase. Increasing the ratio of succinate to malonic acid reduces the inhibitory effect of malonic acid. What is malonic acid's role with respect to succinate dehydrogenase?

Succinate dehydrogenase catalyzes the conversion of succinate to fumarate. The reaction is inhibited by malonic acid, which resembles succinate but...

Succinate dehydrogenase catalyzes the conversion of succinate to fumarate. The reaction is inhibited by malonic acid, which resembles succinate but cannot be acted upon by succinate dehydrogenase. Increasing the ratio of succinate to malonic acid reduces the inhibitory effect of malonic acid. Based on this information, which of the following is correct?

Succinate dehydrogenase catalyzes the conversion of succinate to fumarate. The reaction is inhibited by malonic acid, which resembles succinate but...

In the figure, why does the reaction rate plateau at higher reactant concentrations?

In the figure, why does the reaction rate plateau at higher reactant concentrations?  A) Feedback inhibition by product occurs at high reactant...

For the enzyme-catalyzed reaction shown in the figure, which of these treatments will cause the greatest increase in the rate of the reaction, if the initial reactant concentration is 1.0 micromolar?

For the enzyme-catalyzed reaction shown in the figure, which of these treatments will cause the greatest increase in the rate of the reaction, if the...

How might an amino acid change at a site distant from the active site of the enzyme alter the enzyme's substrate specificity?

How might an amino acid change at a site distant from the active site of the enzyme alter the enzyme's substrate specificity?  A) by changing...

In experimental tests of enzyme evolution, where a gene encoding an enzyme is subjected to multiple cycles of random mutagenesis and selection for altered substrate specificity, the resulting enzyme had multiple amino acid changes associated with altered substrate specificity. Where in the enzyme were these amino acid changes located?

In experimental tests of enzyme evolution, where a gene encoding an enzyme is subjected to multiple cycles of random mutagenesis and selection for altered...

An important group of peripheral membrane proteins are enzymes such as the phospholipases that cleave the head groups of phospholipids. What properties must these enzymes exhibit?

An important group of peripheral membrane proteins are enzymes such as the phospholipases that cleave the head groups of phospholipids. What properties...

Besides turning enzymes on or off, what other means does a cell use to control enzymatic activity?

Besides turning enzymes on or off, what other means does a cell use to control enzymatic activity?  A) cessation of cellular protein synthesis B)...

Protein kinases are enzymes that catalyze phosphorylation of target proteins at specific sites, whereas protein phosphatases catalyze removal of phosphate(s) from phosphorylated proteins. Phosphorylation and dephosphorylation can function as an on-off switch for a protein's activity, most likely through

Protein kinases are enzymes that catalyze phosphorylation of target proteins at specific sites, whereas protein phosphatases catalyze removal of phosphate(s)...

Which of the following is an example of cooperativity?

Which of the following is an example of cooperativity?  A) the binding of an end product of a metabolic pathway to the first enzyme that acts...

Allosteric enzyme regulation is usually associated with

Allosteric enzyme regulation is usually associated with  A) lack of cooperativity. B) feedback inhibition. C) activating activity. D) an enzyme...

Which of the following statements describes enzyme cooperativity?

Which of the following statements describes enzyme cooperativity?  A) A multienzyme complex contains all the enzymes of a metabolic pathway. B)...

The mechanism in which the end product of a metabolic pathway inhibits an earlier step in the pathway is most precisely described as

The mechanism in which the end product of a metabolic pathway inhibits an earlier step in the pathway is most precisely described as  A) metabolic...