Which of the following best describes derived demand?
Professional Selling - Unit 2 Exam

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Romania Clark
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25 questions
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1.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
Demand derived from consumer markets.
Demand derived from business markets.
Demand derived from intermediaries.
Demand derived from the demand for another product.
2.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
The adapt questioning system is similar to the SPIN questioning system in that:
Both questioning systems include a sequential set of questions.
Both questioning systems seek to uncover needs.
Both questioning systems seek to stimulate the buyer's interest in solving uncovered problem.
All of the above are correct.
3.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
RFP is an acronym for:
Request for partners.
Request for proposals.
Request for problems.
Ready for a proposal.
4.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
Linda is an administrative coordinator who relies on computers to complete her work. Linda is often asked to serve as a member of the buying team when her company is making bulk computer purchases. Which of the following buying team roles is Linda most likely to be filling?
Initiator
Influencer
User
Agent
5.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
Salespeople need to possess effective trust-based sales communication skills so that they:
Can do a better job of asking for the order.
Are better able to identify buying needs and accurately convey proposed solutions.
Are better able to communicate to the selling organization.
Have an advantage over their customers.
6.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
The cognitive process of actively sensing, interpreting, evaluating, and responding to the verbal and nonverbal messages of present or potential customers is called:
listening
social listening.
communication.
active listening.
7.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
Which of the following is not one of the ten keys to effective listening?
Evaluates and judges the message as it is being communicated.
Listens for central themes.
Interprets color words but does not get hung up on them.
Actively looks for opportunities of common interest.
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