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Grace (sales representative) should take into consideration her effect of appearance on the relationships with her prospects. Which of the following should be taken into consideration regarding the appropriate appearance? *

Grace should wear multiple colors to appear unique.

The clothing worn doesn’t make any difference in terms of customer acceptance.

Grace should wear a lot of accessories to appear elegant.

Grace should dress according to her industry standards.

2-The following are rules of etiquette EXCEPT: *

Avoid discussing political issues.

Recognize the importance of punctuality

Address the prospect by name as soon as possible

Turn off your cell phone when you are with the customer

3-Which one of the following factors is NOT related to consultative selling? *

The customer is well aware of his needs and has enough information about the product.

The customer is seen as a person to be served not a prospect to be sold.

Consultative selling emphasizes need identification, problem-solving, and negotiation instead of manipulation.

Consultative selling emphasizes service at every phase of the personal selling process.

4-As a brand manager for the pharmaceutical company “Pfizer”, Grace is responsible for driving more sales and improving the company’s market share. Also, she is responsible for keeping a close watch on market trends and managing advertising and marketing activities. Grace is considered (a)n: *

Inside salesperson

Knowledge worker

Outside salesperson

Missionary salesperson

5-Which of the following is an example of the feature–benefit selling approach? *

“These are the finest fund-raising donuts you can buy.”

“We have trained services technicians, which means you will experience less downtime.”

“This hotel has 24-hour room service and free parking.”

“You will get good gas mileage when you buy this car.”