NPTEL Online Certification Courses
Indian Institute of Technology Roorkee
Strategic Sales Management
Week 3 Assignment 3
Number of questions: 10 Total mark: 10 X 1 = 10
QUESTION 1:
Dr. Rahul Sharma was taking a session on sales management with students at the Indian Institute of
Sales in Raipur. He was teaching students about two approaches, development selling and service
selling. However, he specifically mentioned that one of these forms of selling seeks to transform
non-buyers into buyers.
a. Service selling
b. Development selling
c. Both of the above
d. None of the above
Correct Answer: b
The correct answer is b, development selling. While service selling is about obtaining fresh or more orders
from existing customers, development selling is about converting prospects to customers. This seeks to
transform non-buyers into buyers. Kindly refer to slide 4 of Module 3.1 of Week 3.
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QUESTION 2:
Identify the context from the words, phrases, or sentences given below:
‘assist the customer in the selling process’ ‘very transactional’ ‘receiving payment or handing over
the product’ ‘stands behind the counter’ ‘customer has already made up his or her mind’ ‘category
of types of a salesman’
a. Inside order taker
b. Outside order taker
c. Delivery salesman
d. None of the above
Correct Answer: a
The correct answer is an Insider order taker which is option a. The job of insider order takers is to
assist the customers in the selling process. These types of salesman receive payment and hand over
the product to the customers. Kindly refer to the slide 6 of the Module 3.1 of the Week 3.
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QUESTION 3:
Out of the options given below which presentation approach can be associated with memorized
sales talk having no customization? It is also said that this approach usually provides or uses no
linkage to needs and benefits and is also very mechanical in nature. It is considered apt for
telemarketers.
a. Delta approach
b. Canned approach
c. Linear approach
d. None of the above
Correct Answer: b
Option b, the canned approach is the correct answer. Please refer to the slide 16-17 of the Module
3.2 of Week 3.
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QUESTION 4:
_________________ in a simplistic way indicate a customer's questions or hesitations concerning
an organization’s offerings or the organization itself. It is only through these objections that the
buyer’s true needs are uncovered.
a. Pre-fixations
b. Disconfirmations
c. Objections
d. None of the above
Correct Answer: c
Objections are the correct answer. Kindly refer to the slide 18 of the Module 3.2 of Week 3.
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QUESTION 5:
State whether the following is True or False.
Sales objections are never psychological in nature. They are always real.
a. True
b. False
Correct Answer: b
False. The statement is false as sales objections can be both psychological and real. Psychological
objections could be resistance to dealing with a new vendor, not having enough faith in the
product or seller, or hesitancy in spending money.
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QUESTION 6:
Carew International’s LAER has been considered one of the effective ways of dealing with sales
objections. As regards LAER, A & E indicate:
a. Acknowledge and Empathy
b. Arbitarte and Empower
c. Acknowledge and Exolore
d. None of the above
Correct Answer: c
The correct option is c, acknowledge, and explore. Kindly refer to the slide 19 of the Module 3.3 of
Week 3.
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QUESTION 7:
State whether the following is True or False.
The buyer persona is a research-based profile that depicts the target consumer. It is like defining
your ideal customer.
a. True
b. False
Correct Answer: a
The statement is True. Buyer persona is a research-based semi-fictional representation of an ideal
customer based on market research and real data about existing customers. It includes detailed
descriptions of their demographics, behavior patterns, motivations, goals, and challenges. Creating
buyer personas helps businesses understand their customers better, allowing them to tailor their
marketing strategies, products, and services to meet the needs and preferences of their target
audience more effectively.
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QUESTION 8:
Sales close is synonymous with the successful completion of the sales call into an order. However,
before asking for the final order, a salesman must attempt _____________ to adjudge the
preparedness of the prospect or the customer for an order.
a. Pre-close
b. Trial close
c. Tentaive close
d. None of the above
Correct Answer: b
The correct answer is b, Trial close. Kindly refer to slide 20 of Module 3.3 of Week 3.
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QUESTION 9:
Which of these is an erroneous/incorrect/wrong category of types of salesman?
a. Outside order taker
b. Technical salesman
c. Missionary salesman
d. None of these
Correct Answer: d
The right answer is none of these as an outside order taker, technical salesman, and missionary
salesman are apt categories of salesman, none of these is erroneous.
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QUESTION 10:
State whether the following is True or False.
Trade fairs and shows cannot be used as means for prospecting.
a. True
b. False
Correct Answer: b
The statement is False as trade fairs and shows are excellent opportunities for prospecting and
generating new business leads. These events bring together industry professionals, potential buyers,
and key decision-makers, creating a fertile ground for networking and showcasing your products or
services.
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