University of Houston, Downtown

MBA 6208

1)In IBMs BANT acronym B stands for_.

A. budget

B. background

C. baseline

D. benchmark

E. basic

2. In IBM's BANT acronym, A stands for            .

1. action
2. authority
3. activate
4. austerity
5. autonomy

3. In IBM's BANT acronym, N stands for           .

1. noticeable
2. necessary
3. need
4. necessity
5. notify

4. In IBM's BANT acronym, T stands for                       .

1. touch
2. tempt
3. team
4. timeline
5. turn over

5. Which company uses 150 different signals — including dozens of online data feeds — to rate customer leads?

1. IBM
2. Avon
3. SAS
4. FABV
5. Infer

6. Which of the following questions is LEAST relevant during the preapproach stage of the sales process?

1. How is the purchasing process conducted at the company?
2. How is the purchasing department structured?
3. How can I overcome psychological resistance?
4. Is purchasing centralized?
5. What is the best contact approach?

7. In the FABV approach,                      describe the economic, technical, service, and social pluses delivered.

1. features
2. advantages
3. benefits
4. value
5. macroenvironment

8. If Jose is describing chip processing speeds and memory capacity, he is describing the                    of his firm's offering in the FABV approach.

1. features
2. advantages
3. benefits
4. value
5. macroenvironment

9. In the FABV approach, if the salesperson is discussing the monetary terms associated with the offering, s/he is talking about     .

1. features
2. advantages
3. benefits
4. value
5. macroenvironment

10.                      includes resistance to interference and a neurotic attitude toward money.

1. Psychological resistance
2. Logical resistance
3. Price sensitivity
4. Relationship inertia
5. Reactance

11. If a prospective client does not want to buy from you because he has a preference for an established supply source, you are facing an objection due to             .

1. psychological resistance
2. logical resistance
3. price sensitivity
4. relationship inertia
5. reactance

12.                includes objections due to proposed contract completion time, quality of goods and services offered, purchase volume, product safety, and responsibility for financing, risk taking, promotion, and title.

1. Psychological resistance
2. Logical resistance
3. Price sensitivity
4. Relationship inertia
5. Reactance

13. If a prospective client does not want to buy from you because she feels the price is too high, you are facing an objection due to             .

1. psychological resistance
2. logical resistance
3. apathy
4. relationship inertia
5. reactance

14. Sales representatives who are paid mostly in commissions require more supervision than other salespeople.

15. An employee who provides clerical backup for outside salespersons, runs credit checks, follows up on deliveries, and answers customers' business-related questions is called a sales assistant.