Sales Techniques Practice Test Test Questions | Quizlet

Main objective of personal selling

Communicate with potential buyers to create value for both parties

First step in the sales process

Prospecting

Defining feature of B2B selling

Multiple decision makers and complex purchasing processes

Straight rebuy

A purchasing situation where a buyer reorders a product without any modifications

Gatekeeper

The role in a buying center responsible for managing the flow of information to decision makers

Technical influencer

A role in the buying center that evaluates whether products meet technical requirements

Decider

The person in a buying center responsible for approving the final purchase

Main reason to seek testimonials and statistics

To reduce purchasing risk for a purchasing manager

Deception

The act of misleading a customer by omitting crucial information during a sales process

Kickback

A payment made to a purchasing manager based on the total value of orders placed

Modified rebuy

A purchasing situation option mentioned alongside straight rebuy and new task

New task

A purchasing situation option listed alongside straight rebuy and modified rebuy

Initiator

A role in the buying center that initiates the purchase process

User

A role in the buying center listed alongside gatekeeper, coach, and decider

Influencer

A role in the buying center listed alongside user, gatekeeper, and initiator

Preparation

A sales process step option listed alongside presentation, prospecting, and commitment

Presentation

A sales process step option listed alongside preparation, prospecting, and commitment

Commitment

A sales process step option listed alongside preparation, presentation, and prospecting

B2C selling characteristics

Features such as large numbers of individual customers making small purchases, short sales cycles, and simple decisions

Relationship selling

A sales option listed alongside prospecting, deception, and adaptive selling

Adaptive selling

A sales option listed alongside prospecting, deception, and relationship selling

Coach

A role option listed alongside gatekeeper, decider, and user in a buying center context

Economic impact assessor

A buying center role that assesses the economic impact of a purchase

Test Creator

jhoesma2

Test Creation Date

9/25/26