Question 1

Encyclopedia Britannica used to pay to have a business reply card bound into magazines adjacent to its advertisement. The ad asks people to return the card for more information on how its encyclopedias can help children do better in school. Encyclopedia Britannica was engaged in

Accepted Answer

A)   cold canvassing.
B)   order taking.
C)   sales follow-up.
D)   stimulus-response selling.
E)   prospecting.

Question 2

In the context of a salesperson's position, explain what a job description is. In the answer, specify the six attributes that it purports to explain.

Accepted Answer

A job description is a written document ...

Question 3

Procter & Gamble uses groups of marketing, sales, advertising, computer systems, and supply chain personnel to work with its major retailers, such as Walmart, to identify ways to develop, promote, and deliver products. This type of sales approach is called

Accepted Answer

A)   partnership selling.
B)   missionary selling.
C)   order taking.
D)   team selling.
E)   formula selling.

Question 4

Which of the following statements regarding the role of salespeople is most accurate?

Accepted Answer

A)   Salespeople can identify creative solutions to customer problems.
B)   Salespeople have little say in a company's account management policies.
C)   Salespeople truly know their customers and therefore are the best resource for segmenting and selecting target markets.
D)   Salespeople are the most highly trained of all a firm's employees and therefore have the greatest job security.
E)   Salespeople are traditionally given greater authority than other company employees and therefore can offer customers the best financial terms for their purchases.

Question 5

Which of the following statements describes a major drawback associated with a canned sales presentation?

Accepted Answer

A)   A canned sales presentation provides too little information to prospects.
B)   A canned sales presentation is difficult for inexperienced salespeople to use.
C)   A canned sales presentation allows little room for feedback from prospective customers.
D)   A canned sales presentation is too expensive and time-consuming.
E)   A canned sales presentation lacks consistency.

Question 6

At the end of her sales presentation, the salesperson asks, "Do you want to make monthly payments of $75 with a 10 percent down payment or would you prefer to write a check for the full amount today?" She has just made

Accepted Answer

A)   an assumptive close.
B)   a consultative close.
C)   a proactive close.
D)   an urgency close.
E)   an adaptive close.

Question 7

Lindsey Smith's task in Molecular Imaging Products at GE Healthcare is to

Accepted Answer

A)   simplify sales presentations for technical products.
B)   increase the importance of the advertising element of the company's promotion mix.
C)   develop a team of professionals in selling to and servicing key customers.
D)   create value in customer relationships by emphasizing the company's product innovations, solutions, and service.
E)   establish brand recognition for Molecular Imaging Products as distinct from GE Healthcare.

Question 8

Behavioral measures used to evaluate salespeople include assessments of a salesperson's ________, attention to customers, product knowledge, selling and communication skills, appearance, and professional demeanor.

Accepted Answer

A)   attitude
B)   sales level
C)   intelligence
D)   personal values
E)   personal ethics

Question 9

Key account management refers to

Accepted Answer

A)   the assignment of a single salesperson to a single customer throughout the course of the entire sale.
B)   the practice of assigning the highest performing salesperson to the clients with the most profitable accounts.
C)   the practice of using team selling to focus on important customers so as to build mutually beneficial, long-term, cooperative relationships.
D)   a sales relationship that involves a face-to-face, person-to-person encounter rather than a sale made through extranets.
E)   the practice of occasionally making contact with a customer on a sporadic basis following the initial sale of a product or service.

Question 10

Sales management refers to

Accepted Answer

A)   the planning of the selling program and the implementing and evaluating of the personal selling effort of the firm.
B)   the process of allocating funds for direct selling.
C)   only the recruiting, hiring, and training of a company's sales force.
D)   the segmentation and selection of target markets to be addressed by a company's sales force.
E)   the two-way flow of communication between a buyer and seller, often in a face-to-face encounter, designed to influence a person's or group's purchase decision.

Question 11

A method of selling in which a salesperson and other company resource people meet with buyers to discuss problems and opportunities is referred to as

Accepted Answer

A)   conference selling.
B)   team selling.
C)   seminar selling.
D)   outbound telemarketing.
E)   formula selling.

Question 12

It is estimated that the average cost of an outbound telemarketing sales call on a business customer is about ________, versus $500 for a single field sales call.

Accepted Answer

A)   $1 to $2
B)   $5 to $10
C)   $20 to $25
D)   $70 to $100
E)   $150 to $200

Question 13

________ are often employed by companies that use inbound telemarketing, such as a retailer's catalog phone banks.

Accepted Answer

A)   Inside order getters
B)   Missionary salespeople
C)   Sales associates
D)   Inside order takers
E)   Outside order takers

Question 14

The three types of personal selling are order taking, order getting, and

Accepted Answer

A)   customer sales support.
B)   order fulfillment.
C)   order management.
D)   order processing.
E)   order shipment.

Question 15

In a ________, the United States, or even the globe, is divided into regions and each region is divided into districts or territories.

Accepted Answer

A)   product/service sales organization
B)   customer sales organization
C)   geographic sales organization
D)   demographic sales organization
E)   NAICS sales organization

Question 16

During the presentation stage, a salesperson may encounter objections. What are the six basic techniques for handling objections?

Accepted Answer

Objections are excuses for not making a ...

Question 17

The salesperson's objective is to gain a prospect's attention, stimulate interest, and make a transition to the presentation during which stage in the personnel selling process?

Accepted Answer

A)   presentation
B)   follow-up
C)   prospecting
D)   preapproach
E)   approach

Question 18

The practice of using the telephone rather than personal visits to contact customers is referred to as

Accepted Answer

A)   missionary selling.
B)   outbound telemarketing.
C)   cold canvassing.
D)   inbound telemarketing.
E)   team selling.

Question 19

Missionary salespeople are

Accepted Answer

A)   salespeople who specialize in identifying, analyzing, and solving customer problems, but who do not actually sell products and services.
B)   salespeople who process routine orders for products that are presold by the company.
C)   salespeople who identify prospective customers, provide customers with information, persuade customers to buy, close sales, and follow up on a customer's use of the product or service.
D)   people on the selling team who are responsible for obtaining qualified leads.
E)   sales support personnel who do not directly solicit orders but rather concentrate on performing promotional activities and introducing new products.

Question 20

The two basic forms of team selling are

Accepted Answer

A)   augmented selling and integrated selling.
B)   enterprise selling and strategic alliance selling.
C)   cross-functional teams and cross-tier teams.
D)   conference selling and seminar selling.
E)   network selling and matrix selling.

Exam 18: Personal Selling and Sales Management

The salesperson's objective is to gain a prospect's attention, stimulate interest, and make a transition to the presentation during which stage in the personnel selling process?

Correct AnswerverifiedShow Answer

It is estimated that the average cost of an outbound telemarketing sales call on a business customer is about ________, versus $500 for a single field sales call.

Correct AnswerverifiedShow Answer

Key account management refers to

Correct AnswerverifiedShow Answer

Behavioral measures used to evaluate salespeople include assessments of a salesperson's ________, attention to customers, product knowledge, selling and communication skills, appearance, and professional demeanor.

Correct AnswerverifiedShow Answer

The three types of personal selling are order taking, order getting, and

Correct AnswerverifiedShow Answer

Procter & Gamble uses groups of marketing, sales, advertising, computer systems, and supply chain personnel to work with its major retailers, such as Walmart, to identify ways to develop, promote, and deliver products. This type of sales approach is called

Correct AnswerverifiedShow Answer

Missionary salespeople are

Correct AnswerverifiedShow Answer

The practice of using the telephone rather than personal visits to contact customers is referred to as

Correct AnswerverifiedShow Answer

In the context of a salesperson's position, explain what a job description is. In the answer, specify the six attributes that it purports to explain.

Correct AnswerverifiedA job description is a written document ...View AnswerShow Answer

At the end of her sales presentation, the salesperson asks, "Do you want to make monthly payments of $75 with a 10 percent down payment or would you prefer to write a check for the full amount today?" She has just made

Correct AnswerverifiedShow Answer

Which of the following statements regarding the role of salespeople is most accurate?

Correct AnswerverifiedShow Answer

Lindsey Smith's task in Molecular Imaging Products at GE Healthcare is to

Correct AnswerverifiedShow Answer

________ are often employed by companies that use inbound telemarketing, such as a retailer's catalog phone banks.

Correct AnswerverifiedShow Answer

In a ________, the United States, or even the globe, is divided into regions and each region is divided into districts or territories.

Correct AnswerverifiedShow Answer

The two basic forms of team selling are

Correct AnswerverifiedShow Answer

Which of the following statements describes a major drawback associated with a canned sales presentation?

Correct AnswerverifiedShow Answer

A method of selling in which a salesperson and other company resource people meet with buyers to discuss problems and opportunities is referred to as

Correct AnswerverifiedShow Answer

Sales management refers to

Correct AnswerverifiedShow Answer

During the presentation stage, a salesperson may encounter objections. What are the six basic techniques for handling objections?

Correct AnswerverifiedObjections are excuses for not making a ...View AnswerShow Answer

Encyclopedia Britannica used to pay to have a business reply card bound into magazines adjacent to its advertisement. The ad asks people to return the card for more information on how its encyclopedias can help children do better in school. Encyclopedia Britannica was engaged in

Correct AnswerverifiedShow Answer

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A job description is a written document ...
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Objections are excuses for not making a ...
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Correct Answer
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