Question 1

The _________________ stage in the personal selling process corresponds to the proposal analysis and supplier selection stage in the B2B buying process.

Accepted Answer

A)  generate and qualify leads
B)  preapproach
C)  sales presentation
D)  closing the sale
E)  follow-up

Question 2

Noah is just starting out as a sales representative,and he has been following the personal selling process carefully.Which of the following statements would describe Noah's approach?

Accepted Answer

A)  He has used the sales presentation to generate leads.
B)  He has completed the preapproach and is now ready to qualify the leads.
C)  He has successfully used the sales presentation to qualify leads.
D)  He has closed the sale,and he will soon finish dealing with the customer's reservations.
E)  None of these describes the Personal Selling Process well.

Question 3

While ethical and legal issues are associated with all aspects of marketing,personal selling presents unique issues because:

Accepted Answer

A)  salespeople tend to be unethical.
B)  sales managers are the only people in most sales organizations who worry about ethics.
C)  salespeople interact directly with customers.
D)  laws regulating personal selling are detailed,complex and often mistakenly ignored.
E)  all of these.

Question 4

Fred sells health insurance packages for small businesses.He has been given the names of ten new businesses in his town.During the qualifying leads stage of the selling process,Fred will try to assess which of the ten businesses:

Accepted Answer

A)  would respond best to a sales contest.
B)  are closest to his office.
C)  need health insurance packages and can afford them.
D)  have order getters and order takers.
E)  all of these.

Question 5

In Arthur Miller's play,Death of a Salesman,Willie Loman portrays:

Accepted Answer

A)  a leading example of an ethical salesman.
B)  the loneliness of an aging traveling salesman.
C)  the ruthlessness of a pushy salesman.
D)  the lifestyle and success of people in sales.
E)  the value salespeople provide to consumers.

Question 6

One reason why B2B salespeople spend considerable time qualifying potential customers is because:

Accepted Answer

A)  they want to have absolutely everything in order before approaching a potential customer.
B)  it can be costly to prepare and make a presentation to a business customer.
C)  too many business buyers at trade shows are really people from competing firms trying to obtain competitive information.
D)  independent agents get the best leads; the company sales representatives need to work harder.
E)  all of these.

Question 7

During the preapproach stage,a salesperson usually conducts additional research about prospects and:

Accepted Answer

A)  assists the prospect through the buying process.
B)  decides what role to play during the handling reservations stage.
C)  develops plans for meeting with the customer.
D)  offers initial concessions to gain the sale.
E)  determines which of the customer's buying support team need to be present at the sales presentation.

Question 8

The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether or not they renew each year.He needs to convey ____________,delivering the right services the right way.

Accepted Answer

A)  reliability
B)  responsiveness
C)  assurance
D)  empathy
E)  tangibles

Question 9

A salesperson's compensation can be made up of some combination of salary,commission,and ____,which are payments made at a manager's discretion when the salesperson achieves certain goals.

Accepted Answer

A)  bonuses
B)  metrics
C)  awards
D)  income segments
E)  rebates

Question 10

After installing a new HVAC system,what should Frank's Heating & Air Conditioning do?

Accepted Answer

Frank should call a ...

Question 11

Before approaching a potentially major B2B customer,a salesperson will usually:

Accepted Answer

A)  conduct an initial sales presentation to lower-level personnel.
B)  estimate the potential commission associated with making the sale.
C)  try to find out everything possible about the firm and its needs.
D)  ask competitors what they know about the prospect.
E)  have current customers contact the prospect and assess the management environment.

Question 12

Retail salespeople should never "judge a book by its cover."

Accepted Answer

A) True 
 B)False

Question 13

A manufacturer's rep is involved in __________ selling.

Accepted Answer

A)  B2B
B)  B2C
C)  company sales force
D)  indirect
E)  all of these

Question 14

What are some of the key functions performed by sales management?

Accepted Answer

Sales management involves the planning,d...

Question 15

Asking questions and listening closely to customers' replies allows salespeople to:

Accepted Answer

A)  create value by solving problems or addressing specific needs.
B)  maximize sales revenue.
C)  avoid having to address customers' reservations.
D)  skip the work needed in preapproach analysis.
E)  sell to any customer regardless of whether or not they are qualified.

Question 16

Gwen recognizes that one of her roles as a company sales rep is to be the firm's frontline emissary.As such,she strives to build strong relationships with customers and:

Accepted Answer

A)  capture every possible sale.
B)  pressure the supply chain to perform.
C)  take a long-term perspective.
D)  disparage competitors' offerings.
E)  shift organizational control from production to marketing.

Question 17

Sales representatives add value for customers by doing all of the following EXCEPT:

Accepted Answer

A)  educating them about the firm's products.
B)  providing advice on solving business problems.
C)  saving them time.
D)  simplifying communication with the firm.
E)  reducing the firm's marketing costs.

Question 18

Whether or not a salesperson will go through all five steps of the selling process depends on the sales situation and:

Accepted Answer

A)  the use of sales representatives versus independent reps.
B)  the effectiveness of role playing.
C)  the buyer's readiness to purchase.
D)  the number of sales support personnel available.
E)  all of these.

Question 19

Kathleen has found out everything she can about a newly qualified lead.She has practiced making her sales presentation and has determined what goals she has for the first meeting.Kathleen has finished the ________________ stage of the selling process.

Accepted Answer

A)  qualify leads
B)  preapproach
C)  closing the sale
D)  follow-up
E)  sales presentation

Question 20

In the selling process,the saying "It ain't over till it's over" refers to the ____________ stage of the process.

Accepted Answer

A)  generating and qualifying leads
B)  preapproach
C)  sales presentation
D)  closing the sale
E)  follow-up

Exam 19: Personal Selling and Sales Management

Noah is just starting out as a sales representative,and he has been following the personal selling process carefully.Which of the following statements would describe Noah's approach?

Correct AnswerverifiedShow Answer

What are some of the key functions performed by sales management?

Correct AnswerverifiedSales management involves the planning,d...View AnswerShow Answer

The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether or not they renew each year.He needs to convey ____________,delivering the right services the right way.

Correct AnswerverifiedShow Answer

During the preapproach stage,a salesperson usually conducts additional research about prospects and:

Correct AnswerverifiedShow Answer

In Arthur Miller's play,Death of a Salesman,Willie Loman portrays:

Correct AnswerverifiedShow Answer

Asking questions and listening closely to customers' replies allows salespeople to:

Correct AnswerverifiedShow Answer

A salesperson's compensation can be made up of some combination of salary,commission,and ____,which are payments made at a manager's discretion when the salesperson achieves certain goals.

Correct AnswerverifiedShow Answer

Before approaching a potentially major B2B customer,a salesperson will usually:

Correct AnswerverifiedShow Answer

While ethical and legal issues are associated with all aspects of marketing,personal selling presents unique issues because:

Correct AnswerverifiedShow Answer

Fred sells health insurance packages for small businesses.He has been given the names of ten new businesses in his town.During the qualifying leads stage of the selling process,Fred will try to assess which of the ten businesses:

Correct AnswerverifiedShow Answer

Sales representatives add value for customers by doing all of the following EXCEPT:

Correct AnswerverifiedShow Answer

In the selling process,the saying "It ain't over till it's over" refers to the ____________ stage of the process.

Correct AnswerverifiedShow Answer

After installing a new HVAC system,what should Frank's Heating & Air Conditioning do?

Correct AnswerverifiedFrank should call a ...View AnswerShow Answer

Retail salespeople should never "judge a book by its cover."

Correct AnswerverifiedShow Answer

Gwen recognizes that one of her roles as a company sales rep is to be the firm's frontline emissary.As such,she strives to build strong relationships with customers and:

Correct AnswerverifiedShow Answer

One reason why B2B salespeople spend considerable time qualifying potential customers is because:

Correct AnswerverifiedShow Answer

A manufacturer's rep is involved in __________ selling.

Correct AnswerverifiedShow Answer

Whether or not a salesperson will go through all five steps of the selling process depends on the sales situation and:

Correct AnswerverifiedShow Answer

Kathleen has found out everything she can about a newly qualified lead.She has practiced making her sales presentation and has determined what goals she has for the first meeting.Kathleen has finished the ________________ stage of the selling process.

Correct AnswerverifiedShow Answer

The _________________ stage in the personal selling process corresponds to the proposal analysis and supplier selection stage in the B2B buying process.

Correct AnswerverifiedShow Answer

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Sales management involves the planning,d...
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Frank should call a ...
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