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Exam 20: Personal Selling and Sales Management

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Question 41

Multiple Choice

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All of the following are output-related sales objectives except

A) unit sales.
B) profit.
C) number of new customers.
D) number of sales calls.
E) dollar sales.

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Question 42

Multiple Choice

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The two basic forms of team selling are

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.

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Question 43

Multiple Choice

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Formulating the sales plan involves three tasks: (1) __________, (2) organizing the salesforce, and (3) developing account management policies.

Assumptive close refers to

FloNetwork, Inc., is a company that has developed automation solutions for electronic marketing. Its software is able to handle all aspects of permission marketing-based campaigns from list generation and e-mail deployment to real-time tracking and in-depth analysis. To sell its system, the company conducts educational programs targeted to the technical staff in a prospective customer's information technology (IT) department to discuss recent technological developments with the product. In this situation, FloNetwork uses

When Tracy went to work as a new sales rep for Paradise Candles, she was told to use the following speech in her sales presentations: "Hello, Mr./Ms. (customer name) . My name is (your name here) . I'm calling on behalf of Paradise Candles. We carry the best wax-burning mechanical candles available in the commercial decorating industry…." Paradise Candles instructed Tracy to use

Industry research shows that outside order getters, or field service representatives, often work over __________ hours per week.

Sales quota refers to

Information from a __________ is used to write a job description.

According to Lindsey Smith of GE Healthcare, all of the following are necessary skills to be successful in serving her customers except

Salesforce automation is the use of __________ to make the sales function more efficient and effective.

There are five dimensions to emotional intelligence: self-motivation, self-awareness, the ability to manage one's emotions and impulses, __________, and social skills.

If the salesperson's objective is to "begin converting a prospect into a customer by creating a desire for the product or service," what is the name of this stage in the personnel selling process?

If the salesperson's objective is to "obtain a purchase commitment from the prospect and create a customer," what is the name of this stage in the personnel selling process?

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 will you be writing a check for the full amount today?" She has just made __________.

You respond by saying courteously, "You're absolutely right, and I am going to make it my business to be sure that never happens again." Which method have you used to handle the customer's objection?

There are five dimensions to emotional intelligence: self-motivation, self-awareness, __________, empathy, and social skills.

Which form of personal selling has the lowest requirement for problem solving?

Selling often serves as a stepping-stone to top management. In fact, approximately __________ percent of the chief executive officers (CEOs) in the largest U.S. corporations have significant sales and marketing experience in their work history.

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