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Exam 1: The Life,times,and Career of the Professional Salesperson

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Question 21

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The text suggests several questions you should ask yourself as you decide whether a career in sales is appropriate for you.Which one of the following is NOT one of the questions that you should ask before beginning a career in sales?

A) How much freedom do I want in a job?
B) Do I have the personality characteristics for the job?
C) Am I willing to transfer to another city?
D) What are my past accomplishments?
E) How much money do I want to earn?

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Question 22

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Which of the following is not a part of a salesperson's need to achieve?

A) believing in your customer
B) a high desire for success
C) a strong work ethic
D) persistence
E) breaking through self-imposed limitations

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Question 23

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Successful salespeople instinctively understand and embrace the Pareto principle.

Which of the following best describes how the Pareto principle relates to selling?

According to the text,which of the following best describes Empathy?

When Marissa performs the functions of planning,organizing,and executing activities that increase sales and profits in her territory,she is engaged in which of the following activities?

In transactional selling,the seller contacts customers after the purchase to determine if they are satisfied and have future needs.

Because of the consultative nature of their job,Order Getters typically make less than Order Takers.

A key indicator of a successful relationship selling process is when the client becomes an ambassador for your company.

How would you respond to the following statement: "Marketing and selling are synonyms?"

According to the text,what is the most important thing leading to success in selling and in life?

When sales managers recruit salespeople,which of the following characteristics would be LEAST likely to attract them?

Tom is a salesperson for HPM Industries which sells machines for moulding plastic furniture.HPM has developed a machine that is 50 percent smaller than what is currently on the market and costs 25 percent more.It is Tom's job to show potential customers how the new machine will save them money in the long-run.He must be able to address each customer's needs with technical know-how and an ability to communicate his knowledge.Which of the following best describes Tom's job title?

In the field of sales,there is often an inverse relationship between the complexity of the job and compensation levels.

Lucy has just satisfactorily answered an objection voiced by her prospect.What is the next selling step for her?

When Arthur sold a computer network to a Fortune 500 company,he often called on the company's purchasing department to see if employees were satisfied with the network and to see if the company had any need for an upgrade or additional software.This is an example of what kind of selling?

Which of the following is not a type of salesperson that you would typically find selling for a manufacturer?

Because sales jobs offer higher non-financial rewards than most other areas of corporate Canada,the compensation of salespeople is typically lower than that of workers in areas like production and personnel who are at a comparable level in the organization.

In order to be thoroughly knowledgeable in all aspects of their business,a successful salesperson should actively pursue knowledge and information on which of the following areas?

John works as a salesperson for a new car dealership in Vancouver,British Columbia.He has had a fantastic day as he sold 4 new cars.When reflecting back on his day,he was the most pleased with seeing the customers' happy expressions as they drove away from the dealership in shiny new cars.Which of the following best describes this type of reward?