Question 1

Corinne is responsible for hiring new sales employees,establishing sales objectives and making sure senior management is kept informed of market trends and competitive actions.Corinne works as a _____ _____.

Accepted Answer

The answer of Corinne is responsible for hiring new sales...

Question 2

Which specialist sales force cultivates existing accounts and current customer relationships to drive revenue growth and minimize churn?

Accepted Answer

A)  hunters
B)  prospectors
C)  generalists
D)  gatherers
E)  farmers

Question 3

On the whole,sales turnover for firms in both good and bad times runs between

Accepted Answer

A)  2 and 5 percent.
B)  5 and 10 percent.
C)  25 and 30 percent.
D)  40 and 50 percent.
E)  50 and 65 percent.

Question 4

When a salesperson works with sales management and experts across the firm to support new-customer acquisition and ongoing customer relationship management,it is referred to as

Accepted Answer

A)  customer advocacy.
B)  Sales 2.0
C)  team selling.
D)  consultative selling.
E)  adaptive selling.

Question 5

Handling customer objections is often the most difficult part of the personal-selling process because it does not offer the salesperson a chance to fully stress the benefits of the product.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following statements about the follow-up step of the personal-selling process is not true?

Accepted Answer

A)  Building long-term relationships with customers is part of the follow-up step.
B)  The follow-up step may uncover new customer needs and wants.
C)  Referrals can often be discovered in the follow-up step.
D)  The follow-up step is not needed for repeat customers.
E)  The follow-up step is critical to creating customer satisfaction.

Question 7

When GE utilized lead scoring,the approach led to all of the following except

Accepted Answer

A)  acceleration of the time to get new and inexperienced representatives up to speed.
B)  identification of new competitors in the marketplace.
C)  identification of new prospects.
D)  more effective territory design.
E)  better matching of sales approaches and channels to customer needs.

Question 8

The two-way flow of communication between a salesperson and a customer that is paid for by the firm and seeks to influence the customer's purchase decision is referred to as _______ sellling.

Accepted Answer

The answer of The two-way flow of communication between a...

Question 9

Jason works in the men's department of a major retail store.He helps customers find what they are looking for and rings up sales that customers bring to the check-out counter.Jason is considered to be a(n)

Accepted Answer

A)  order-filler.
B)  order-assistant.
C)  order-getter.
D)  order-initiator.
E)  order-taker.

Question 10

The two-way flow of communication between a salesperson and a customer that is paid for by the firm and seeks to influence the customer's purchase decision is referred to as

Accepted Answer

A)  advertising.
B)  personal selling.
C)  publicity.
D)  public relations.
E)  sales promotion.

Question 11

Which market-based approach seeks to match the competitors' sales force size to ensure competitive coverage?

Accepted Answer

A)  equalized workload method
B)  incremental productivity method
C)  lead scoring
D)  Sales 2.0
E)  competitive benchmarking

Question 12

A major drawback of professional selling is the cost involved.

Accepted Answer

A) True 
 B)False

Question 13

A sales quota is the minimum desired sales level for an individual or team for a specified period of time.

Accepted Answer

A) True 
 B)False

Question 14

According to author Daniel Pink,which of the following can be said of personal selling in the digital era?

Accepted Answer

A)  Technology that should have made salespeople obsolete have in fact transformed more people into sellers.
B)  Despite the rapid advances in technology,it has not had a significant impact on salespeople.
C)  Technology has forced relationship-minded salespeople into fast-talking,do-anything-for-the-buck salespeople.
D)  Because of technological innovations,the U.S.economy will reduce the number of sales jobs by more than 2 million in the coming years.
E)  Technological innovations,particularly the Internet,have drastically reduced the need for salespeoplE.

Question 15

_____ _____ is considered to be the interpersonal arm of the promotional mix.

Accepted Answer

The answer of _____ _____ is considered to be the...

Question 16

Customer-oriented salespeople are more likely to adopt a solution-centric approach to the sale-one that is better in the end for both the seller and the buyer.

Accepted Answer

A) True 
 B)False

Question 17

Brett works as a sales representative primarily in the industrial market.He develops long-term relationships with his customers,has a deep knowledge of their business,and helps them find creative solutions to problems.Brett's customers consider him to be a trusted advisor.What kind of sales representative is Brett?

Accepted Answer

A)  a sales manager
B)  a channel sales representative
C)  a consultative seller
D)  a new-business salesperson
E)  a missionary salesperson

Question 18

When determining the size of the sales force,sizing approaches are broadly categorized as

Accepted Answer

A)  account-based or geographic-based.
B)  product-based or territory-based.
C)  customer-based or company-based.
D)  existing product-based or new product-baseD.
E)  cost-based or market-based.

Question 19

Highly customer-oriented salespeople do all of the following except

Accepted Answer

A)  recognize the social landscape under which large,complex sales are typically made.
B)  understand that the impact on a customer of a bad buying decision is usually greater than the impact on a salesperson of a lost deal.
C)  strive to see things from the company's perspective in order to boost sales.
D)  engage in behavior that will lead to long-term customer satisfaction.
E)  avoid actions that sacrifice customer interest for the sake of short-term benefit to the company.

Question 20

Common techniques for overcoming objections include acknowledging the objection,postponing,and denial.

Accepted Answer

A) True 
 B)False

Exam 12: Personal Selling

On the whole,sales turnover for firms in both good and bad times runs between

Correct Answer
verified

Common techniques for overcoming objections include acknowledging the objection,postponing,and denial.

Correct Answer
verified

When determining the size of the sales force,sizing approaches are broadly categorized as

Correct Answer
verified

The two-way flow of communication between a salesperson and a customer that is paid for by the firm and seeks to influence the customer's purchase decision is referred to as _______ sellling.

Correct Answer
verified

According to author Daniel Pink,which of the following can be said of personal selling in the digital era?

Correct Answer
verified

Which market-based approach seeks to match the competitors' sales force size to ensure competitive coverage?

Correct Answer
verified

The two-way flow of communication between a salesperson and a customer that is paid for by the firm and seeks to influence the customer's purchase decision is referred to as

Correct Answer
verified

Customer-oriented salespeople are more likely to adopt a solution-centric approach to the sale-one that is better in the end for both the seller and the buyer.

Correct Answer
verified

When GE utilized lead scoring,the approach led to all of the following except

Correct Answer
verified

When a salesperson works with sales management and experts across the firm to support new-customer acquisition and ongoing customer relationship management,it is referred to as

Correct Answer
verified

Which specialist sales force cultivates existing accounts and current customer relationships to drive revenue growth and minimize churn?

Correct Answer
verified

Highly customer-oriented salespeople do all of the following except

Correct Answer
verified

A major drawback of professional selling is the cost involved.

Correct Answer
verified

Corinne is responsible for hiring new sales employees,establishing sales objectives and making sure senior management is kept informed of market trends and competitive actions.Corinne works as a _ _.

Correct Answer
verified

Handling customer objections is often the most difficult part of the personal-selling process because it does not offer the salesperson a chance to fully stress the benefits of the product.

Correct Answer
verified

A sales quota is the minimum desired sales level for an individual or team for a specified period of time.

Correct Answer
verified

Which of the following statements about the follow-up step of the personal-selling process is not true?

Correct Answer
verified

_ _ is considered to be the interpersonal arm of the promotional mix.

Correct Answer
verified

Jason works in the men's department of a major retail store.He helps customers find what they are looking for and rings up sales that customers bring to the check-out counter.Jason is considered to be a(n)

Correct Answer
verified

Correct Answer
verified

Exam 12: Personal Selling

On the whole,sales turnover for firms in both good and bad times runs between

Correct AnswerverifiedShow Answer

Common techniques for overcoming objections include acknowledging the objection,postponing,and denial.

Correct AnswerverifiedShow Answer

When determining the size of the sales force,sizing approaches are broadly categorized as

Correct AnswerverifiedShow Answer

The two-way flow of communication between a salesperson and a customer that is paid for by the firm and seeks to influence the customer's purchase decision is referred to as _______ sellling.

Correct AnswerverifiedShow Answer

According to author Daniel Pink,which of the following can be said of personal selling in the digital era?

Correct AnswerverifiedShow Answer

Which market-based approach seeks to match the competitors' sales force size to ensure competitive coverage?

Correct AnswerverifiedShow Answer

The two-way flow of communication between a salesperson and a customer that is paid for by the firm and seeks to influence the customer's purchase decision is referred to as

Correct AnswerverifiedShow Answer

Customer-oriented salespeople are more likely to adopt a solution-centric approach to the sale-one that is better in the end for both the seller and the buyer.

Correct AnswerverifiedShow Answer

When GE utilized lead scoring,the approach led to all of the following except

Correct AnswerverifiedShow Answer

When a salesperson works with sales management and experts across the firm to support new-customer acquisition and ongoing customer relationship management,it is referred to as

Correct AnswerverifiedShow Answer

Which specialist sales force cultivates existing accounts and current customer relationships to drive revenue growth and minimize churn?

Correct AnswerverifiedShow Answer

Highly customer-oriented salespeople do all of the following except

Correct AnswerverifiedShow Answer

A major drawback of professional selling is the cost involved.

Correct AnswerverifiedShow Answer

Corinne is responsible for hiring new sales employees,establishing sales objectives and making sure senior management is kept informed of market trends and competitive actions.Corinne works as a _____ _____.

Correct AnswerverifiedShow Answer

Handling customer objections is often the most difficult part of the personal-selling process because it does not offer the salesperson a chance to fully stress the benefits of the product.

Correct AnswerverifiedShow Answer

A sales quota is the minimum desired sales level for an individual or team for a specified period of time.

Correct AnswerverifiedShow Answer

Which of the following statements about the follow-up step of the personal-selling process is not true?

Correct AnswerverifiedShow Answer

_____ _____ is considered to be the interpersonal arm of the promotional mix.

Correct AnswerverifiedShow Answer

Jason works in the men's department of a major retail store.He helps customers find what they are looking for and rings up sales that customers bring to the check-out counter.Jason is considered to be a(n)

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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Corinne is responsible for hiring new sales employees,establishing sales objectives and making sure senior management is kept informed of market trends and competitive actions.Corinne works as a _ _.

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
verified

_ _ is considered to be the interpersonal arm of the promotional mix.

Correct Answer
verified

Correct Answer
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Correct Answer
verified