Question 1

There are three key reasons for putting the customer into customer solutions in selling: (1) considerable time and effort is necessary to fully understand a specific customer's requirements; (2) effective customer solutions are based on relationships among sellers and buyers; and (3)

Accepted Answer

A)   it is ultimately the customer who converts a lead into a sale.
B)   only the customer knows how much it is willing to pay for any given solution.
C)   consultative selling is central to providing novel solutions for customers, thereby creating value for them.
D)   only the salesperson knows when the solution has finally been found.
E)   customers are better able to articulate their problems and solutions than sellers.

Question 2

All of the following statements regarding order getters are true except which?

Accepted Answer

A)   Order getters require considerable product knowledge.
B)   Order getters are most often used in new-buy or modified rebuy situations.
C)   Order getters include those who are involved in outbound telemarketing.
D)   Order getters typically represent products that have few options and highly standardized industrial products.
E)   Order getter sales calls require substantial financial investment from the firm.

Question 3

In the __________ stage of the personal selling process,the first impression is critical.

Accepted Answer

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

Question 4

Explain the difference between a lead,a prospect,and a qualified prospect.

Accepted Answer

A lead is the name of a person who may b...

Question 5

Sales support personnel who do not directly solicit orders but rather concentrate on performing promotional activities and introducing new products are referred to as

Accepted Answer

A)   inside order takers.
B)   missionary salespeople.
C)   outside order getters.
D)   sales engineers.
E)   outbound telemarketers.

Question 6

Sellers view a solution as a customized and integrated combination of products and services for meeting a customer's business needs.Buyers think of a solution to a business problem as one that meets their requirements,is designed to uniquely solve their problem,can be implemented,and

Accepted Answer

A)   ensures follow-up.
B)   can be evaluated.
C)   is financially equitable.
D)   is ethical.
E)   is sustainable.

Question 7

All of the following are behaviorally related sales objectives except which?

Accepted Answer

A)   communication skills
B)   customer service satisfaction ratings
C)   number of new customers
D)   selling skills
E)   product knowledge

Question 8

__________ gives its outstanding salespeople some unconventional rewards that include new pink Cadillacs and jewelry.

Accepted Answer

A)   Avon
B)   General Motors
C)   Tiffany & Co.
D)   Pampered Chef
E)   Mary Kay Cosmetics

Question 9

The sales manager told the salesperson,"Your goal is to increase sales volume for the second quarter 5 percent over the sales volume of the first quarter." The sales manager voiced __________ sales objective.

Accepted Answer

A)   an output-related
B)   an input-related
C)   a behaviorally related
D)   a cold-call related
E)   a market-related

Question 10

A salesperson who is guided by the notion,"I try to sell customers all I can to convince them to buy,even if I think it is more than a wise customer would buy," has which type of orientation?

Accepted Answer

A)   sales
B)   cognitive
C)   emotional
D)   customer
E)   compensatory

Question 11

Applied to recruiting and selecting salespeople,a __________ includes to whom a salesperson reports,how he or she interacts with other company personnel,and the customers to be called on.

Accepted Answer

A)   job description
B)   sales plan
C)   job analysis
D)   sales performance audit
E)   personal performance plan

Question 12

Emotional intelligence is

Accepted Answer

A)   the ability to anticipate and overcome a potential customer's objections.
B)   a method of measuring the potential of people who not had formal schooling.
C)   a measurement to determine a person's patience in stressful selling situations.
D)   the ability to pick up personal cues, ticks, or tells that helps salespeople read their customers in order to make a sale.
E)   the ability to understand one's own emotions and the emotions of people with whom one interacts on a daily basis.

Question 13

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 14

The __________ is a selling format that emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.

Accepted Answer

A)   formula selling presentation
B)   stimulus-response presentation
C)   marketing concept presentation
D)   relationship selling presentation
E)   need-satisfaction presentation

Question 15

Explain the difference between personal selling and sales management.

Accepted Answer

Personal selling involves the two-way fl...

Question 16

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

Accepted Answer

A)   partnership selling.
B)   seminar selling.
C)   conference selling.
D)   sales engineers.
E)   formula selling.

Question 17

Identifying the buying role of the prospect would be typically done at the __________ stage of the personal selling process.

Accepted Answer

A)   prospecting
B)   preapproach
C)   approach
D)   presentation
E)   closing

Question 18

A selling format that assumes that given the appropriate prompts by a salesperson,the prospect will buy is referred to as a

Accepted Answer

A)   formula selling presentation.
B)   stimulus-response presentation.
C)   stimulus-satisfaction presentation.
D)   stimulus-selling presentation.
E)   persuasive sales presentation.

Question 19

Lindsey Smith's selling success is due in large part to her

Accepted Answer

A)   developing relationships with CEOs and CFOs.
B)   using a team of sales personnel, technical specialists, and health care professionals in selling to and servicing key customers.
C)   continually reinforcing GE Healthcare's competitive advantage.
D)   simplifying sales presentations for technical products.
E)   staying on top of marketing trends for business-to-business selling.

Question 20

Salespeople called __________ visit customers and replenish inventory stocks of resellers,such as retailers or wholesalers.

Accepted Answer

A)   inside order takers
B)   outside order takers
C)   inbound telemarketers
D)   outbound telemarketers
E)   stock order takers

Exam 17: Personal Selling and Sales Management

Explain the difference between personal selling and sales management.

Correct Answer
verified
Personal selling involves the two-way fl...
View Answer

Identifying the buying role of the prospect would be typically done at the __________ stage of the personal selling process.

Correct Answer
verified

In the __________ stage of the personal selling process,the first impression is critical.

Correct Answer
verified

A selling format that assumes that given the appropriate prompts by a salesperson,the prospect will buy is referred to as a

Correct Answer
verified

There are three key reasons for putting the customer into customer solutions in selling: (1) considerable time and effort is necessary to fully understand a specific customer's requirements; (2) effective customer solutions are based on relationships among sellers and buyers; and (3)

Correct Answer
verified

Salespeople called __________ visit customers and replenish inventory stocks of resellers,such as retailers or wholesalers.

Correct Answer
verified

All of the following are behaviorally related sales objectives except which?

Correct Answer
verified

__________ gives its outstanding salespeople some unconventional rewards that include new pink Cadillacs and jewelry.

Correct Answer
verified

Emotional intelligence is

Correct Answer
verified

A salesperson who is guided by the notion,"I try to sell customers all I can to convince them to buy,even if I think it is more than a wise customer would buy," has which type of orientation?

Correct Answer
verified

Lindsey Smith's selling success is due in large part to her

Correct Answer
verified

All of the following statements regarding order getters are true except which?

Correct Answer
verified

The __________ is a selling format that emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.

Correct Answer
verified

Applied to recruiting and selecting salespeople,a __________ includes to whom a salesperson reports,how he or she interacts with other company personnel,and the customers to be called on.

Correct Answer
verified

Explain the difference between a lead,a prospect,and a qualified prospect.

Correct Answer
verified
A lead is the name of a person who may b...
View Answer

Correct Answer
verified

The sales manager told the salesperson,"Your goal is to increase sales volume for the second quarter 5 percent over the sales volume of the first quarter." The sales manager voiced __________ sales objective.

Correct Answer
verified

Missionary salespeople are

Correct Answer
verified

Sellers view a solution as a customized and integrated combination of products and services for meeting a customer's business needs.Buyers think of a solution to a business problem as one that meets their requirements,is designed to uniquely solve their problem,can be implemented,and

Correct Answer
verified

Sales support personnel who do not directly solicit orders but rather concentrate on performing promotional activities and introducing new products are referred to as

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

Explain the difference between personal selling and sales management.

Correct AnswerverifiedPersonal selling involves the two-way fl...View AnswerShow Answer

Identifying the buying role of the prospect would be typically done at the __________ stage of the personal selling process.

Correct AnswerverifiedShow Answer

In the __________ stage of the personal selling process,the first impression is critical.

Correct AnswerverifiedShow Answer

A selling format that assumes that given the appropriate prompts by a salesperson,the prospect will buy is referred to as a

Correct AnswerverifiedShow Answer

There are three key reasons for putting the customer into customer solutions in selling: (1) considerable time and effort is necessary to fully understand a specific customer's requirements; (2) effective customer solutions are based on relationships among sellers and buyers; and (3)

Correct AnswerverifiedShow Answer

Salespeople called __________ visit customers and replenish inventory stocks of resellers,such as retailers or wholesalers.

Correct AnswerverifiedShow Answer

All of the following are behaviorally related sales objectives except which?

Correct AnswerverifiedShow Answer

__________ gives its outstanding salespeople some unconventional rewards that include new pink Cadillacs and jewelry.

Correct AnswerverifiedShow Answer

Emotional intelligence is

Correct AnswerverifiedShow Answer

A salesperson who is guided by the notion,"I try to sell customers all I can to convince them to buy,even if I think it is more than a wise customer would buy," has which type of orientation?

Correct AnswerverifiedShow Answer

Lindsey Smith's selling success is due in large part to her

Correct AnswerverifiedShow Answer

All of the following statements regarding order getters are true except which?

Correct AnswerverifiedShow Answer

The __________ is a selling format that emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.

Correct AnswerverifiedShow Answer

Applied to recruiting and selecting salespeople,a __________ includes to whom a salesperson reports,how he or she interacts with other company personnel,and the customers to be called on.

Correct AnswerverifiedShow Answer

Explain the difference between a lead,a prospect,and a qualified prospect.

Correct AnswerverifiedA lead is the name of a person who may b...View AnswerShow Answer

Correct AnswerverifiedShow Answer

The sales manager told the salesperson,"Your goal is to increase sales volume for the second quarter 5 percent over the sales volume of the first quarter." The sales manager voiced __________ sales objective.

Correct AnswerverifiedShow Answer

Missionary salespeople are

Correct AnswerverifiedShow Answer

Sellers view a solution as a customized and integrated combination of products and services for meeting a customer's business needs.Buyers think of a solution to a business problem as one that meets their requirements,is designed to uniquely solve their problem,can be implemented,and

Correct AnswerverifiedShow Answer

Sales support personnel who do not directly solicit orders but rather concentrate on performing promotional activities and introducing new products are referred to as

Correct AnswerverifiedShow Answer

Correct Answer
verified
Personal selling involves the two-way fl...
View Answer

Correct Answer
verified

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A lead is the name of a person who may b...
View Answer

Correct Answer
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