Question 1

A disadvantage of a straight commission compensation plan is that

Accepted Answer

A)   it does not provides incentive to expand sales volume.
B)   it can discourage salespeople from providing customer service.
C)   it includes nonselling activities that take time away from selling.
D)   the overall compensation is usually lower than a straight salary compensation plan.
E)   it is not perceived as equitable by most salespeople.

Question 2

FedEx uses sales personnel,carrier management specialists,and engineering and administrative executives who continually find ways to improve the technology of shipping goods across town and around the world.This type of sales approach is called

Accepted Answer

A)   team selling.
B)   formula selling.
C)   partnership selling.
D)   missionary selling.
E)   order taking.

Question 3

A __________ contains specific goals assigned to a salesperson,sales team,branch sales office,or sales district for a stated time period.

Accepted Answer

A)   sales call report
B)   selling expense report
C)   sales quota
D)   sales audit report
E)   sales force plan

Question 4

Which of the following is one of three types of personal selling?

Accepted Answer

A)   consumer targeting
B)   order processing
C)   lead generation
D)   order taking
E)   suggestive selling

Question 5

The __________ format,which emphasizes problem solving and customer solutions,is the most consistent with the marketing concept and relationship building.

Accepted Answer

A)   canned sales
B)   formula selling
C)   persuasive selling
D)   need-satisfaction
E)   stimulus-response

Question 6

Which of the following tasks are involved in the sales plan formulation stage of the sales management process?

Accepted Answer

A)   Recruit and select the sales force, train the sales force, and compensate the sales force.
B)   Develop account management policies, implement the account management policies, and evaluate the account management policies.
C)   Set objectives, organize the sales force, and develop account management policies.
D)   Organize the sales force, establish quantitative assessment, and implement follow-up.
E)   Organize the sales force, set motivational sales quotas, and evaluate the individual members of the sales force.

Question 7

Explain the difference between the stimulus-response presentation format and the formula selling presentation format.

Accepted Answer

The stimulus-response presentation forma...

Question 8

Explain the difference between order takers and order getters.

Accepted Answer

Order takers process routine orders or r...

Question 9

When handling __________ in sales,the professional approach can vary depending on the situation,from acknowledging and converting them to ignoring them when they seem to be a stalling tactic.

Accepted Answer

A)   rationalizations
B)   counteroffers
C)   refusals
D)   objections
E)   qualifications

Question 10

The sales manager instructed the salesperson to "make at least 500 customer contacts between January 1 and July 1." The sales manager voiced __________ sales objective.

Accepted Answer

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

Question 11

Consultative selling is a presentation format that

Accepted Answer

A)   emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
B)   focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
C)   consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
D)   assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
E)   involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information.

Question 12

Figure 17-2

-As shown in Figure 17-2,D is the __________ stage in the personal selling process.

Accepted Answer

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

Question 13

An urgency close refers to

Accepted Answer

A)   asking the prospect to make a decision on some aspect of the purchase.
B)   allowing the prospect to use or lease the item on a limited temporary basis before making a final commitment of purchase.
C)   making an exchange of money or other unit of value.
D)   quickly committing the prospect by making references to the time limits of the purchase.
E)   asking the prospect to make choices concerning delivery, warranty, or financing terms.

Question 14

Which type of sales personnel concentrates on performing promotional activities but generally does not solicit actual sales orders?

Accepted Answer

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

Question 15

Adaptive selling is a presentation format that

Accepted Answer

A)   emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
B)   focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
C)   consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect.
D)   assumes that given the appropriate stimulus by a salesperson, the prospect will buy.
E)   involves adjusting the presentation to fit the selling situation, such as knowing when to offer solutions and when to ask for more information.

Question 16

The two basic forms of team selling are

Accepted Answer

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.

Question 17

Hewlett-Packard shifted its entire U.S.sales force into home offices and saved millions in staff salaries and office rent despite the expense of equipping each home office with a notebook computer,fax/copier,mobile phone,two phone lines,and office furniture.Such decreased selling costs are among the benefits of

Accepted Answer

A)   direct selling.
B)   inbound teleselling.
C)   sales force networking.
D)   account management policies.
E)   sales force communication.

Question 18

Personal selling includes all of the following modes of communication except which?

Accepted Answer

A)   video teleconferencing
B)   Internet-enabled links between buyers and sellers
C)   a face-to-face encounter
D)   over the telephone
E)   social networks such as Facebook

Question 19

Today,__________ percent of companies employ cross-functional teams of professionals to work with customers to improve relationships,find better ways of doing things,and create and sustain value for their customers.

Accepted Answer

A)   15
B)   20
C)   45
D)   75
E)   90

Question 20

The personal selling process begins with the ________ stage and ends with the ________ stage.

Accepted Answer

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

Exam 17: Personal Selling and Sales Management

Figure 17-2 -As shown in Figure 17-2,D is the __________ stage in the personal selling process.

Correct Answer
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Consultative selling is a presentation format that

Correct Answer
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Today,__________ percent of companies employ cross-functional teams of professionals to work with customers to improve relationships,find better ways of doing things,and create and sustain value for their customers.

Correct Answer
verified

An urgency close refers to

Correct Answer
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Explain the difference between order takers and order getters.

Correct Answer
verified
Order takers process routine orders or r...
View Answer

The personal selling process begins with the stage and ends with the stage.

Correct Answer
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The __________ format,which emphasizes problem solving and customer solutions,is the most consistent with the marketing concept and relationship building.

Correct Answer
verified

Explain the difference between the stimulus-response presentation format and the formula selling presentation format.

Correct Answer
verified
The stimulus-response presentation forma...
View Answer

Which of the following is one of three types of personal selling?

Correct Answer
verified

Adaptive selling is a presentation format that

Correct Answer
verified

FedEx uses sales personnel,carrier management specialists,and engineering and administrative executives who continually find ways to improve the technology of shipping goods across town and around the world.This type of sales approach is called

Correct Answer
verified

Which type of sales personnel concentrates on performing promotional activities but generally does not solicit actual sales orders?

Correct Answer
verified

The two basic forms of team selling are

Correct Answer
verified

The sales manager instructed the salesperson to "make at least 500 customer contacts between January 1 and July 1." The sales manager voiced __________ sales objective.

Correct Answer
verified

A disadvantage of a straight commission compensation plan is that

Correct Answer
verified

A __________ contains specific goals assigned to a salesperson,sales team,branch sales office,or sales district for a stated time period.

Correct Answer
verified

Correct Answer
verified

Which of the following tasks are involved in the sales plan formulation stage of the sales management process?

Correct Answer
verified

When handling __________ in sales,the professional approach can vary depending on the situation,from acknowledging and converting them to ignoring them when they seem to be a stalling tactic.

Correct Answer
verified

Personal selling includes all of the following modes of communication except which?

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

Figure 17-2 -As shown in Figure 17-2,D is the __________ stage in the personal selling process.

Correct AnswerverifiedShow Answer

Consultative selling is a presentation format that

Correct AnswerverifiedShow Answer

Today,__________ percent of companies employ cross-functional teams of professionals to work with customers to improve relationships,find better ways of doing things,and create and sustain value for their customers.

Correct AnswerverifiedShow Answer

An urgency close refers to

Correct AnswerverifiedShow Answer

Explain the difference between order takers and order getters.

Correct AnswerverifiedOrder takers process routine orders or r...View AnswerShow Answer

The personal selling process begins with the ________ stage and ends with the ________ stage.

Correct AnswerverifiedShow Answer

The __________ format,which emphasizes problem solving and customer solutions,is the most consistent with the marketing concept and relationship building.

Correct AnswerverifiedShow Answer

Explain the difference between the stimulus-response presentation format and the formula selling presentation format.

Correct AnswerverifiedThe stimulus-response presentation forma...View AnswerShow Answer

Which of the following is one of three types of personal selling?

Correct AnswerverifiedShow Answer

Adaptive selling is a presentation format that

Correct AnswerverifiedShow Answer

FedEx uses sales personnel,carrier management specialists,and engineering and administrative executives who continually find ways to improve the technology of shipping goods across town and around the world.This type of sales approach is called

Correct AnswerverifiedShow Answer

Which type of sales personnel concentrates on performing promotional activities but generally does not solicit actual sales orders?

Correct AnswerverifiedShow Answer

The two basic forms of team selling are

Correct AnswerverifiedShow Answer

The sales manager instructed the salesperson to "make at least 500 customer contacts between January 1 and July 1." The sales manager voiced __________ sales objective.

Correct AnswerverifiedShow Answer

A disadvantage of a straight commission compensation plan is that

Correct AnswerverifiedShow Answer

A __________ contains specific goals assigned to a salesperson,sales team,branch sales office,or sales district for a stated time period.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which of the following tasks are involved in the sales plan formulation stage of the sales management process?

Correct AnswerverifiedShow Answer

When handling __________ in sales,the professional approach can vary depending on the situation,from acknowledging and converting them to ignoring them when they seem to be a stalling tactic.

Correct AnswerverifiedShow Answer

Personal selling includes all of the following modes of communication except which?

Correct AnswerverifiedShow Answer

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Correct Answer
verified
Order takers process routine orders or r...
View Answer

The personal selling process begins with the stage and ends with the stage.

Correct Answer
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Correct Answer
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Correct Answer
verified
The stimulus-response presentation forma...
View Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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