Question 1

A straight commission compensation plan is one

Accepted Answer

A)  that assigns the same commission percentage regardless of a product's value, number sold, or difficulty level of the sales effort.
B)  in which a salesperson is paid a specified salary plus a commission and/or bonus on sales generated.
C)  that determines fair and equitable compensation that includes a weighted system for different types of items or different sized territories.
D)  in which the salesperson is paid a fixed amount per week, month, or year.
E)  in which a salesperson's earnings are directly tied to the sales or profits he or she generates.

Question 2

When Daniel was hired to work for Bush Refrigeration Company, he was told, "The sales training program is 18 weeks, and we'll pay you $750 per week during that time." While in training, the company used a __________ to compensate Daniel for his time and effort.

Accepted Answer

A)  sales response compensation plan
B)  combination compensation plan
C)  straight salary compensation plan
D)  straight commission compensation plan
E)  market share compensation plan

Question 3

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

Accepted Answer

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

Question 4

Consultative selling style is very prominent in

Accepted Answer

A)  business-to-business marketing.
B)  international marketing.
C)  multichannel marketing.
D)  consumer-to-consumer marketing.
E)  business-to-consumer marketing.

Question 5

Explain the difference between personal selling and sales management.

Accepted Answer

Personal selling involves the two-way fl...

Question 6

Mark wanted to make some extra money, so he went door-to-door in his neighborhood asking residents if they had any small jobs that they could hire him to perform. Mark had no idea of whether anyone had any jobs for him, so he picked the houses randomly and knocked on the doors to see if anyone was home and perhaps interested in his services. In terms of the personal selling process, Mark was engaged in __________ when he knocked on a prospective customer's door.

Accepted Answer

A)  stimulus-response selling
B)  handshaking
C)  cold canvassing
D)  closing
E)  traffic generation

Question 7

Which of the following statements describes a major drawback associated with a canned sales presentation?

Accepted Answer

A)  A canned sales presentation provides too little information to prospects.
B)  A canned sales presentation is difficult for inexperienced salespeople to use.
C)  A canned sales presentation allows little room for feedback from prospective customers.
D)  A canned sales presentation is too expensive and time consuming.
E)  A canned sales presentation lacks consistency.

Question 8

In the personal selling process, the stage that includes making certain the customer's purchase has been properly delivered and installed and difficulties experienced with the use of the item are addressed is referred to as the __________ stage.

Accepted Answer

A)  urgency close
B)  follow-up
C)  assumptive close
D)  presentation
E)  trial close

Question 9

Personal selling requires the __________ flow of communication between a buyer and a seller, often in a face-to-face encounter, designed to influence a person's or a group's purchase decision.

Accepted Answer

A)  direct
B)  indirect
C)  one-way
D)  two-way
E)  recursive

Question 10

As a salesperson asks questions about a prospect's transportation system, the prospect says, "What I really want is reliable transportation at the lowest price I can get." The salesperson stops asking questions and pulls out a comparative price list that shows her company's transportation is the lowest priced and most reliable on the market. The salesperson has engaged in

Accepted Answer

A)  adaptive selling.
B)  suggestive selling.
C)  formula selling.
D)  consultative selling.
E)  relationship selling.

Question 11

A __________ is a written document that describes job relationships and requirements that characterize each sales position.

Accepted Answer

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

Question 12

Personal selling serves three major roles in a firm's overall marketing effort. Salespeople: (1)  are the critical link between a firm and its customers; (2)  __________; and (3)  may play a dominant role in a firm's marketing program.

Accepted Answer

A)  play a key role in research and development
B)  are the company in a consumer's eyes
C)  play a dominant role in implementing an organization's pull strategy
D)  provide the most valuable resource for segmenting and selecting target markets
E)  are one of many people in a firm that contacts potential customers

Question 13

An order getter refers to

Accepted Answer

A)  a salesperson who specializes in identifying, analyzing, and solving customer problems, but who does not actually sell products and services.
B)  a salesperson who processes routine orders or reorders for products that are presold by the outbound telemarketers.
C)  a salesperson who sells in a conventional sense and identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on customers' use of a product or service.
D)  a person on the selling team who is responsible for obtaining qualified leads.
E)  a member of the sales support team who does not directly solicit orders but rather concentrates on performing promotional activities and introducing new products.

Question 14

Among order takers, __________ visit customers and replenish inventory stocks of resellers, whereas __________ typically answer simple questions, take orders, and complete transactions with customers.

Accepted Answer

A)  inside order takers; outside order takers
B)  inside order takers; outside sales clerks
C)  outside order takers; inside order takers
D)  salesclerks; inbound telemarketers
E)  inside order clerks; outside order takers

Question 15

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 16

-Consider Figure 17-4 above, which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position. Box A represents which account management policy?

Accepted Answer

A)  accounts that the firm should consider replacing personal calls with telephone sales or direct mail to service accounts
B)  accounts that should emphasize a heavy sales organization position or shift resources to other accounts if a stronger sales organization position is impossible
C)  accounts that offer a good opportunity because they have high potential and the sales organization has a strong position
D)  accounts that should receive a high level of sales calls and service to retain and possibly build accounts
E)  accounts that should receive moderate level of sales and service to maintain current position of sales organization

Question 17

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

Accepted Answer

A)  empathy
B)  sense of humor
C)  the ability to read body language
D)  the ability to be positive
E)  a need to be in control

Question 18

If the salesperson's objective is to gather information and decide how to approach the prospect, what is the stage in the personnel selling process?

Accepted Answer

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

Question 19

A formula selling presentation refers to a 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)  relies on exhibits at trade shows, professional meetings, and conferences.

Question 20

According to Lindsey Smith of GE Healthcare, all of the following are necessary for a successful sales career EXCEPT:

Accepted Answer

A)  motivation.
B)  compensation.
C)  team orientation.
D)  integrity.
E)  trust.

Exam 17: Personal Selling and Sales Management

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

Consultative selling style is very prominent in

Correct Answer
verified

When Daniel was hired to work for Bush Refrigeration Company, he was told, "The sales training program is 18 weeks, and we'll pay you $750 per week during that time." While in training, the company used a __________ to compensate Daniel for his time and effort.

Correct Answer
verified

A straight commission compensation plan is one

Correct Answer
verified

-Consider Figure 17-4 above, which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position. Box A represents which account management policy?

Correct Answer
verified

A __________ is a written document that describes job relationships and requirements that characterize each sales position.

Correct Answer
verified

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

Correct Answer
verified

Which of the following statements describes a major drawback associated with a canned sales presentation?

Correct Answer
verified

Among order takers, visit customers and replenish inventory stocks of resellers, whereas typically answer simple questions, take orders, and complete transactions with customers.

Correct Answer
verified

Explain the difference between personal selling and sales management.

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

If the salesperson's objective is to gather information and decide how to approach the prospect, what is the stage in the personnel selling process?

Correct Answer
verified

An order getter refers to

Correct Answer
verified

According to Lindsey Smith of GE Healthcare, all of the following are necessary for a successful sales career EXCEPT:

Correct Answer
verified

Personal selling serves three major roles in a firm's overall marketing effort. Salespeople: (1) are the critical link between a firm and its customers; (2) __________; and (3) may play a dominant role in a firm's marketing program.

Correct Answer
verified

In the personal selling process, the stage that includes making certain the customer's purchase has been properly delivered and installed and difficulties experienced with the use of the item are addressed is referred to as the __________ stage.

Correct Answer
verified

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

Correct Answer
verified

Correct Answer
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Correct Answer
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Personal selling requires the __________ flow of communication between a buyer and a seller, often in a face-to-face encounter, designed to influence a person's or a group's purchase decision.

Correct Answer
verified

A formula selling presentation refers to a format that

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

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

Consultative selling style is very prominent in

Correct AnswerverifiedShow Answer

When Daniel was hired to work for Bush Refrigeration Company, he was told, "The sales training program is 18 weeks, and we'll pay you $750 per week during that time." While in training, the company used a __________ to compensate Daniel for his time and effort.

Correct AnswerverifiedShow Answer

A straight commission compensation plan is one

Correct AnswerverifiedShow Answer

-Consider Figure 17-4 above, which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position. Box A represents which account management policy?

Correct AnswerverifiedShow Answer

A __________ is a written document that describes job relationships and requirements that characterize each sales position.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Which of the following statements describes a major drawback associated with a canned sales presentation?

Correct AnswerverifiedShow Answer

Among order takers, __________ visit customers and replenish inventory stocks of resellers, whereas __________ typically answer simple questions, take orders, and complete transactions with customers.

Correct AnswerverifiedShow Answer

Explain the difference between personal selling and sales management.

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

If the salesperson's objective is to gather information and decide how to approach the prospect, what is the stage in the personnel selling process?

Correct AnswerverifiedShow Answer

An order getter refers to

Correct AnswerverifiedShow Answer

According to Lindsey Smith of GE Healthcare, all of the following are necessary for a successful sales career EXCEPT:

Correct AnswerverifiedShow Answer

Personal selling serves three major roles in a firm's overall marketing effort. Salespeople: (1) are the critical link between a firm and its customers; (2) __________; and (3) may play a dominant role in a firm's marketing program.

Correct AnswerverifiedShow Answer

In the personal selling process, the stage that includes making certain the customer's purchase has been properly delivered and installed and difficulties experienced with the use of the item are addressed is referred to as the __________ stage.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Personal selling requires the __________ flow of communication between a buyer and a seller, often in a face-to-face encounter, designed to influence a person's or a group's purchase decision.

Correct AnswerverifiedShow Answer

A formula selling presentation refers to a format that

Correct AnswerverifiedShow 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
verified

Among order takers, visit customers and replenish inventory stocks of resellers, whereas typically answer simple questions, take orders, and complete transactions with customers.

Correct Answer
verified

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

Correct Answer
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Correct Answer
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Correct Answer
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