Question 1

John Whitaker works for American Greetings.His job description includes the following responsibilities: (1) stock and arrange point-of-purchase displays of present customers-60 percent of his workweek and (2) receive orders from customers and complete the transactions-40 percent of his workweek.Whitaker is primarily engaged in which type of selling?

Accepted Answer

A)  outside order taking
B)  relationship selling
C)  inside order taking
D)  outside order getting
E)  missionary salesF) B) and D)
G) All of the above

Question 2

A sales organization practice whereby a different salesforce calls on each separate type of buyer or market channel is referred to as a

Accepted Answer

A)  multi-reseller organization.
B)  geographical organization.
C)  customer sales organization.
D)  product/service sales organization.
E)  multilevel marketing organization.F) B) and E)
G) D) and E)

Question 3

What assumption does the stimulus-response presentation format make?

Accepted Answer

The stimulus-response presentation forma...

Question 4

In the ________ stage of the personal selling process,the cultural setting is very important for international sales.

Accepted Answer

A)  presentation
B)  prospecting
C)  preapproach
D)  approach
E)  closeF) C) and D)
G) C) and E)

Question 5

One type of sales objective is ________,which is typically specific for each salesperson and includes his or her product knowledge,customer service,and selling and communication skills.

Accepted Answer

A)  output-related
B)  input-related
C)  profit-related
D)  expertise-related
E)  behaviorally relatedF) A) and B)
G) A) and E)

Question 6

All of the following tactics are used to generate leads except which?

Accepted Answer

A)  cold canvassing
B)  suggestive selling
C)  toll-free numbers
D)  coupons
E)  trade showsF) C) and E)
G) A) and D)

Question 7

The sales process at Xerox typically follows the six stages of the personal selling process.During the first stage,Xerox identifies potential clients through

Accepted Answer

A)  responses to advertising,referrals,and telephone calls.
B)  sending salespeople to visit competitors' customers.
C)  sending salespeople to visit former customers to win them back.
D)  an agreement with local repair shops that supply customer information in exchange for the right to carry Xerox products in their stores.
E)  selling printer paper with the Xerox watermark to create brand awareness.F) B) and E)
G) None of the above

Question 8

Federal regulations contain provisions that allow consumers to avoid being called at any time through the ________ and impose fines for violations.

Accepted Answer

A)  Do Not Disturb Registry
B)  Do Not Call Registry
C)  Do Not Interrupt Registry
D)  Do Not Infringe Registry
E)  Do Not Agitate RegistryF) C) and D)
G) None of the above

Question 9

Personal selling assumes many forms based on the ________ and the ________ to perform the sales task.

Accepted Answer

A)  size of the salesforce;financial outlay
B)  complexity of the product;amount of sales training
C)  amount of selling done;amount of creativity required
D)  amount of creativity;amount of sales training
E)  complexity of the product;financial outlayF) A) and B)
G) B) and D)

Question 10

The primary responsibility of order takers is to

Accepted Answer

A)  "preach" the benefits of a new product or service to a customer rather than close the sale.
B)  build market share in a sales territory.
C)  convince a customer from a competitor to switch to the firm's product or brand.
D)  preserve ongoing relationships with existing customers and maintain sales.
E)  create a sense of goodwill not only to the brand but also to the entire product mix of the firm.F) A) and C)
G) A) and B)

Question 11

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.F) C) and D)
G) All of the above

Question 12

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)  salesforce planF) C) and D)
G) A) and B)

Question 13

"Everyone lives by selling something" was an observation made by

Accepted Answer

A)  Steve Jobs.
B)  Ralph Waldo Emerson.
C)  Donald Trump.
D)  Robert Louis Stevenson.
E)  Lindsey Smith.F) B) and C)
G) None of the above

Question 14

All of the following are output-related sales objectives except which?

Accepted Answer

A)  unit sales
B)  profit
C)  number of new customers
D)  number of sales calls
E)  dollar salesF) A) and E)
G) None of the above

Question 15

Which of the following statements should a salesperson use as a denial response to a prospect's objection?

Accepted Answer

A)  "I think I might be able to explain that better to you after showing you this diagram."
B)  "Yes,you're right,it is lighter,but that is done intentionally to make your work easier."
C)  "That's true.It does have a shorter shelf life,but that really hasn't been a problem.It is so popular it never stays on the shelf that long anyway."
D)  "Where did you hear that? Your source must have erroneous information."
E)  "As I was saying…."F) None of the above
G) C) and D)

Question 16

When using an account management policy grid,an account would receive a high level of sales calls if the account opportunity level assessment is

Accepted Answer

A)  high and the sales organization has a weak competitive position.
B)  low and the sales organization has a strong competitive position.
C)  high and there is a likelihood that a strong competitive position can be achieved.
D)  low and the sales organization has a low competitive position.
E)  high and the sales organization has strong competitive position.F) D) and E)
G) A) and D)

Question 17

Norma Adler works for Tyco Healthcare.Her job is to visit hospitals and meet with staff to explain the equipment that Tyco manufactures for use in operating rooms.Although Adler is part of her company's salesforce,she does not directly solicit orders.Adler is what type of salesperson?

Accepted Answer

A)  an inside order taker
B)  an outside order getter
C)  a missionary salesperson
D)  a sales engineer
E)  a sales team coordinatorF) B) and E)
G) None of the above

Question 18

What would most likely occur at the preapproach stage in a business selling situation?

Accepted Answer

A)  The order getter would make initial contact with the order taker.
B)  The search for and qualification of prospects would begin.
C)  The initial meeting would transpire and business would be concluded.
D)  A decision would be made concerning whether the sale would be a straight rebuy,a modified rebuy,or a new buy.
E)  The prospect's buying role,important buying criteria,and receptivity to a presentation would be determined.F) D) and E)
G) C) and D)

Question 19

Which of the following statements regarding the preapproach stage with respect to international selling is most accurate?

Accepted Answer

A)  The preapproach protocol is standardized in most areas of the world.
B)  The preapproach stage is shorter and less intensive abroad than with domestic consumers.
C)  Customs are very important in dictating appropriate protocol.
D)  In most cases,the buyer rather than the seller initiates the contact between seller and buyer internationally.
E)  Pricing or price ranges are presented to the customer in order to determine if the customer is a qualified lead in most countries.F) A) and B)
G) B) and C)

Question 20

A Frito-Lay salesperson who is taking inventory of available Doritos and Tostitos products at a supermarket is considered an

Accepted Answer

A)  inside order taker.
B)  interactive order taker.
C)  outside order taker.
D)  inventory clerk.
E)  outside order getter.F) A) and E)
G) A) and C)

Exam 20: Personal Selling and Sales Management

Norma Adler works for Tyco Healthcare.Her job is to visit hospitals and meet with staff to explain the equipment that Tyco manufactures for use in operating rooms.Although Adler is part of her company's salesforce,she does not directly solicit orders.Adler is what type of salesperson?

Correct Answer
verified

In the ________ stage of the personal selling process,the cultural setting is very important for international sales.

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

Federal regulations contain provisions that allow consumers to avoid being called at any time through the ________ and impose fines for violations.

Correct Answer
verified

A sales organization practice whereby a different salesforce calls on each separate type of buyer or market channel is referred to as a

Correct Answer
verified

What would most likely occur at the preapproach stage in a business selling situation?

Correct Answer
verified

One type of sales objective is ________,which is typically specific for each salesperson and includes his or her product knowledge,customer service,and selling and communication skills.

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

All of the following tactics are used to generate leads except which?

Correct Answer
verified

Which of the following statements regarding the preapproach stage with respect to international selling is most accurate?

Correct Answer
verified

All of the following are output-related sales objectives except which?

Correct Answer
verified

The primary responsibility of order takers is to

Correct Answer
verified

When using an account management policy grid,an account would receive a high level of sales calls if the account opportunity level assessment is

Correct Answer
verified

Correct Answer
verified

Which of the following statements should a salesperson use as a denial response to a prospect's objection?

Correct Answer
verified

"Everyone lives by selling something" was an observation made by

Correct Answer
verified

Personal selling assumes many forms based on the and the to perform the sales task.

Correct Answer
verified

What assumption does the stimulus-response presentation format make?

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

A Frito-Lay salesperson who is taking inventory of available Doritos and Tostitos products at a supermarket is considered an

Correct Answer
verified

The sales process at Xerox typically follows the six stages of the personal selling process.During the first stage,Xerox identifies potential clients through

Correct Answer
verified

Exam 20: Personal Selling and Sales Management

Norma Adler works for Tyco Healthcare.Her job is to visit hospitals and meet with staff to explain the equipment that Tyco manufactures for use in operating rooms.Although Adler is part of her company's salesforce,she does not directly solicit orders.Adler is what type of salesperson?

Correct AnswerverifiedShow Answer

In the ________ stage of the personal selling process,the cultural setting is very important for international sales.

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

Federal regulations contain provisions that allow consumers to avoid being called at any time through the ________ and impose fines for violations.

Correct AnswerverifiedShow Answer

A sales organization practice whereby a different salesforce calls on each separate type of buyer or market channel is referred to as a

Correct AnswerverifiedShow Answer

What would most likely occur at the preapproach stage in a business selling situation?

Correct AnswerverifiedShow Answer

One type of sales objective is ________,which is typically specific for each salesperson and includes his or her product knowledge,customer service,and selling and communication skills.

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

All of the following tactics are used to generate leads except which?

Correct AnswerverifiedShow Answer

Which of the following statements regarding the preapproach stage with respect to international selling is most accurate?

Correct AnswerverifiedShow Answer

All of the following are output-related sales objectives except which?

Correct AnswerverifiedShow Answer

The primary responsibility of order takers is to

Correct AnswerverifiedShow Answer

When using an account management policy grid,an account would receive a high level of sales calls if the account opportunity level assessment is

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which of the following statements should a salesperson use as a denial response to a prospect's objection?

Correct AnswerverifiedShow Answer

"Everyone lives by selling something" was an observation made by

Correct AnswerverifiedShow Answer

Personal selling assumes many forms based on the ________ and the ________ to perform the sales task.

Correct AnswerverifiedShow Answer

What assumption does the stimulus-response presentation format make?

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

A Frito-Lay salesperson who is taking inventory of available Doritos and Tostitos products at a supermarket is considered an

Correct AnswerverifiedShow Answer

The sales process at Xerox typically follows the six stages of the personal selling process.During the first stage,Xerox identifies potential clients through

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
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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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Correct Answer
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Correct Answer
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Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Personal selling assumes many forms based on the and the to perform the sales task.

Correct Answer
verified

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

Correct Answer
verified

Correct Answer
verified