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A salesperson who processes routine orders or reorders for products that were already sold by the company is referred to as


A) an order getter.
B) a missionary salesperson.
C) an order taker.
D) a sales engineer.
E) an order processor.

F) D) and E)
G) B) and C)

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The closing stage in the selling process includes identifying telltale signals indicating a readiness to buy including


A) body language, statements, and questions.
B) questions, financial negotiation, and counteroffers.
C) negotiations, questions, and requests for assurance.
D) eye contact, body language, and requests for assurance.
E) questions, statements, and financial negotiations.

F) B) and E)
G) C) and E)

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Alice Faulkner is a professional salesperson.She earns her living by selling advertising for The New York Times newspaper.In addition to selling advertising to her regular accounts,Faulkner is responsible for generating new advertising accounts for the newspaper.In order to fulfill her responsibilities,Faulkner works hard to make sure the potential customers she sells to are qualified prospects.How can Faulkner know if the prospects she is selling to are in fact qualified prospects?


A) Qualified prospects have heard of and now have an interest in buying advertising in the newspaper.
B) Qualified prospects are part of an industry that buys advertising in the newspaper.
C) Qualified prospects have a need for the advertising, can afford to buy it, and have the authority to make the purchase decision.
D) Qualified prospects will participate in the decision to buy the advertising as part of a cross-functional team.
E) Qualified prospects read the newspaper daily and recognize that it is a good advertising medium.

F) B) and E)
G) All of the above

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Information from a __________ is used to write a job description.


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

F) B) and D)
G) A) and D)

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Doug Ames sells Mercedes-Benz automobiles.While making his sales presentation to a newly qualified prospect,the prospect said,"Doug,I would really like to buy the car,but you know,the price of the automobile is just too high." In order to answer the prospect's objection,Ames responded,"Sir,you are correct.The price of the Mercedes-Benz automobile is high because of what you are getting for that price." Ames then proceeded to describe the quality of the materials used in the car,the high resale value of the car,and the dependability and prestige associated with the Mercedes-Benz brand.What technique did Ames use to handle the prospect's objection?


A) the postpone technique
B) the agree and neutralize technique
C) the denial technique
D) the accept the objection technique
E) the acknowledge and convert technique

F) A) and B)
G) A) and E)

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A formula selling presentation is a format that


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.

F) A) and C)
G) A) and E)

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When specific knowledge is required to sell certain types of products or services,then a _________ is used.


A) territorial sales organization
B) customer sales organization
C) product sales organization
D) geographical sales organization
E) multilevel marketing sales organization

F) D) and E)
G) C) and D)

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All of the following are sales presentation formats except which?


A) cold calling format
B) canned sales format
C) formula selling format
D) need-satisfaction format
E) adaptive selling format

F) A) and B)
G) C) and D)

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Advertising with a coupon,using a toll-free number,exhibiting at trade shows,using email,and making cold calls are all activities that would take place during the __________ stage of the personal selling process.


A) data mining
B) preapproach
C) approach
D) presentation
E) prospecting

F) A) and E)
G) A) and B)

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With a __________,a salesperson is paid a fixed fee per week,month,or year.


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

F) None of the above
G) B) and E)

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Sales management refers to


A) the planning of the selling program and the implementing and evaluating of the personal selling effort of the firm.
B) the process of allocating funds for direct selling.
C) only the recruiting, hiring, and training of a company's sales force.
D) the segmentation and selection of target markets to be addressed by a company's sales force.
E) the two-way flow of communication between a buyer and seller, often in a face-to-face encounter, designed to influence a person's or group's purchase decision.

F) B) and E)
G) B) and D)

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The aptitudes,knowledge,skills,and a variety of behavioral characteristics considered necessary to perform a job successfully are contained in a statement of job


A) credentials.
B) training.
C) education.
D) experience.
E) qualifications.

F) C) and D)
G) A) and D)

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In a __________,the United States,or even the globe,is divided into regions and each region is divided into districts or territories.


A) product/service sales organization
B) customer sales organization
C) geographic sales organization
D) demographic sales organization
E) NAICS sales organization

F) B) and C)
G) B) and D)

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Which type of sales presentation would be best suited for an inexperienced,less knowledgeable salesperson?


A) need-satisfaction presentation
B) stimulus-response presentation
C) cold canvassing
D) canned sales presentation
E) directed selling presentation

F) A) and E)
G) C) and E)

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At which stage in the personal selling process would a salesperson ask the customer whether he or she is satisfied with the product?


A) assumptive close
B) final close
C) urgency close
D) follow-up
E) postpurchase evaluation

F) A) and C)
G) D) and E)

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In personal selling,a trial close refers to


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) committing the prospect quickly by making references to the time limits of the purchase.
D) making an exchange of money or other unit of value.
E) asking the prospect to make choices concerning delivery, warranty, or financing terms.

F) B) and E)
G) A) and B)

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Discuss the ethics of salespeople asking their customers for information about such things as the pricing and promotion strategies of the salesperson's competitors.

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Salespeople are a valuable source of inf...

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Explain what occurs during the closing stage of the selling process and list the three types of close.

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The closing stage in the selling process...

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Suggestive selling is a form of


A) formula selling presentation.
B) stimulus-response presentation.
C) needs-satisfaction presentation.
D) hard sell presentation.
E) formalized sales presentation.

F) None of the above
G) A) and C)

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Sales activities occurring before,during,and after the sale itself,and which consist of six stages,are referred to as


A) the new-product process.
B) the strategic marketing process.
C) the personal selling process.
D) the consumer purchase decision process.
E) relational selling.

F) A) and E)
G) A) and B)

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