Question 1

Sales management refers to

Accepted Answer

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 C)
G) B) and D)

Question 2

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

Accepted Answer

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

Question 3

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

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 planF) A) and B)
G) D) and E)

Question 4

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

Accepted Answer

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

Question 5

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

Accepted Answer

A)   assumptive close
B)   final close
C)   urgency close
D)   follow-up
E)   postpurchase evaluationF) C) and E)
G) B) and D)

Question 6

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

Accepted Answer

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

Question 7

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

Accepted Answer

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 D)
G) C) and E)

Question 8

Suggestive selling is a form of

Accepted Answer

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

Question 9

A formula selling presentation is 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.F) C) and D)
G) A) and D)

Question 10

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

Accepted Answer

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 D)
G) None of the above

Question 11

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

Accepted Answer

Salespeople are a valuable source of inf...

Question 12

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

Accepted Answer

The closing stage in the selling process...

Question 13

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

Accepted Answer

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

Question 14

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?

Accepted Answer

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 techniqueF) D) and E)
G) B) and E)

Question 15

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

Accepted Answer

A)   need-satisfaction presentation
B)   stimulus-response presentation
C)   cold canvassing
D)   canned sales presentation
E)   directed selling presentationF) All of the above
G) B) and C)

Question 16

In personal selling,a trial 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)   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) C) and E)
G) A) and B)

Question 17

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?

Accepted Answer

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) A) and B)
G) C) and E)

Question 18

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.

Accepted Answer

A)   data mining
B)   preapproach
C)   approach
D)   presentation
E)   prospectingF) B) and D)
G) B) and C)

Question 19

All of the following are sales presentation formats except which?

Accepted Answer

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

Question 20

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

Accepted Answer

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

Exam 17: Personal Selling and Sales Management

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

Correct Answer
verified

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

Correct Answer
verified

Correct Answer
verified

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

Correct Answer
verified

Correct Answer
verified

A formula selling presentation is a format that

Correct Answer
verified

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

Correct Answer
verified

All of the following are sales presentation formats except which?

Correct Answer
verified

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.

Correct Answer
verified

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

Correct Answer
verified

Sales management refers to

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

In personal selling,a trial close refers to

Correct Answer
verified

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

Correct Answer
verified
Salespeople are a valuable source of inf...
View Answer

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

Correct Answer
verified
The closing stage in the selling process...
View Answer

Suggestive selling is a form of

Correct Answer
verified

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

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

A formula selling presentation is a format that

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

All of the following are sales presentation formats except which?

Correct AnswerverifiedShow Answer

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.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Sales management refers to

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

In personal selling,a trial close refers to

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedSalespeople are a valuable source of inf...View AnswerShow Answer

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

Correct AnswerverifiedThe closing stage in the selling process...View AnswerShow Answer

Suggestive selling is a form of

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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verified
Salespeople are a valuable source of inf...
View Answer

Correct Answer
verified
The closing stage in the selling process...
View Answer

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