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Exam 19: Personal Selling and Sales Management

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Question 71

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Trent is creating a sales force for his new hydrogen-powered vehicles company. What questions will Trent will need to address when creating a sales force?

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Trent will first need to address the que...

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Question 72

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You are offered a sales position and given a choice of salary plus a small commission or straight commission. What are the advantages and disadvantages of each?

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Salary plus a small commission provides ...

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Question 73

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Chesnee works in the office of a building materials company. One of her jobs is to identify new building projects and to determine who will make the building materials purchase decisions. Chesnee is involved in the _______________ step of the selling process.

Bridgette went to Gap ready to buy a new blouse, but was not sure which color or style she wanted. The sales representative sensing Bridgette's buying mode, most likely began with the __________ stage of the selling process.

Fred sells health insurance packages for small businesses. He has been given the names of ten new businesses in his town. During the qualifying leads stage of the selling process, Fred will likely try to assess which of the ten businesses

Fred really wanted the sales position and he was qualified, but the hiring manager didn't think men could sell hair products, so she decided to hire a less-qualified woman instead. Is this legal?

Bhakti was recently promoted to a sales management position. She had been an effective representative, but her strengths and educational background were in management. She was about to begin her first salesperson recruitment campaign. The most important thing Bhakti can do to ensure that she recruits the right people is to

Several personal traits are listed in the text as being important for successful sales careers. Harvey is a go-getter. He gets up early every morning to check his schedule and arrives at appointments early so he can get in the right frame of mind. Which of the traits listed in the text does Harvey exhibit?

Regarding ethical issues, the most important thing a company can do is to have written formal guidelines for common ethical situations.

Which of the following is NOT one of the steps in the personal selling process?

Getting a commitment from the customer to purchase your product is also known as

Experts estimate that the average cost of a single B2B sales call is about

Monica works as a salesperson in a retail clothing store. Of the five stages in the selling process, Monica is least likely to engage in

Describe the objective and subjective ways that can be used to evaluate a salesperson's performance. When should each be used?

One of the advantages of personal selling over other types of marketing communication is that

__________ is a sales philosophy and process that emphasizes a commitment to maintaining and investing in long-term, mutually beneficial business relationships.

When Motorola first entered the Mexican marketplace, the company wanted direct control of salespeople in major urban markets but was not as concerned about control in less populated areas of the country. Motorola probably used _____________ in major urban areas and ______________ in less populated areas of Mexico.

What is the difference between an order getter and an order taker?

Telemarketing and cold calls have become less popular as sales tools because of all of the following reasons EXCEPT

Mary visited an office building and went door to door to hand out business cards and sell office products. Mary was making cold calls.