Question 1

Xerox organizes their sales organization by:

Accepted Answer

A)  geographies
B)  products
C)  customers
D)  technologiesE) A) and B)
F) None of the above

Question 2

Seminar selling is a method of personal selling in which:

Accepted Answer

A)  the company invests time in the 80 percent of its customers that make up 20 percent of its sales to try to increase its market share.
B)  a group of the organization's resource people conducts a product demonstration and training seminar for all major customers.
C)  salespeople and other company resource people meet with buyers to discuss problems and opportunities.
D)  a company sales team conducts an educational program for a customer's technical staff to describe state-of-the-art developments.E) B) and C)
F) A) and B)

Question 3

CitiBank pays to have a business reply card bound into magazines adjacent to its advertisement.The ad asks people to return the card for more information on how a person can apply for a credit card.CitiBank is engaging in:

Accepted Answer

A)  cold-canvassing.
B)  order taking.
C)  sales follow-up.
D)  prospecting.E) A) and B)
F) B) and D)

Question 4

Who is likely to deliver 10 cases of Diet Pepsi to a Mack's Milk store when they see they are running low?

Accepted Answer

A)  delivery person
B)  outside order taker
C)  external order taker
D)  internal order takerE) B) and D)
F) A) and B)

Question 5

Rona,Home Depot,and Canadian Tire are considered major accounts of Char-Broil BBQs.As such,they dedicate a specific person to each one of these clients,as opposed to one for all three.This approach is referred to as:

Accepted Answer

A)  Relationship marketing
B)  Relationship selling
C)  Customer account management
D)  Key account managementE) B) and C)
F) C) and D)

Question 6

Which of the following statements about order getters is true?

Accepted Answer

A)  Order getters often replenish a retailer's inventories.
B)  Order getters handle orders obtained on inbound telemarketing.
C)  Order getters require considerable product knowledge.
D)  Order getters typically process reorders for products already sold by the company.E) A) and B)
F) None of the above

Question 7

Which sales strategy is likely to be used to inform physicians at their clinics to recommend a new form of antibiotic for viruses?

Accepted Answer

A)  Inside order takers
B)  Outside order getters
C)  Missionary salespeople
D)  Sales engineersE) A) and B)
F) A) and C)

Question 8

Linda Hatherly is a Senior Learning Solutions Consultant for McGraw-Hill Ryerson.She sells textbooks to professors and instructors of post-secondary institutions.When it comes to her job,Linda does all of the following except:

Accepted Answer

A)  gather and analyze information on the market, customers, and competitors
B)  create and execute solutions that enhance relationships with existing and potential customers
C)  provide training and demonstrations
D)  tells professors which books they should be using for their courses.E) None of the above
F) C) and D)

Question 9

Personal selling serves _____ major role(s) in a firm's overall marketing effort.

Accepted Answer

A)  one
B)  two
C)  three
D)  fourE) A) and B)
F) A) and C)

Question 10

Tweeting free information and links to free resources is a great way for salespeople to:

Accepted Answer

A)  gain recognition from future clients
B)  immediately secure leads
C)  line up presentations
D)  skip the assumptive close stepE) None of the above
F) All of the above

Question 11

Which process consists of the following six stages: prospecting,preapproach,approach,presentation,close,and follow-up?

Accepted Answer

A)  The product marketing process
B)  The strategic marketing process
C)  The personal selling process
D)  The consumer purchase decision processE) B) and D)
F) All of the above

Question 12

Many retail clerks are:

Accepted Answer

A)  outside order takers
B)  order getters
C)  inside order takers
D)  sales engineersE) None of the above
F) B) and C)

Question 13

As the sales manager,you tell your team: "Folks,this year's goal is $5 million in new business." The sales manager is:

Accepted Answer

A)  hiring sales reps
B)  developing the marketing plan
C)  establishing the budget
D)  setting objectivesE) B) and C)
F) A) and D)

Question 14

Quantitative assessments of sales performance may be based on input-related objectives set forth in the sales plan,such as those involving:

Accepted Answer

A)  number of new accounts generated.
B)  selling expenses.
C)  orders produced compared with sale calls made.
D)  sales produceD.E) C) and D)
F) A) and C)

Question 15

Essentially,the statement: "Would you like fries with that?" is called a:

Accepted Answer

A)  stimulus-response presentation.
B)  straight rebuy pitch.
C)  canned sales presentation.
D)  regulated sales format.E) A) and B)
F) A) and C)

Question 16

Which of the following is NOT a sales manager's task in the implementation stage of the sales management process?

Accepted Answer

A)  salesforce organization
B)  salesforce recruitment
C)  salesforce training
D)  salesforce motivationE) A) and B)
F) C) and D)

Question 17

A selling format that assumes a presentation consists of information that must be provided in an accurate,thorough,and step-by-step manner to inform the prospect is called a:

Accepted Answer

A)  formula selling presentation.
B)  stimulus-response presentation.
C)  needs-satisfaction presentation.
D)  hard sell.E) None of the above
F) All of the above

Question 18

Cisco often joins forces with their clients to develop and offer customized IT equipment that meet the needs of that client.This is an example of:

Accepted Answer

A)  channel selling
B)  cross-functional selling
C)  partnership selling
D)  seminar sellingE) A) and D)
F) All of the above

Question 19

All of the following statements about cold canvassing are true,except:

Accepted Answer

A)  The Canadian government has attempted to closely regulate cold canvassing.
B)  Most Canadian consumers consider cold canvassing a welcome disruption.
C)  The refusal rate is high, but this approach can be successful.
D)  Cold calling is frowned upon in most Asian and Latin American societies.E) A) and D)
F) None of the above

Question 20

Each of the following Canadian companies has initiated some kind of gender-intelligent sales strategy according to the text EXCEPT:

Accepted Answer

A)  RBC Financial Group
B)  Xerox Canada
C)  Toyota Canada
D)  RonaE) B) and C)
F) A) and D)

Exam 18: Personal Selling and Sales Management

Quantitative assessments of sales performance may be based on input-related objectives set forth in the sales plan,such as those involving:

Correct AnswerverifiedShow Answer

Xerox organizes their sales organization by:

Correct AnswerverifiedShow Answer

Which process consists of the following six stages: prospecting,preapproach,approach,presentation,close,and follow-up?

Correct AnswerverifiedShow Answer

Rona,Home Depot,and Canadian Tire are considered major accounts of Char-Broil BBQs.As such,they dedicate a specific person to each one of these clients,as opposed to one for all three.This approach is referred to as:

Correct AnswerverifiedShow Answer

CitiBank pays to have a business reply card bound into magazines adjacent to its advertisement.The ad asks people to return the card for more information on how a person can apply for a credit card.CitiBank is engaging in:

Correct AnswerverifiedShow Answer

Which of the following is NOT a sales manager's task in the implementation stage of the sales management process?

Correct AnswerverifiedShow Answer

Personal selling serves _____ major role(s) in a firm's overall marketing effort.

Correct AnswerverifiedShow Answer

Essentially,the statement: "Would you like fries with that?" is called a:

Correct AnswerverifiedShow Answer

All of the following statements about cold canvassing are true,except:

Correct AnswerverifiedShow Answer

Linda Hatherly is a Senior Learning Solutions Consultant for McGraw-Hill Ryerson.She sells textbooks to professors and instructors of post-secondary institutions.When it comes to her job,Linda does all of the following except:

Correct AnswerverifiedShow Answer

Tweeting free information and links to free resources is a great way for salespeople to:

Correct AnswerverifiedShow Answer

Many retail clerks are:

Correct AnswerverifiedShow Answer

A selling format that assumes a presentation consists of information that must be provided in an accurate,thorough,and step-by-step manner to inform the prospect is called a:

Correct AnswerverifiedShow Answer

Who is likely to deliver 10 cases of Diet Pepsi to a Mack's Milk store when they see they are running low?

Correct AnswerverifiedShow Answer

Seminar selling is a method of personal selling in which:

Correct AnswerverifiedShow Answer

Which of the following statements about order getters is true?

Correct AnswerverifiedShow Answer

As the sales manager,you tell your team: "Folks,this year's goal is $5 million in new business." The sales manager is:

Correct AnswerverifiedShow Answer

Cisco often joins forces with their clients to develop and offer customized IT equipment that meet the needs of that client.This is an example of:

Correct AnswerverifiedShow Answer

Which sales strategy is likely to be used to inform physicians at their clinics to recommend a new form of antibiotic for viruses?

Correct AnswerverifiedShow Answer

Each of the following Canadian companies has initiated some kind of gender-intelligent sales strategy according to the text EXCEPT:

Correct AnswerverifiedShow Answer

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