Question 1

A selling format that emphasizes probing and listening by salespeople to identify what prospective buyers are interested in, want, and need is referred to as a __________.

Accepted Answer

A)  formula selling presentation
B)  stimulus-response presentation
C)  need-satisfaction presentation
D)  modified rebuy presentation
E)  straight rebuy presentationF) None of the above
G) B) and E)

Question 2

Discuss the presentation stage of the order-getting process.In answering include the objective and list the three major presentation formats.

Accepted Answer

The presentation stage is at the core of...

Question 3

proper compensation, incentives, or rewards.

Accepted Answer

A)  a clear job description
B)  constructive criticism not just praise
C)  an opportunity for professional growth
D)  adequate time for bookkeeping and paperwork
E)  a moderate degree of competitive spirit within a teamF) D) and E)
G) A) and E)

Question 4

Personal selling serves three major roles in a firm's overall marketing effort: they are the critical link between a firm and its customers; __________; and salespeople may play a dominant role in a firm's marketing program.

Accepted Answer

A)  salespeople play a key role in research and development
B)  salespeople are the company in a consumer's eyes
C)  salespeople play a dominant role in implementing an organization's pull strategy
D)  salespeople provide the most valuable resource for segmenting and selecting target markets
E)  salespeople may play a key role in a firm's industrial classification based upon their education and trainingF) C) and D)
G) C) and E)

Question 5

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 is referred to as

Accepted Answer

A)  sales management.
B)  personal selling.
C)  sales promotion.
D)  transformational selling.
E)  marketing management.F) C) and E)
G) A) and C)

Question 6

List the four things that research suggests will produce a motivated salesperson.

Accepted Answer

A sales plan cannot be successfully impl...

Question 7

Selling objectives can be __________ related and focus on dollar or unit sales volume, number of new customers added, and profit.Alternatively, they can be __________ related and emphasize the number of sales calls and selling expenses.

Accepted Answer

A)  input; output
B)  output; input
C)  profit; performance
D)  revenue; customer
E)  short-term; long-termF) B) and E)
G) C) and D)

Question 8

FedEx uses sales personnel, carrier management specialists, and engineering and administrative executives who continually find ways to improve the technology of shipping goods across town and around the world.This type of sales approach is called __________.

Accepted Answer

A)  team selling
B)  formula selling
C)  adaptive selling
D)  personal selling
E)  missionary sellingF) A) and D)
G) C) and E)

Question 9

During the __________ stage of personal selling, a salesperson would learn if her prospect liked to talk about sports before getting down to business or preferred to waste no time with idle chatter.

Accepted Answer

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

Question 10

The name of a person who may be a possible customer is referred to as a __________.

Accepted Answer

A)  lead
B)  hot lead
C)  cold call
D)  prospect
E)  qualified prospectF) A) and B)
G) A) and E)

Question 11

At the __________ stage in the personal selling process, a salesperson begins converting a prospect into a customer by creating a desire for the product or service he or she is selling.

Accepted Answer

A)  preapproach
B)  approach
C)  presentation
D)  follow-up
E)  closeF) C) and D)
G) B) and C)

Question 12

One of the most crucial tasks of sales management is

Accepted Answer

A)  salesforce evaluation
B)  setting sales objectives
C)  developing account management policies
D)  salesforce motivation and compensation
E)  effective recruitment and selection of salespeople.F) A) and E)
G) B) and E)

Question 13

What are the three major roles of personal selling in a firm's overall marketing effort?

Accepted Answer

Personal selling serves three major role...

Question 14

A geographical sales organization would not be the best structure if

Accepted Answer

A)  a firm were trying to minimize travel time.
B)  a firm were trying to reduce duplication of selling effort.
C)  a firm's products or customers required specialized knowledge.
D)  specific knowledge is required to sell certain types of products.
E)  there is a need to increase the number of salespersons in the salesforce.F) C) and D)
G) B) and D)

Question 15

Which of the following statements describes the major difference between a prospect and a qualified prospect?

Accepted Answer

A)  Prospects are more likely than qualified prospects to become customers.
B)  During the sales presentation, prospects are more likely to raise objections than qualified prospects.
C)  There are generally more qualified prospects than prospects.
D)  Qualified prospects have not only the need or desire for your product, but they have the ability and authority to purchase it.
E)  The only difference between a prospect and a qualified prospect is that a qualified prospect has purchased your product in the past, and a prospect has not.F) C) and E)
G) A) and B)

Question 16

When a salesperson in the computer store asks, "Will that be a charge or cash?" he has executed which stage of the selling process?

Accepted Answer

A)  approach
B)  presentation
C)  handling objections
D)  trial close
E)  follow-upF) C) and D)
G) A) and D)

Question 17

Job analysis refers to

Accepted Answer

A)  a thorough evaluation of a salesperson's performance based upon both in-put and output objectives.
B)  a detailed assessment to determine what occurred (and at which stage in the process)  that prevented a qualified lead from converting to a sale.
C)  a study of a particular sales position, including how the job is to be performed and the tasks that make up the job.
D)  a protocol used to assign relative weights to various aspects of selling in order to create an individualized compensation plan.
E)  a performance contract used to evaluate the performance not only of a single salesforce member, but of the entire salesforce team.F) A) and E)
G) B) and C)

Question 18

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

Accepted Answer

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

Question 19

The practice of using team selling to focus on important customers so as to build mutually beneficial, long-term, cooperative relationships is called

Accepted Answer

A)  exclusive account management.
B)  unique accounting management.
C)  specialty account management.
D)  major account management.
E)  single account management.F) B) and C)
G) B) and E)

Question 20

Inside order takers are also referred to as __________.

Accepted Answer

A)  managers
B)  directors
C)  missionaries
D)  salesclerks
E)  go-gettersF) B) and D)
G) B) and C)

Exam 17: Personal Selling and Sales Management

Which of the following statements describes the major difference between a prospect and a qualified prospect?

Correct AnswerverifiedShow Answer

List the four things that research suggests will produce a motivated salesperson.

Correct AnswerverifiedA sales plan cannot be successfully impl...View AnswerShow Answer

What are the three major roles of personal selling in a firm's overall marketing effort?

Correct AnswerverifiedPersonal selling serves three major role...View AnswerShow Answer

proper compensation, incentives, or rewards.

Correct AnswerverifiedShow Answer

Job analysis refers to

Correct AnswerverifiedShow Answer

Selling objectives can be __________ related and focus on dollar or unit sales volume, number of new customers added, and profit.Alternatively, they can be __________ related and emphasize the number of sales calls and selling expenses.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Discuss the presentation stage of the order-getting process.In answering include the objective and list the three major presentation formats.

Correct AnswerverifiedThe presentation stage is at the core of...View AnswerShow Answer

Inside order takers are also referred to as __________.

Correct AnswerverifiedShow Answer

Personal selling serves three major roles in a firm's overall marketing effort: they are the critical link between a firm and its customers; __________; and salespeople may play a dominant role in a firm's marketing program.

Correct AnswerverifiedShow Answer

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 is referred to as

Correct AnswerverifiedShow Answer

The practice of using team selling to focus on important customers so as to build mutually beneficial, long-term, cooperative relationships is called

Correct AnswerverifiedShow Answer

One of the most crucial tasks of sales management is

Correct AnswerverifiedShow Answer

A selling format that emphasizes probing and listening by salespeople to identify what prospective buyers are interested in, want, and need is referred to as a __________.

Correct AnswerverifiedShow Answer

When a salesperson in the computer store asks, "Will that be a charge or cash?" he has executed which stage of the selling process?

Correct AnswerverifiedShow Answer

During the __________ stage of personal selling, a salesperson would learn if her prospect liked to talk about sports before getting down to business or preferred to waste no time with idle chatter.

Correct AnswerverifiedShow Answer

FedEx uses sales personnel, carrier management specialists, and engineering and administrative executives who continually find ways to improve the technology of shipping goods across town and around the world.This type of sales approach is called __________.

Correct AnswerverifiedShow Answer

A geographical sales organization would not be the best structure if

Correct AnswerverifiedShow Answer

At the __________ stage in the personal selling process, a salesperson begins converting a prospect into a customer by creating a desire for the product or service he or she is selling.

Correct AnswerverifiedShow Answer

The name of a person who may be a possible customer is referred to as a __________.

Correct AnswerverifiedShow Answer

Correct Answer
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A sales plan cannot be successfully impl...
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Correct Answer
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Personal selling serves three major role...
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Correct Answer
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Selling objectives can be related and focus on dollar or unit sales volume, number of new customers added, and profit.Alternatively, they can be related and emphasize the number of sales calls and selling expenses.

Correct Answer
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Correct Answer
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The presentation stage is at the core of...
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