Question 1

A sales quota contains goals, such as sales produced, accounts generated, profit achieved, or

Accepted Answer

A)  sales of specific products.
B)  new clients contacted.
C)  reports filed.
D)  complaints received.
E)  customer enquiries.F) A) and E)
G) C) and D)

Question 2

Explain the difference between relationship selling and partnership selling.

Accepted Answer

Relationship selling is the practice of ...

Question 3

The sales process at Xerox typically follows the six stages of the personal selling process. During the fourth stage, as the presentation begins, the salesperson

Accepted Answer

A)  explains why competitor's products are inferior.
B)  summarizes relevant information about potential solutions.
C)  requests a meeting with the company gatekeeper.
D)  requests a meeting with the official buyer to determine the possibility of a sale.
E)  gets a signed document or confirmation of the saleF) B) and C)
G) A) and D)

Question 4

There are six commonly used techniques to deal with objections: __________; agree and neutralize; accept the objection; denial; and ignore the objection.

Accepted Answer

A)  redirect the conversation
B)  defer to a supervisor
C)  probe by asking additional questions
D)  distract by identifying competitor shortcomings
E)  acknowledge and convert the objectionF) A) and E)
G) A) and C)

Question 5

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

Accepted Answer

A)  The order getter would make initial contact with the order taker.
B)  The search for and qualification of prospects would begin.
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) B) and E)
G) B) and D)

Question 6

Salespeople called outside order takers visit customers and __________.

Accepted Answer

A)  solve most of the technical problems
B)  sell products tailored to the needs
C)  help design the product displays
D)  train the personnel management
E)  replenish inventory stocks of resellersF) All of the above
G) D) and E)

Question 7

Personal selling serves three major roles in a firm's overall marketing effort. Salespeople: (1)  are the critical link between a firm and its customers; (2)  are the company in consumers' eyes; and (3)

Accepted Answer

A)  play a key role in research and development.
B)  are the ultimate channel of distribution.
C)  provide the most valuable resource for segmenting and selecting target markets.
D)  are one of many people in a firm that contacts potential customers.
E)  may play a dominant role in a firm's marketing program.F) B) and D)
G) D) and E)

Question 8

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

Accepted Answer

A)  territorial organization
B)  customer organization
C)  product organization
D)  geographical organization
E)  multi-level marketing organizationF) B) and E)
G) A) and B)

Question 9

One of the most crucial tasks of sales management is __________; it begins with a carefully crafted job analysis.

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 salespeopleF) B) and C)
G) C) and E)

Question 10

Harry goes to the local Staples store to purchase a laptop computer. He asks many questions to the salesclerk, compares various models on display, and decides on the Sony Vaio. The salesperson then recommends to Harry that he should purchase an extended warranty service contract for the computer. This is an example of

Accepted Answer

A)  inquiry selling.
B)  formula selling.
C)  method selling.
D)  suggestive selling.
E)  need-satisfaction selling.F) A) and B)
G) B) and E)

Question 11

At the end of her sales presentation, the salesperson asks, "Do you want to make monthly payments of $75 with a 10 percent down payment or will you be writing a check for the full amount today?" She has just made a(n)  __________.

Accepted Answer

A)  assumptive close
B)  consultative close
C)  proactive close
D)  urgency close
E)  adaptive closeF) A) and B)
G) C) and D)

Question 12

Research indicates that there are four key factors involved with salesforce motivation: (1)  a clear job description; (2)  __________; (3)  a personal need for achievement; and (4)  proper compensation, incentives, or rewards.

Accepted Answer

A)  an opportunity for professional growth
B)  a moderate degree of competitive spirit within a team
C)  effective sales management practices
D)  constructive criticism
E)  adequate time for bookkeeping and paperworkF) A) and C)
G) A) and B)

Question 13

Formulating the sales plan involves three tasks: (1)  setting objectives; (2)  organizing the salesforce; and (3)  __________.

Accepted Answer

A)  hiring sales reps
B)  developing the marketing plan
C)  establishing the budget
D)  developing account management policies
E)  identifying qualified leadsF) C) and D)
G) B) and D)

Question 14

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)  close
E)  follow-upF) B) and D)
G) B) and C)

Question 15

It is estimated that the average cost of a single field sales call on a business customer is about __________, factoring in salespeople compensation, benefits, and travel-and-entertainment expenses.

Accepted Answer

A)  $150
B)  $250
C)  $300
D)  $350
E)  $400F) A) and B)
G) B) and E)

Question 16

There are three major tasks involved in the implementation stage of the sales management process: salesforce recruitment and selection; __________; and salesforce motivation and compensation.

Accepted Answer

A)  setting sales objectives
B)  salesforce training
C)  salesforce evaluation
D)  assignment of territories and/or accounts
E)  developing account management policiesF) All of the above
G) B) and C)

Question 17

The three major tasks involved in the implementation stage of the sales management process are: salesforce recruitment and selection; salesforce training; and __________.

Accepted Answer

A)  setting sales objectives
B)  developing account management policies
C)  salesforce motivation and compensation
D)  salesforce evaluation
E)  assignment of territories and/or accountsF) B) and D)
G) C) and D)

Question 18

Personal selling assumes many forms based on the __________ and the __________ to perform the sales task.

Accepted Answer

A)  size of the salesforce; financial outlay
B)  complexity of the product; amount of sales training
C)  amount of selling done; amount of creativity required
D)  amount of creativity; amount of sales training
E)  complexity of the product; financial outlayF) B) and C)
G) None of the above

Question 19

The tasks involved in managing personal selling include all of the following EXCEPT:

Accepted Answer

A)  selecting salespeople.
B)  evaluating the performance of individual salespeople.
C)  setting sales objectives.
D)  organizing the salesforce.
E)  designing new direct sales promotions to generate new sales.F) C) and D)
G) C) and E)

Question 20

Which form of personal selling has the LOWEST requirement for problem solving?

Accepted Answer

A)  order taker
B)  order getter
C)  sales engineer
D)  missionary salesperson
E)  team sellingF) A) and B)
G) B) and D)

Exam 17: Personal Selling and Sales Management

Correct Answer
verified

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

Correct Answer
verified

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 Answer
verified

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

Correct Answer
verified

The sales process at Xerox typically follows the six stages of the personal selling process. During the fourth stage, as the presentation begins, the salesperson

Correct Answer
verified

Which form of personal selling has the LOWEST requirement for problem solving?

Correct Answer
verified

There are three major tasks involved in the implementation stage of the sales management process: salesforce recruitment and selection; __________; and salesforce motivation and compensation.

Correct Answer
verified

Personal selling assumes many forms based on the and the to perform the sales task.

Correct Answer
verified

Salespeople called outside order takers visit customers and __________.

Correct Answer
verified

At the end of her sales presentation, the salesperson asks, "Do you want to make monthly payments of $75 with a 10 percent down payment or will you be writing a check for the full amount today?" She has just made a(n) __________.

Correct Answer
verified

Personal selling serves three major roles in a firm's overall marketing effort. Salespeople: (1) are the critical link between a firm and its customers; (2) are the company in consumers' eyes; and (3)

Correct Answer
verified

Formulating the sales plan involves three tasks: (1) setting objectives; (2) organizing the salesforce; and (3) __________.

Correct Answer
verified

Explain the difference between relationship selling and partnership selling.

Correct Answer
verified
Relationship selling is the practice of ...
View Answer

One of the most crucial tasks of sales management is __________; it begins with a carefully crafted job analysis.

Correct Answer
verified

It is estimated that the average cost of a single field sales call on a business customer is about __________, factoring in salespeople compensation, benefits, and travel-and-entertainment expenses.

Correct Answer
verified

The three major tasks involved in the implementation stage of the sales management process are: salesforce recruitment and selection; salesforce training; and __________.

Correct Answer
verified

There are six commonly used techniques to deal with objections: __________; agree and neutralize; accept the objection; denial; and ignore the objection.

Correct Answer
verified

The tasks involved in managing personal selling include all of the following EXCEPT:

Correct Answer
verified

A sales quota contains goals, such as sales produced, accounts generated, profit achieved, or

Correct Answer
verified

Research indicates that there are four key factors involved with salesforce motivation: (1) a clear job description; (2) __________; (3) a personal need for achievement; and (4) proper compensation, incentives, or rewards.

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

Correct AnswerverifiedShow Answer

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

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

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

Correct AnswerverifiedShow Answer

The sales process at Xerox typically follows the six stages of the personal selling process. During the fourth stage, as the presentation begins, the salesperson

Correct AnswerverifiedShow Answer

Which form of personal selling has the LOWEST requirement for problem solving?

Correct AnswerverifiedShow Answer

There are three major tasks involved in the implementation stage of the sales management process: salesforce recruitment and selection; __________; and salesforce motivation and compensation.

Correct AnswerverifiedShow Answer

Personal selling assumes many forms based on the __________ and the __________ to perform the sales task.

Correct AnswerverifiedShow Answer

Salespeople called outside order takers visit customers and __________.

Correct AnswerverifiedShow Answer

At the end of her sales presentation, the salesperson asks, "Do you want to make monthly payments of $75 with a 10 percent down payment or will you be writing a check for the full amount today?" She has just made a(n) __________.

Correct AnswerverifiedShow Answer

Personal selling serves three major roles in a firm's overall marketing effort. Salespeople: (1) are the critical link between a firm and its customers; (2) are the company in consumers' eyes; and (3)

Correct AnswerverifiedShow Answer

Formulating the sales plan involves three tasks: (1) setting objectives; (2) organizing the salesforce; and (3) __________.

Correct AnswerverifiedShow Answer

Explain the difference between relationship selling and partnership selling.

Correct AnswerverifiedRelationship selling is the practice of ...View AnswerShow Answer

One of the most crucial tasks of sales management is __________; it begins with a carefully crafted job analysis.

Correct AnswerverifiedShow Answer

It is estimated that the average cost of a single field sales call on a business customer is about __________, factoring in salespeople compensation, benefits, and travel-and-entertainment expenses.

Correct AnswerverifiedShow Answer

The three major tasks involved in the implementation stage of the sales management process are: salesforce recruitment and selection; salesforce training; and __________.

Correct AnswerverifiedShow Answer

There are six commonly used techniques to deal with objections: __________; agree and neutralize; accept the objection; denial; and ignore the objection.

Correct AnswerverifiedShow Answer

The tasks involved in managing personal selling include all of the following EXCEPT:

Correct AnswerverifiedShow Answer

A sales quota contains goals, such as sales produced, accounts generated, profit achieved, or

Correct AnswerverifiedShow Answer

Research indicates that there are four key factors involved with salesforce motivation: (1) a clear job description; (2) __________; (3) a personal need for achievement; and (4) proper compensation, incentives, or rewards.

Correct AnswerverifiedShow Answer

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verified

Personal selling assumes many forms based on the and the to perform the sales task.

Correct Answer
verified

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Correct Answer
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Correct Answer
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Correct Answer
verified
Relationship selling is the practice of ...
View Answer

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Correct Answer
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