Question 1

There are three key reasons for putting the customer into customer solutions in selling: (1)  considerable time and effort is necessary to fully understand a specific customer's requirements; (2)  effective customer solutions are based on relationships among sellers and buyers; and (3)

Accepted Answer

A)   it is ultimately the customer who converts a lead into a sale.
B)   only the customer knows how much it is willing to pay for any given solution.
C)   consultative selling is central to providing novel solutions for customers, thereby creating value for them.
D)   only the salesperson knows when the solution has finally been found.
E)   customers are better able to articulate their problems and solutions than sellers.F) A) and B)
G) C) and D)

Question 2

Which of these 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 also the ability and authority to purchase it.
E)   A qualified prospect has purchased your product in the past and a prospect has not.F) B) and C)
G) A) and B)

Question 3

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

Question 4

All of these tactics are used to generate leads exceptwhich?

Accepted Answer

A)   cold canvassing
B)   suggestive selling
C)   toll-free numbers
D)   coupons
E)   trade showsF) A) and B)
G) A) and C)

Question 5

The sales manager instructed the salesperson to "make at least 500 customer contacts between January 1 and July 1." The sales manager voiced ________ sales objective.

Accepted Answer

A)   an output-related
B)   an input-related
C)   a behaviorally related
D)   a customer-related
E)   a market-relatedF) All of the above
G) B) and C)

Question 6

Which of these tasks are involved in the sales plan formulation stage of the sales management process?

Accepted Answer

A)   Recruit and select the salesforce, train the salesforce, and compensate the salesforce.
B)   Develop account management policies, implement the account management policies, and evaluate the account management policies.
C)   Set objectives, organize the salesforce, and develop account management policies.
D)   Organize the salesforce, establish quantitative assessment, and implement follow-up.
E)   Organize the salesforce, set motivational sales quotas, and evaluate the individual members of the salesforce.F) A) and B)
G) A) and C)

Question 7

A selling format that assumes that given the appropriate prompts by a salesperson, the prospect will buy is referred to as a

Accepted Answer

A)   formula selling presentation.
B)   stimulus-response presentation.
C)   stimulus-satisfaction presentation.
D)   stimulus-selling presentation.
E)   persuasive sales presentation.F) A) and E)
G) B) and D)

Question 8

Organizing a selling organization includes answering all of these questions except which?

Accepted Answer

A)   Should the firm use independent agents such as manufacturer's representatives?
B)   How many company salespeople should be employed?
C)   Should the salespeople be organized according to geography, customer type, or offering?
D)   Should the firm use its own salesforce?
E)   How should the salesforce be compensated?F) A) and E)
G) D) and E)

Question 9

The use of toll-free telephone numbers that customers call to obtain information about products and make purchases is referred to as

Accepted Answer

A)   inbound telemarketing.
B)   outbound telemarketing.
C)   outbound videoconferencing.
D)   interactive marketing.
E)   multichannel selling.F) A) and B)
G) A) and C)

Question 10

A waitress at a TGI Friday's restaurant uses ________ when she asks a party if they would like another round of drinks.

Accepted Answer

A)   inquiry selling
B)   formula selling
C)   suggestive selling
D)   method selling
E)   a canned sales presentationF) B) and D)
G) A) and E)

Question 11

All of the following are elements in a statement of job qualifications for an order-getting salesperson except which?

Accepted Answer

A)   honesty
B)   the preferred customer type
C)   imagination and problem-solving ability
D)   responsiveness to buyer needs
E)   effective communication and listening skillsF) B) and E)
G) A) and E)

Question 12

Which of these statements could a salesperson use to agree with and neutralize an objection?

Accepted Answer

A)   "I think I might be able to explain that better to you after showing you this diagram."
B)   "Yes, you're right, it is lighter, but that is done intentionally to make your work easier."
C)   "That's true. It does have a shorter shelf life, but that really hasn't been a problem. It is so popular it never stays on the shelf that long anyway."
D)   "Where did you hear that? Your source must have erroneous information."
E)   "As I was saying…."F) A) and C)
G) C) and D)

Question 13

Sales force automation is typically applied to all of these except which?

Accepted Answer

A)   product and sales training
B)   communication between sales managers and salesforce
C)   account development and analysis
D)   proposal generation
E)   order processingF) A) and C)
G) B) and D)

Question 14

ABB is a Swiss-based manufacturer of industrial equipment with annual sales of $30 billion. At one time, its salesforce was organized by product: generators, boilers, transformers, and so forth. Each salesperson was an expert on the product line he or she sold. Then it adopted a customer organizational structure. Why might ABB have made this change?

Accepted Answer

The rationale for a customer organizatio...

Question 15

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

Accepted Answer

A sales plan cannot be successfully impl...

Question 16

Toshiba America Medical Systems salespeople use ________ with capabilities to provide interactive presentations for their computerized tomography (CT)  and magnetic resonance imaging (MRI)  scanners.

Accepted Answer

A)   laptop computers
B)   tablet devices
C)   order processing software
D)   presentation software
E)   smartphonesF) A) and D)
G) C) and D)

Question 17

The advantage of a product sales organization is that

Accepted Answer

A)   salespeople can develop expertise with technical characteristics, applications, and selling methods for a particular product.
B)   the number of salespersons in the salesforce can be reduced.
C)   there is a lower cost for sales calls since this method is chosen for products that inherently have little or no product variation.
D)   it significantly minimizes travel time, expenses, and duplication of selling effort from one territory to another.
E)   fewer sales managers are required since the salesforce is paid strictly on commission.F) B) and D)
G) A) and D)

Question 18

TransWave International is a company that markets patented electronic sensors as an early warning device for locating potential problems with buried pipelines. TransWave sends an environmental expert, a safety engineer, a legal representative to explain new regulations enacted by the U.S. Office of Pipeline Safety, and an experienced pipeline expert when it meets with a prospect. This is an example of how TransWave uses

Accepted Answer

A)   partnership selling.
B)   order getting.
C)   functional selling.
D)   sales engineering.
E)   team selling.F) B) and D)
G) C) and D)

Question 19

________ is a written document that describes job relationships and requirements that characterize each sales position.

Accepted Answer

A)   A sales plan
B)   A job analysis
C)   An employee contract
D)   A job description
E)   A personal performance planF) A) and C)
G) B) and D)

Question 20

Encyclopedia Britannica used to pay 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 its encyclopedias can help children do better in school. Encyclopedia Britannica was engaged in

Accepted Answer

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

Exam 21: Implementing Interactive and Multi-Channel Marketing

The sales manager instructed the salesperson to "make at least 500 customer contacts between January 1 and July 1." The sales manager voiced ________ sales objective.

Correct Answer
verified

Which of these tasks are involved in the sales plan formulation stage of the sales management process?

Correct Answer
verified

Encyclopedia Britannica used to pay 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 its encyclopedias can help children do better in school. Encyclopedia Britannica was engaged in

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

The use of toll-free telephone numbers that customers call to obtain information about products and make purchases is referred to as

Correct Answer
verified

________ is a written document that describes job relationships and requirements that characterize each sales position.

Correct Answer
verified

A waitress at a TGI Friday's restaurant uses ________ when she asks a party if they would like another round of drinks.

Correct Answer
verified

Correct Answer
verified
The rationale for a customer organizatio...
View Answer

There are three key reasons for putting the customer into customer solutions in selling: (1) considerable time and effort is necessary to fully understand a specific customer's requirements; (2) effective customer solutions are based on relationships among sellers and buyers; and (3)

Correct Answer
verified

Sales force automation is typically applied to all of these except which?

Correct Answer
verified

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

Correct Answer
verified
A sales plan cannot be successfully impl...
View Answer

Organizing a selling organization includes answering all of these questions except which?

Correct Answer
verified

All of the following are elements in a statement of job qualifications for an order-getting salesperson except which?

Correct Answer
verified

Which of these statements could a salesperson use to agree with and neutralize an objection?

Correct Answer
verified

All of these tactics are used to generate leads exceptwhich?

Correct Answer
verified

Correct Answer
verified

Toshiba America Medical Systems salespeople use ________ with capabilities to provide interactive presentations for their computerized tomography (CT) and magnetic resonance imaging (MRI) scanners.

Correct Answer
verified

A selling format that assumes that given the appropriate prompts by a salesperson, the prospect will buy is referred to as a

Correct Answer
verified

The advantage of a product sales organization is that

Correct Answer
verified

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

Correct Answer
verified

Exam 21: Implementing Interactive and Multi-Channel Marketing

The sales manager instructed the salesperson to "make at least 500 customer contacts between January 1 and July 1." The sales manager voiced ________ sales objective.

Correct AnswerverifiedShow Answer

Which of these tasks are involved in the sales plan formulation stage of the sales management process?

Correct AnswerverifiedShow Answer

Encyclopedia Britannica used to pay 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 its encyclopedias can help children do better in school. Encyclopedia Britannica was engaged in

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

The use of toll-free telephone numbers that customers call to obtain information about products and make purchases is referred to as

Correct AnswerverifiedShow Answer

________ is a written document that describes job relationships and requirements that characterize each sales position.

Correct AnswerverifiedShow Answer

A waitress at a TGI Friday's restaurant uses ________ when she asks a party if they would like another round of drinks.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedThe rationale for a customer organizatio...View AnswerShow Answer

There are three key reasons for putting the customer into customer solutions in selling: (1) considerable time and effort is necessary to fully understand a specific customer's requirements; (2) effective customer solutions are based on relationships among sellers and buyers; and (3)

Correct AnswerverifiedShow Answer

Sales force automation is typically applied to all of these except which?

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

Organizing a selling organization includes answering all of these questions except which?

Correct AnswerverifiedShow Answer

All of the following are elements in a statement of job qualifications for an order-getting salesperson except which?

Correct AnswerverifiedShow Answer

Which of these statements could a salesperson use to agree with and neutralize an objection?

Correct AnswerverifiedShow Answer

All of these tactics are used to generate leads exceptwhich?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Toshiba America Medical Systems salespeople use ________ with capabilities to provide interactive presentations for their computerized tomography (CT) and magnetic resonance imaging (MRI) scanners.

Correct AnswerverifiedShow Answer

A selling format that assumes that given the appropriate prompts by a salesperson, the prospect will buy is referred to as a

Correct AnswerverifiedShow Answer

The advantage of a product sales organization is that

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
The rationale for a customer organizatio...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
A sales plan cannot be successfully impl...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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