Question 1

An assumptive close refers to

Accepted Answer

A)   demanding the prospect to make a decision on some aspect of the purchase.
B)   allowing the prospect to use or lease the item on a limited temporary basis before making a final commitment of purchase.
C)   committing the prospect quickly by making references to the time limits of the purchase.
D)   making an exchange of money or other unit of value.
E)   asking the prospect to make choices concerning delivery, warranty, or financing terms.F) B) and E)
G) None of the above

Question 2

Which of these statements could a salesperson use to postpone a prospect's objection?

Accepted Answer

A)   "I think I might be able to explain that better to you by showing you a diagram after we have looked at these specs."
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) B) and C)
G) B) and D)

Question 3

When Tracy went to work as a new sales rep for Paradise Candles, she was told to use the following speech in her sales presentations: "Hello, Mr./Ms. (customer name) . My name is (your name here) . I'm calling on behalf of Paradise Candles. We carry the best wax-burning mechanical candles available in the commercial decorating industry…." Paradise Candles instructed Tracy to use

Accepted Answer

A)   a formula selling presentation.
B)   a stimulus-response presentation.
C)   a needs-satisfaction presentation.
D)   suggestive selling.
E)   consultative selling.F) A) and B)
G) D) and E)

Question 4

All of these are aspects of a job description for a salesperson exceptwhich?

Accepted Answer

A)   the physical and mental demands of the job
B)   the customers to be called on
C)   the types of products and services to be sold
D)   to whom a salesperson reports
E)   effective communication and listening skillsF) B) and D)
G) A) and C)

Question 5

In the context of the personal selling process, excuses for not making a purchase commitment or decision are referred to as

Accepted Answer

A)   rationalizations.
B)   equivocations.
C)   refusals.
D)   objections.
E)   qualifications.F) None of the above
G) B) and C)

Question 6

Seminar selling is a method of personal selling in which

Accepted Answer

A)   the company provides a free audit of the buyers' purchase behaviors to identify any weaknesses and then provides formal training on more effective buying behaviors.
B)   a group of the organization's R&D personnel 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)   a company selling services tries to overcome the problems associated with the intangibility of service.F) B) and C)
G) A) and E)

Question 7

Sellers view a solution as a customized and integrated combination of products and services for meeting a customer's business needs. Buyers think of a solution to a business problem as one that meets their requirements, is designed to uniquely solve their problem, can be implemented, and

Accepted Answer

A)   ensures follow-up.
B)   can be evaluated.
C)   is financially equitable.
D)   is ethical.
E)   is sustainable.F) A) and D)
G) A) and E)

Question 8

During the sales presentation, the prospect interrupted the salesperson's presentation and said, "Wait a minute. This looks like it's going to cost too much." The salesperson responded, "I think you'll be delighted with how relatively inexpensive this program is. I'll address the subject of price in just a moment." Which objection-handling technique has the salesperson used?

Accepted Answer

A)   acknowledge and convert the objection
B)   postpone
C)   agree and neutralize
D)   denial
E)   ignore the objectionF) B) and D)
G) A) and B)

Question 9

One type of sales objective is ________, which is typically specific for each salesperson and includes his or her product knowledge, customer service, and selling and communication skills.

Accepted Answer

A)   output-related
B)   input-related
C)   profit-related
D)   expertise-related
E)   behaviorally relatedF) None of the above
G) A) and B)

Question 10

When using an account management policy grid, an account would replace personal calls with telemarketing or direct mail if the account opportunity level assessment is

Accepted Answer

A)   high and the sales organization has a strong competitive position.
B)   low and the sales organization has a strong competitive position.
C)   high and there is a likelihood that a strong competitive position can be achieved in the future.
D)   low and the sales organization has a low competitive position.
E)   high and the sales organization has strong competitive position.F) A) and B)
G) B) and D)

Question 11

It is estimated that the average cost of an outbound telemarketing sales call on a business customer is about ________, versus $500 for a single field sales call.

Accepted Answer

A)   $2 to $4
B)   $10 to $15
C)   $20 to $25
D)   $40 to $50
E)   $80 to $100F) C) and D)
G) B) and D)

Question 12

Research indicates that 25 percent of U.S. salespeople engaged in business-to-business selling consider it ________ to explicitly ask customers about competitors' strategies such as pricing practices, product development efforts, and trade and promotion programs.

Accepted Answer

A)   essential
B)   ineffective
C)   unethical
D)   counterproductive
E)   impoliteF) D) and E)
G) A) and E)

Question 13

In the ________ stage of the personal selling process, the first impression is critical.

Accepted Answer

A)   prospecting
B)   preapproach
C)   approach
D)   close
E)   follow-upF) C) and D)
G) B) and C)

Question 14

The practice of using a group of professionals in selling to and servicing major customers is referred to as

Accepted Answer

A)   cooperative selling.
B)   missionary sales.
C)   sales engineering.
D)   team selling.
E)   partnership selling.F) A) and B)
G) All of the above

Question 15

The preapproach stage of the personal selling process is especially important in

Accepted Answer

A)   international sales.
B)   government sales.
C)   high technology product sales.
D)   high-ticket item sales.
E)   the sale of services.F) B) and E)
G) A) and C)

Question 16

Key account management refers to

Accepted Answer

A)   the assignment of a single salesperson to a single customer throughout the course of the entire sale.
B)   the practice of assigning the highest performing salesperson to the clients with the most profitable accounts.
C)   the practice of using team selling to focus on important customers so as to build mutually beneficial, long-term, cooperative relationships.
D)   a sales relationship that involves a face-to-face, person-to-person encounter rather than a sale made through extranets.
E)   the practice of occasionally making contact with a customer on a sporadic basis following the initial sale of a product or service.F) B) and D)
G) B) and C)

Question 17

The practice of introducing a higher-end product solution than the one in question during the sales process is referred to as

Accepted Answer

A)   adaptive selling.
B)   cross-selling.
C)   formula selling.
D)   upselling.
E)   relationship selling.F) A) and D)
G) All of the above

Question 18

Identifying the buying role of the prospect would be typically done at the ________ stage of the personal selling process.

Accepted Answer

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

Question 19

On a recent shopping excursion at a local Target store, Jim Krause went from aisle to aisle selecting the products he needed. He bought a variety of products, including shampoo, toothpaste, and several pairs of socks. The only salesperson Krause encountered was the person at the checkout counter. The checkout person at Target would best be described as

Accepted Answer

A)   an inside order getter.
B)   an outside order getter.
C)   a sales associate.
D)   an inside order taker.
E)   an outside order taker.F) A) and C)
G) A) and B)

Question 20

Although firms may differ in the specifics of how salespeople are managed, the sales management process has many similarities across firms. Briefly describe the three interrelated functions of the sales management process.

Accepted Answer

Sales management consists of three inter...

Exam 21: Implementing Interactive and Multi-Channel Marketing

Key account management refers to

Correct Answer
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In the context of the personal selling process, excuses for not making a purchase commitment or decision are referred to as

Correct Answer
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When using an account management policy grid, an account would replace personal calls with telemarketing or direct mail if the account opportunity level assessment is

Correct Answer
verified

All of these are aspects of a job description for a salesperson exceptwhich?

Correct Answer
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An assumptive close refers to

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Seminar selling is a method of personal selling in which

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Identifying the buying role of the prospect would be typically done at the ________ stage of the personal selling process.

Correct Answer
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The practice of using a group of professionals in selling to and servicing major customers is referred to as

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Sellers view a solution as a customized and integrated combination of products and services for meeting a customer's business needs. Buyers think of a solution to a business problem as one that meets their requirements, is designed to uniquely solve their problem, can be implemented, and

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Research indicates that 25 percent of U.S. salespeople engaged in business-to-business selling consider it ________ to explicitly ask customers about competitors' strategies such as pricing practices, product development efforts, and trade and promotion programs.

Correct Answer
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One type of sales objective is ________, which is typically specific for each salesperson and includes his or her product knowledge, customer service, and selling and communication skills.

Correct Answer
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The preapproach stage of the personal selling process is especially important in

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It is estimated that the average cost of an outbound telemarketing sales call on a business customer is about ________, versus $500 for a single field sales call.

Correct Answer
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Although firms may differ in the specifics of how salespeople are managed, the sales management process has many similarities across firms. Briefly describe the three interrelated functions of the sales management process.

Correct Answer
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Which of these statements could a salesperson use to postpone a prospect's objection?

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The practice of introducing a higher-end product solution than the one in question during the sales process is referred to as

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In the ________ stage of the personal selling process, the first impression is critical.

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Exam 21: Implementing Interactive and Multi-Channel Marketing

Key account management refers to

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When using an account management policy grid, an account would replace personal calls with telemarketing or direct mail if the account opportunity level assessment is

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All of these are aspects of a job description for a salesperson exceptwhich?

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An assumptive close refers to

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Seminar selling is a method of personal selling in which

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Identifying the buying role of the prospect would be typically done at the ________ stage of the personal selling process.

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The practice of using a group of professionals in selling to and servicing major customers is referred to as

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Sellers view a solution as a customized and integrated combination of products and services for meeting a customer's business needs. Buyers think of a solution to a business problem as one that meets their requirements, is designed to uniquely solve their problem, can be implemented, and

Correct AnswerverifiedShow Answer

Research indicates that 25 percent of U.S. salespeople engaged in business-to-business selling consider it ________ to explicitly ask customers about competitors' strategies such as pricing practices, product development efforts, and trade and promotion programs.

Correct AnswerverifiedShow Answer

One type of sales objective is ________, which is typically specific for each salesperson and includes his or her product knowledge, customer service, and selling and communication skills.

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The preapproach stage of the personal selling process is especially important in

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It is estimated that the average cost of an outbound telemarketing sales call on a business customer is about ________, versus $500 for a single field sales call.

Correct AnswerverifiedShow Answer

Although firms may differ in the specifics of how salespeople are managed, the sales management process has many similarities across firms. Briefly describe the three interrelated functions of the sales management process.

Correct AnswerverifiedSales management consists of three inter...View AnswerShow Answer

Which of these statements could a salesperson use to postpone a prospect's objection?

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Correct AnswerverifiedShow Answer

The practice of introducing a higher-end product solution than the one in question during the sales process is referred to as

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In the ________ stage of the personal selling process, the first impression is critical.

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Sales management consists of three inter...
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