Question 1

________ involves the use of teams of sales, service, and technical personnel who work with purchasing, manufacturing, engineering, logistics, and financial executives in customer organizations.

Accepted Answer

A)   Sales analysis
B)   Formula selling
C)   Adaptive selling
D)   Consultative selling
E)   Key account managementF) A) and D)
G) None of the above

Question 2

Harry goes to the local Staples store to purchase a laptop. He asks many questions of 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) A) and C)

Question 3

When Daniel was hired to work for Bush Refrigeration Company, he was told, "The sales training program is 18 weeks, and we'll pay you $750 per week during that time." While Daniel was in training, the company used a ________ to compensate him for his time and effort.

Accepted Answer

A)   sales response compensation plan
B)   combination compensation plan
C)   straight salary compensation plan
D)   straight commission compensation plan
E)   market share compensation planF) B) and E)
G) B) and D)

Question 4

A salesperson who specializes in identifying, analyzing, and solving customer problems and brings know-how and technical expertise to the selling situation, but often does not actually sell products and services is referred to as a

Accepted Answer

A)   specialized order taker.
B)   designated order getter.
C)   missionary salesperson.
D)   sales engineer.
E)   sales technician.F) B) and D)
G) B) and E)

Question 5

Information from a ________ is used to write a job description.

Accepted Answer

A)   job analysis
B)   sales force compensation plan
C)   sales plan
D)   sales performance audit
E)   personal performance planF) A) and E)
G) A) and C)

Question 6

The salesperson's objective is to begin converting a prospect into a customer by creating a desire for the product or service during which stage in the personnel selling process?

Accepted Answer

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

Question 7

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) C) and D)
G) B) and C)

Question 8

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 would be a straight rebuy, a modified rebuy, or a new buy.
E)   The prospect's buying role, important buying criteria, and receptivity to a presentation would be determined.F) None of the above
G) A) and B)

Question 9

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

Accepted Answer

A)   territorial sales organization
B)   customer sales organization
C)   product sales organization
D)   geographical sales organization
E)   multilevel marketing sales organizationF) A) and E)
G) A) and B)

Question 10

John Whitaker works for American Greetings. His job description includes the following responsibilities: (1)  stock and arrange point-of-purchase displays of present customers-60 percent of his workweek and (2)  receive orders from customers and complete the transactions-40 percent of his workweek. Whitaker is primarily engaged in which type of selling?

Accepted Answer

A)   outside order taking
B)   relationship selling
C)   inside order taking
D)   outside order getting
E)   missionary salesF) A) and B)
G) A) and C)

Question 11

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

Accepted Answer

A sales plan cannot be successfully impl...

Question 12

The practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time is referred to as

Accepted Answer

A)   order processing.
B)   order taking.
C)   customer value creation.
D)   relationship selling.
E)   partnership selling.F) C) and E)
G) B) and E)

Exam 18: Personal Selling and Sales Management

________ involves the use of teams of sales, service, and technical personnel who work with purchasing, manufacturing, engineering, logistics, and financial executives in customer organizations.

Correct Answer
verified

Correct Answer
verified

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

Correct Answer
verified

A salesperson who specializes in identifying, analyzing, and solving customer problems and brings know-how and technical expertise to the selling situation, but often does not actually sell products and services is referred to as a

Correct Answer
verified

When Daniel was hired to work for Bush Refrigeration Company, he was told, "The sales training program is 18 weeks, and we'll pay you $750 per week during that time." While Daniel was in training, the company used a ________ to compensate him for his time and effort.

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

The practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time is referred to as

Correct Answer
verified

Correct Answer
verified

The salesperson's objective is to begin converting a prospect into a customer by creating a desire for the product or service during which stage in the personnel selling process?

Correct Answer
verified

Information from a ________ is used to write a job description.

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

Exam 18: Personal Selling and Sales Management

________ involves the use of teams of sales, service, and technical personnel who work with purchasing, manufacturing, engineering, logistics, and financial executives in customer organizations.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

A salesperson who specializes in identifying, analyzing, and solving customer problems and brings know-how and technical expertise to the selling situation, but often does not actually sell products and services is referred to as a

Correct AnswerverifiedShow Answer

When Daniel was hired to work for Bush Refrigeration Company, he was told, "The sales training program is 18 weeks, and we'll pay you $750 per week during that time." While Daniel was in training, the company used a ________ to compensate him for his time and effort.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time is referred to as

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

The salesperson's objective is to begin converting a prospect into a customer by creating a desire for the product or service during which stage in the personnel selling process?

Correct AnswerverifiedShow Answer

Information from a ________ is used to write a job description.

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

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

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