Question 1

A salesperson who is guided by the idea, "I try to align customers who have problems with products that will help them solve their problems," has which type of orientation?

Accepted Answer

A)   sales
B)   cognitive
C)   emotional
D)   customer
E)   compensatoryF) A) and E)
G) A) and D)

Question 2

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 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) A) and C)
G) D) and E)

Question 3

A selling format that consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect is referred to as a

Accepted Answer

A)   traditional hard sell.
B)   formula selling presentation.
C)   stimulus-response presentation.
D)   needs-satisfaction presentation.
E)   straight rebuy sales pitch.F) B) and E)
G) A) and C)

Question 4

Advertising with a coupon, using a toll-free number, exhibiting at trade shows, using email, and making cold calls are all activities that would take place during the ________ stage of the personal selling process.

Accepted Answer

A)   data mining
B)   preapproach
C)   approach
D)   presentation
E)   prospectingF) C) and D)
G) B) and C)

Question 5

At the ________ stage in the personal selling process, a salesperson gains a prospect's attention, stimulates interest, and builds the foundation for the sales presentation itself.

Accepted Answer

A)   approach
B)   prospecting
C)   preapproach
D)   qualifying
E)   trial closeF) All of the above
G) D) and E)

Question 6

Which of the following is one of three types of personal selling?

Accepted Answer

A)   consumer targeting
B)   order processing
C)   lead generation
D)   order getting
E)   suggestive sellingF) C) and D)
G) A) and E)

Question 7

A sales organization practice whereby a different sales force calls on each separate type of buyer or market channel is referred to as a

Accepted Answer

A)   multireseller organization.
B)   geographical organization.
C)   customer sales organization.
D)   product/service sales organization.
E)   multilevel marketing organization.F) None of the above
G) A) and C)

Question 8

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)   $50
B)   $150
C)   $300
D)   $500
E)   $900F) All of the above
G) A) and B)

Question 9

The objective at the ________ stage of the personal selling process is to convert a prospect into a customer by creating a desire for the product or service.

Accepted Answer

A)   presentation
B)   approach
C)   follow-up
D)   preapproach
E)   closeF) None of the above
G) A) and E)

Question 10

Which is the simplest sales force organizational structure?

Accepted Answer

A)   profit
B)   customer
C)   product
D)   geographical
E)   marketF) A) and D)
G) A) and E)

Question 11

Salespeople called ________ visit customers and replenish inventory stocks of resellers, such as retailers or wholesalers.

Accepted Answer

A)   inside order takers
B)   outside order takers
C)   inbound telemarketers
D)   outbound telemarketers
E)   stock order takersF) None of the above
G) B) and D)

Question 12

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 not to waste time with idle chatter.

Accepted Answer

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

Question 13

Quantitative assessments of sales performance may be based on output-related measures, such as

Accepted Answer

A)   dollar or unit sales volume, last year/current year sales ratio, and new accounts generated.
B)   sales calls, selling expenses, and account management policies.
C)   selling expenses, profits generated, and emotional intelligence quotient.
D)   new lead generation, sales quotas, and sales increases over the previous evaluation period.
E)   recruitment, selection, and training of new sales representatives.F) B) and E)
G) A) and B)

Question 14

Industry research shows that outside order getters, or field service representatives, spend 36 percent of their time selling, and another ________ percent is devoted to customer service calls.

Accepted Answer

A)   5
B)   10
C)   15
D)   34
E)   48F) B) and E)
G) A) and D)

Question 15

A disadvantage of a straight commission compensation plan is that

Accepted Answer

A)   it does not provide incentives to expand sales volume.
B)   it can discourage salespeople from providing customer service.
C)   it includes nonselling activities that take time away from selling.
D)   the overall compensation is usually lower than a straight salary compensation plan.
E)   it is not perceived as equitable by most salespeople.F) C) and D)
G) D) and E)

Question 16

Attributes such as imagination and problem-solving ability, strong work ethic, honesty, intimate product knowledge, effective communication and listening skills, and attentiveness reflected in responsiveness to buyer needs and customer loyalty and follow-up are often found in the ________ for sales positions.

Accepted Answer

A)   job analysis
B)   job description
C)   statement of job credentials
D)   statement of job qualifications
E)   statement of job experienceF) A) and E)
G) B) and D)

Question 17

The primary responsibility of order takers is to

Accepted Answer

A)   "preach" the benefits of a new product or service to a customer rather than close the sale.
B)   build market share in a sales territory.
C)   convince a customer from a competitor to switch to the firm's product or brand.
D)   preserve ongoing relationships with existing customers and maintain sales.
E)   create a sense of goodwill not only to the brand but also to the entire product mix of the firm.F) B) and D)
G) A) and D)

Question 18

In personal selling, an individual who may be a possible customer is referred to as

Accepted Answer

A)   an "A" list.
B)   a cold call.
C)   a lead.
D)   a prospect.
E)   a qualified prospect.F) C) and D)
G) B) and D)

Question 19

There are six commonly used techniques to deal with objections, one of which is to

Accepted Answer

A)   redirect the conversation.
B)   defer to a supervisor.
C)   probe by asking additional questions.
D)   distract by identifying competitor shortcomings.
E)   postpone.F) A) and B)
G) None of the above

Question 20

A ________ contains specific goals assigned to a salesperson, sales team, branch sales office, or sales district for a stated time period.

Accepted Answer

A)   sales call report
B)   selling expense report
C)   sales quota
D)   sales audit report
E)   sales force planF) A) and D)
G) A) and C)

Exam 18: Personal Selling and Sales Management

The primary responsibility of order takers is to

Correct Answer
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Industry research shows that outside order getters, or field service representatives, spend 36 percent of their time selling, and another ________ percent is devoted to customer service calls.

Correct Answer
verified

A ________ contains specific goals assigned to a salesperson, sales team, branch sales office, or sales district for a stated time period.

Correct Answer
verified

In personal selling, an individual who may be a possible customer is referred to as

Correct Answer
verified

A sales organization practice whereby a different sales force calls on each separate type of buyer or market channel is referred to as a

Correct Answer
verified

At the ________ stage in the personal selling process, a salesperson gains a prospect's attention, stimulates interest, and builds the foundation for the sales presentation itself.

Correct Answer
verified

Salespeople called ________ visit customers and replenish inventory stocks of resellers, such as retailers or wholesalers.

Correct Answer
verified

A salesperson who is guided by the idea, "I try to align customers who have problems with products that will help them solve their problems," has which type of orientation?

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

Correct Answer
verified

Which of the following is one of three types of personal selling?

Correct Answer
verified

Quantitative assessments of sales performance may be based on output-related measures, such as

Correct Answer
verified

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 not to waste time with idle chatter.

Correct Answer
verified

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

Correct Answer
verified

A disadvantage of a straight commission compensation plan is that

Correct Answer
verified

Advertising with a coupon, using a toll-free number, exhibiting at trade shows, using email, and making cold calls are all activities that would take place during the ________ stage of the personal selling process.

Correct Answer
verified

There are six commonly used techniques to deal with objections, one of which is to

Correct Answer
verified

The objective at the ________ stage of the personal selling process is to convert a prospect into a customer by creating a desire for the product or service.

Correct Answer
verified

Which is the simplest sales force organizational structure?

Correct Answer
verified

A selling format that consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect is referred to as a

Correct Answer
verified

Exam 18: Personal Selling and Sales Management

The primary responsibility of order takers is to

Correct AnswerverifiedShow Answer

Industry research shows that outside order getters, or field service representatives, spend 36 percent of their time selling, and another ________ percent is devoted to customer service calls.

Correct AnswerverifiedShow Answer

A ________ contains specific goals assigned to a salesperson, sales team, branch sales office, or sales district for a stated time period.

Correct AnswerverifiedShow Answer

In personal selling, an individual who may be a possible customer is referred to as

Correct AnswerverifiedShow Answer

A sales organization practice whereby a different sales force calls on each separate type of buyer or market channel is referred to as a

Correct AnswerverifiedShow Answer

At the ________ stage in the personal selling process, a salesperson gains a prospect's attention, stimulates interest, and builds the foundation for the sales presentation itself.

Correct AnswerverifiedShow Answer

Salespeople called ________ visit customers and replenish inventory stocks of resellers, such as retailers or wholesalers.

Correct AnswerverifiedShow Answer

A salesperson who is guided by the idea, "I try to align customers who have problems with products that will help them solve their problems," has which type of orientation?

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

Correct AnswerverifiedShow Answer

Which of the following is one of three types of personal selling?

Correct AnswerverifiedShow Answer

Quantitative assessments of sales performance may be based on output-related measures, such as

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 not to waste time with idle chatter.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

A disadvantage of a straight commission compensation plan is that

Correct AnswerverifiedShow Answer

Advertising with a coupon, using a toll-free number, exhibiting at trade shows, using email, and making cold calls are all activities that would take place during the ________ stage of the personal selling process.

Correct AnswerverifiedShow Answer

There are six commonly used techniques to deal with objections, one of which is to

Correct AnswerverifiedShow Answer

The objective at the ________ stage of the personal selling process is to convert a prospect into a customer by creating a desire for the product or service.

Correct AnswerverifiedShow Answer

Which is the simplest sales force organizational structure?

Correct AnswerverifiedShow Answer

A selling format that consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect is referred to as a

Correct AnswerverifiedShow Answer

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