Question 1

All of the following are behaviorally related sales objectives except which?

Accepted Answer

A)   communication skills
B)   customer service satisfaction ratings
C)   number of new customers
D)   selling skills
E)   product knowledgeF) A) and B)
G) A) and D)

Question 2

The personal selling process is

Accepted Answer

A)   the activities that begin with the prospecting of potential leads to the final closing of a sale.
B)   the three sales activities that include identifying a customer with an unfilled need, identifying a product or service that could satisfy that need, and initiating a formalized exchange or sale.
C)   the formalized sales protocol used by a company's sales force to ensure a consistent quality sales presentation.
D)   the sales activities occurring before, during, and after the sale itself, consisting of six stages: prospecting, preapproach, approach, presentation, close, and follow-up.
E)   the sequential steps taken to close a sale including finalizing product benefits, arranging for distribution, and obtaining payment.F) A) and D)
G) C) and D)

Question 3

The salesperson's objective is to obtain a purchase commitment from the prospect and create a customer during which stage in the personnel selling process?

Accepted Answer

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

Question 4

Sales management consists of three interrelated functions: ________, sales plan implementation, and sales force evaluation.

Accepted Answer

A)   sales force identification
B)   sales plan formulation
C)   sales force communication
D)   sales force size determination
E)   sales force trainingF) A) and C)
G) All of the above

Question 5

The ________ format, which emphasizes problem solving and customer solutions, is the most consistent with the marketing concept and relationship building.

Accepted Answer

A)   canned sales
B)   formula selling
C)   persuasive selling
D)   need-satisfaction
E)   stimulus-responseF) C) and E)
G) A) and B)

Question 6

Figure 18-2
-As shown in Figure 18-2 above, D is the ________ stage in the personal selling process.

Accepted Answer

A)   follow-up
B)   prospecting
C)   presentation
D)   preapproach
E)   approachF) D) and E)
G) A) and D)

Question 7

Two types of order takers exist. ________ visit customers and replenish inventory stocks of resellers, whereas ________ typically answer simple questions, take orders, and complete transactions with customers.

Accepted Answer

A)   Inside order takers; outside order getters
B)   Inside order takers; outside sales clerks
C)   Outside order takers; inside order takers
D)   Salesclerks; inbound telemarketers
E)   Inside order getters; outside order takersF) B) and C)
G) None of the above

Question 8

The Xerox sales force is divided into four ________ organizations.

Accepted Answer

A)   product
B)   geographic
C)   customer
D)   market
E)   product life cycleF) All of the above
G) A) and D)

Question 9

Many firms such as Xerox and IBM use a cross-functional sales practice known as

Accepted Answer

A)   collaborative selling.
B)   team selling.
C)   cooperative selling.
D)   account selling.
E)   formula selling.F) C) and D)
G) A) and E)

Question 10

All of the following are dimensions of emotional intelligence except which?

Accepted Answer

A)   the ability to manage one's emotions and impulses
B)   social skills
C)   transparency
D)   self-motivation skills
E)   self-awarenessF) A) and D)
G) C) and D)

Question 11

Sales activities occurring before, during, and after the sale itself, and which consist of six stages, are referred to as

Accepted Answer

A)   the new-product process.
B)   the strategic marketing process.
C)   the personal selling process.
D)   the consumer purchase decision process.
E)   relational selling.F) A) and B)
G) A) and E)

Question 12

Explain the difference between personal selling and sales management.

Accepted Answer

Personal selling involves the two-way fl...

Question 13

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

Question 14

Personal selling may play a dominant role in a firm's marketing program, especially if it

Accepted Answer

A)   sells convenience goods.
B)   has been unsuccessful with digital marketing.
C)   uses a push marketing strategy.
D)   has many standardized offerings.
E)   prefers below-market pricing strategies for its products.F) D) and E)
G) All of the above

Question 15

Figure 18-2
-As shown in Figure 18-2 above, C is the ________ stage in the personal selling process.

Accepted Answer

A)   approach
B)   close
C)   follow-up
D)   prospecting
E)   preapproachF) None of the above
G) A) and E)

Question 16

The tasks involved in managing personal selling include all of the following except which?

Accepted Answer

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

Question 17

Salesperson Performance Tracking Marketing Dashboard at MooreChem
-Consider the marketing dashboard above, which includes metrics for salesperson performance tracking for MooreChem. As a MooreChem sales manager, you note that one of your salespeople has exceeded his sales target but is well below his profit goal. The best explanation for this performance is

Accepted Answer

A)   the salesperson has not been working hard enough.
B)   the salesperson is selling too many high margin products.
C)   the salesperson's sales quota is too low.
D)   the salesperson is selling too many low margin products.
E)   the salesperson's sales quota is too high.F) A) and B)
G) B) and E)

Question 18

The final stage in the personal selling process is referred to as

Accepted Answer

A)   presentation.
B)   assumptive close.
C)   decision confirmation.
D)   urgency close.
E)   follow-up.F) None of the above
G) A) and E)

Question 19

When Diego called the toll-free number to order two children's books from the Chinaberry catalog, the firm was using

Accepted Answer

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

Question 20

An advantage of a geographical sales organization is that it

Accepted Answer

A)   is more effective and provides specialized customer support.
B)   minimizes travel time, expenses, and duplication of selling effort.
C)   has smaller costs for sales calls.
D)   reduces the number of salespersons in the sales force.
E)   requires fewer sales managers.F) None of the above
G) All of the above

Exam 18: Personal Selling and Sales Management

Sales management consists of three interrelated functions: ________, sales plan implementation, and sales force evaluation.

Correct Answer
verified

An advantage of a geographical sales organization is that it

Correct Answer
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Figure 18-2 -As shown in Figure 18-2 above, D is the ________ stage in the personal selling process.

Correct Answer
verified

Two types of order takers exist. visit customers and replenish inventory stocks of resellers, whereas typically answer simple questions, take orders, and complete transactions with customers.

Correct Answer
verified

Many firms such as Xerox and IBM use a cross-functional sales practice known as

Correct Answer
verified

Personal selling may play a dominant role in a firm's marketing program, especially if it

Correct Answer
verified

The final stage in the personal selling process is referred to as

Correct Answer
verified

The Xerox sales force is divided into four ________ organizations.

Correct Answer
verified

Figure 18-2 -As shown in Figure 18-2 above, C is the ________ stage in the personal selling process.

Correct Answer
verified

When Diego called the toll-free number to order two children's books from the Chinaberry catalog, the firm was using

Correct Answer
verified

Correct Answer
verified

Sales activities occurring before, during, and after the sale itself, and which consist of six stages, are referred to as

Correct Answer
verified

An assumptive close refers to

Correct Answer
verified

The salesperson's objective is to obtain a purchase commitment from the prospect and create a customer during which stage in the personnel selling process?

Correct Answer
verified

All of the following are behaviorally related sales objectives except which?

Correct Answer
verified

The personal selling process is

Correct Answer
verified

Explain the difference between personal selling and sales management.

Correct Answer
verified
Personal selling involves the two-way fl...
View Answer

The ________ format, which emphasizes problem solving and customer solutions, is the most consistent with the marketing concept and relationship building.

Correct Answer
verified

All of the following are dimensions of emotional intelligence except which?

Correct Answer
verified

The tasks involved in managing personal selling include all of the following except which?

Correct Answer
verified

Exam 18: Personal Selling and Sales Management

Sales management consists of three interrelated functions: ________, sales plan implementation, and sales force evaluation.

Correct AnswerverifiedShow Answer

An advantage of a geographical sales organization is that it

Correct AnswerverifiedShow Answer

Figure 18-2 -As shown in Figure 18-2 above, D is the ________ stage in the personal selling process.

Correct AnswerverifiedShow Answer

Two types of order takers exist. ________ visit customers and replenish inventory stocks of resellers, whereas ________ typically answer simple questions, take orders, and complete transactions with customers.

Correct AnswerverifiedShow Answer

Many firms such as Xerox and IBM use a cross-functional sales practice known as

Correct AnswerverifiedShow Answer

Personal selling may play a dominant role in a firm's marketing program, especially if it

Correct AnswerverifiedShow Answer

The final stage in the personal selling process is referred to as

Correct AnswerverifiedShow Answer

The Xerox sales force is divided into four ________ organizations.

Correct AnswerverifiedShow Answer

Figure 18-2 -As shown in Figure 18-2 above, C is the ________ stage in the personal selling process.

Correct AnswerverifiedShow Answer

When Diego called the toll-free number to order two children's books from the Chinaberry catalog, the firm was using

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Sales activities occurring before, during, and after the sale itself, and which consist of six stages, are referred to as

Correct AnswerverifiedShow Answer

An assumptive close refers to

Correct AnswerverifiedShow Answer

The salesperson's objective is to obtain a purchase commitment from the prospect and create a customer during which stage in the personnel selling process?

Correct AnswerverifiedShow Answer

All of the following are behaviorally related sales objectives except which?

Correct AnswerverifiedShow Answer

The personal selling process is

Correct AnswerverifiedShow Answer

Explain the difference between personal selling and sales management.

Correct AnswerverifiedPersonal selling involves the two-way fl...View AnswerShow Answer

The ________ format, which emphasizes problem solving and customer solutions, is the most consistent with the marketing concept and relationship building.

Correct AnswerverifiedShow Answer

All of the following are dimensions of emotional intelligence except which?

Correct AnswerverifiedShow Answer

The tasks involved in managing personal selling include all of the following except which?

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
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Correct Answer
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Two types of order takers exist. visit customers and replenish inventory stocks of resellers, whereas typically answer simple questions, take orders, and complete transactions with customers.

Correct Answer
verified

Correct Answer
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Correct Answer
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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
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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
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Personal selling involves the two-way fl...
View Answer

Correct Answer
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Correct Answer
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Correct Answer
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