Question 1

Quantitative assessments of sales performance may be based on input-related objectives set forth in the sales plan, such as those involving

Accepted Answer

A)   new sales, new lead generation, and customer billing.
B)   sales calls, selling expenses, and account management policies.
C)   selling expenses, profits generated, and account management policies.
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 D)
G) A) and E)

Question 2

________ involves three tasks: setting objectives, organizing the sales force, and developing account management policies.

Accepted Answer

A)   Sales plan analysis
B)   Sales plan formulation
C)   Sales plan introduction
D)   Sales plan evaluation
E)   Sales plan implementationF) None of the above
G) B) and D)

Question 3

One of the most crucial tasks of sales management is ________; it begins with a carefully crafted job analysis.

Accepted Answer

A)   sales force evaluation
B)   setting sales objectives
C)   developing account management policies
D)   sales force motivation and compensation
E)   effective recruitment and selection of salespeopleF) D) and E)
G) C) and E)

Question 4

Exchanging business cards in Asia must be done with respect, according to the customs and norms of the country or region. This protocol is considered important during which stage of the personal selling process?

Accepted Answer

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

Question 5

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

Accepted Answer

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

Question 6

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

Question 7

All of the following statements regarding order getters are true except which?

Accepted Answer

A)   Order getters require considerable product knowledge.
B)   Order getters are most often used in new-buy or modified rebuy situations.
C)   Order getters include those who are involved in outbound telemarketing.
D)   Order getters typically represent products that have few options and highly standardized industrial products.
E)   Order getter sales calls require substantial financial investment from the firm.F) B) and E)
G) A) and B)

Question 8

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

Question 9

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 is 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) None of the above
G) A) and C)

Question 10

A salesperson who is guided by the notion, "I try to sell customers all I can to convince them to buy, even if I think it is more than a wise customer would buy," has which type of orientation?

Accepted Answer

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

Question 11

In conference selling,

Accepted Answer

A)   buyers and sellers meet through a technology-based forum like telephone or videoconference calls because person-to-person meetings are too expensive.
B)   the sale has already been finalized but the buyer and seller meet to discuss delivery details.
C)   a salesperson and other company resource people meet with buyers to discuss problems and opportunities.
D)   a company team conducts an educational program for a customer's technical staff, describing state-of-the-art developments.
E)   a form of mass selling occurs via electronic marketplaces such as eBay, Facebook, or Sales force.com.F) A) and D)
G) A) and B)

Question 12

Salespeople called ________ typically answer simple questions, take orders, and complete transactions with customers.

Accepted Answer

A)   managers
B)   inside order takers
C)   directors
D)   outside order takers
E)   functional salespeopleF) A) and D)
G) B) and D)

Question 13

Over a decade ago, Xerox began a shift to a ________ that focused on helping customers solve their business problems rather than just placing more equipment in their office.

Accepted Answer

A)   multitiered sales system
B)   sales force automation system
C)   product-oriented sales organization
D)   geographic-oriented sales organization
E)   consultative selling modelF) A) and B)
G) All of the above

Question 14

A sales plan is a

Accepted Answer

A)   method of determining a fair and equitable compensation plan.
B)   method of identifying the target markets that most closely meet the special skills of the sales force.
C)   method for determining the size of a sales force that integrates the number of customers served, call frequency, call length, and available selling time to arrive at a sales force size figure.
D)   statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed.
E)   method that specifies times and places for direct communications between salespeople and their supervisor.F) B) and D)
G) C) and D)

Question 15

Recently, Gartner Research and 1To1 Media recognized Microsoft Dynamics Customer Relationship Management (CRM)  and its xRM framework for delivering increased productivity and cost savings for customers worldwide. Microsoft experts work individually with customers to flesh out what issues they have and adapt their enterprise software to meet the unique needs of that customer. The Microsoft expert is most likely engaged in

Accepted Answer

A)   relationship selling.
B)   formula selling.
C)   suggestive selling.
D)   adaptive selling.
E)   consultative selling.F) A) and E)
G) A) and C)

Question 16

Which of the following statements regarding cold canvassing is most accurate?

Accepted Answer

A)   Currently, there are no federal regulations regarding cold canvassing.
B)   Finding a list to use for cold canvassing is its biggest challenge.
C)   Cold calling is the most common type of sales prospecting in Asia and Latin America.
D)   The majority of U.S. consumers consider cold canvassing an intrusion on their privacy.
E)   The Telephone Consumer Protection Act ensures the rights of telemarketers to call anyone listed in a public directory, whether they choose to be called or not.F) A) and D)
G) D) and E)

Question 17

Norma Adler works for Tyco Healthcare. Her job is to visit hospitals and meet with staff to explain the equipment that Tyco manufactures for use in operating rooms. Although Adler is part of her company's sales force, she does not directly solicit orders. Adler is what type of salesperson?

Accepted Answer

A)   an inside order taker
B)   an outside order getter
C)   a missionary salesperson
D)   a sales engineer
E)   a sales team coordinatorF) A) and B)
G) A) and E)

Question 18

ABB is a Swiss-based manufacturer of industrial equipment with annual sales of $30 billion. At one time, its sales force 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 19

Relationship selling refers to

Accepted Answer

A)   the assignment of a single salesperson to a single customer throughout the entire sales process.
B)   when suppliers and sellers combine their expertise and resources to create customized solutions; commit to joint planning; and share customer, competitive, and company information for their mutual benefit, and ultimately the customer.
C)   the practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time.
D)   the practice of using an entire team of professionals in selling to and servicing key customers.
E)   the practice of maintaining contact with a customer on a regularly scheduled basis following the initial sale of a product or service.F) A) and B)
G) A) and C)

Question 20

ABB is a Swiss-based manufacturer of industrial equipment with annual sales of $30 billion. At one time, ABB had a sales force that sold only generators, one that sold only boilers, another that sold only transformers, and so forth. Each of its salespeople was an expert on the items he or she sold. Its sales force was organized by

Accepted Answer

A)   workload.
B)   customer.
C)   geography.
D)   product.
E)   size.F) A) and E)
G) None of the above

Exam 18: Personal Selling and Sales Management

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

Correct Answer
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Which of the following statements regarding cold canvassing is most accurate?

Correct Answer
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One of the most crucial tasks of sales management is ________; it begins with a carefully crafted job analysis.

Correct Answer
verified

Correct Answer
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Over a decade ago, Xerox began a shift to a ________ that focused on helping customers solve their business problems rather than just placing more equipment in their office.

Correct Answer
verified

All of the following statements regarding order getters are true except which?

Correct Answer
verified

Correct Answer
verified

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

Correct Answer
verified

________ involves three tasks: setting objectives, organizing the sales force, and developing account management policies.

Correct Answer
verified

A salesperson who is guided by the notion, "I try to sell customers all I can to convince them to buy, even if I think it is more than a wise customer would buy," has which type of orientation?

Correct Answer
verified

Norma Adler works for Tyco Healthcare. Her job is to visit hospitals and meet with staff to explain the equipment that Tyco manufactures for use in operating rooms. Although Adler is part of her company's sales force, she does not directly solicit orders. Adler is what type of salesperson?

Correct Answer
verified

Quantitative assessments of sales performance may be based on input-related objectives set forth in the sales plan, such as those involving

Correct Answer
verified

Relationship selling refers to

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

In conference selling,

Correct Answer
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A sales plan is a

Correct Answer
verified

Correct Answer
verified

Exchanging business cards in Asia must be done with respect, according to the customs and norms of the country or region. This protocol is considered important during which stage of the personal selling process?

Correct Answer
verified

Salespeople called ________ typically answer simple questions, take orders, and complete transactions with customers.

Correct Answer
verified

Exam 18: Personal Selling and Sales Management

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

Correct AnswerverifiedShow Answer

Which of the following statements regarding cold canvassing is most accurate?

Correct AnswerverifiedShow Answer

One of the most crucial tasks of sales management is ________; it begins with a carefully crafted job analysis.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Over a decade ago, Xerox began a shift to a ________ that focused on helping customers solve their business problems rather than just placing more equipment in their office.

Correct AnswerverifiedShow Answer

All of the following statements regarding order getters are true except which?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

________ involves three tasks: setting objectives, organizing the sales force, and developing account management policies.

Correct AnswerverifiedShow Answer

A salesperson who is guided by the notion, "I try to sell customers all I can to convince them to buy, even if I think it is more than a wise customer would buy," has which type of orientation?

Correct AnswerverifiedShow Answer

Norma Adler works for Tyco Healthcare. Her job is to visit hospitals and meet with staff to explain the equipment that Tyco manufactures for use in operating rooms. Although Adler is part of her company's sales force, she does not directly solicit orders. Adler is what type of salesperson?

Correct AnswerverifiedShow Answer

Quantitative assessments of sales performance may be based on input-related objectives set forth in the sales plan, such as those involving

Correct AnswerverifiedShow Answer

Relationship selling refers to

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

In conference selling,

Correct AnswerverifiedShow Answer

A sales plan is a

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Exchanging business cards in Asia must be done with respect, according to the customs and norms of the country or region. This protocol is considered important during which stage of the personal selling process?

Correct AnswerverifiedShow Answer

Salespeople called ________ typically answer simple questions, take orders, and complete transactions with customers.

Correct AnswerverifiedShow Answer

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