Question 1

Doug Ames sells Mercedes-Benz automobiles.While making his sales presentation to a newly qualified prospect,the prospect said,"Doug,I would really like to buy the car,but you know,the price of the automobile is just too high." In order to answer the prospect's objection,Ames responded,"Sir,you are correct.The price of the Mercedes-Benz automobile is high because of what you are getting for that price." Ames then proceeded to describe the quality of the materials used in the car,the high resale value of the car,and the dependability and prestige associated with the Mercedes-Benz brand.What technique did Ames use to handle the prospect's objection?

Accepted Answer

A)  the postpone technique
B)  the agree and neutralize technique
C)  the denial technique
D)  the accept the objection technique
E)  the acknowledge and convert techniqueF) All of the above
G) A) and B)

Question 2

With a ________,a salesperson is paid a fixed fee per week,month,or year.

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 C)
G) None of the above

Question 3

Explain the difference between a lead,a prospect,and a qualified prospect.

Accepted Answer

A lead is the name of a person who may b...

Question 4

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) None of the above
G) A) and B)

Question 5

Recent research indicates that a salesperson's ________ can influence his or her drive to create customer value.

Accepted Answer

A)  VALS profile
B)  country of origin
C)  genetic predisposition
D)  education
E)  social classF) B) and E)
G) A) and B)

Question 6

MooreChem created a marketing dashboard for each of its sales representatives.These dashboards included seven measures-sales revenue,gross margin,selling expense,profit,average order size,new customers,and customer satisfaction.Each metric was gauged to show actual salesperson performance

Accepted Answer

A)  in terms of company rank.
B)  relative to the rest of the sales team.
C)  relative to target goals.
D)  plus expectations for the next two years.
E)  based upon previous years of experiences.F) A) and B)
G) C) and E)

Question 7

The sales process at Xerox typically follows the six stages of the personal selling process.During the fifth stage,the salesperson engages in a(n) ________ (gets a signed document or a firm confirmation of the sale) .

Accepted Answer

A)   soft close
B)   interrogative close
C)   urgency close
D)   action close
E)   conditional closeF) B) and E)
G) All of the above

Question 8

The ________ is a selling format that emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.

Accepted Answer

A)  formula selling presentation
B)  stimulus-response presentation
C)  marketing concept presentation
D)  relationship selling presentation
E)  need-satisfaction presentationF) A) and D)
G) B) and E)

Question 9

A straight commission compensation plan is one

Accepted Answer

A)  that assigns the same commission dollar value regardless of a product's value,number sold,or difficulty level of the sales effort.
B)  in which a salesperson is paid a specified salary plus a commission and/or bonus on sales generated.
C)  that determines fair and equitable compensation that includes a weighted system for different types of items or different sized territories.
D)  in which the salesperson is paid a fixed amount per week,month,or year.
E)  in which a salesperson's earnings are directly tied to the sales or profits he or she generates.F) B) and D)
G) D) and E)

Question 10

The salesperson's objective is to "ensure that the customer is satisfied with the product or service" during which stage in the personal selling process?

Accepted Answer

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

Question 11

When a salesperson in the Apple store asks,"Will that be charge or cash?" he has executed which stage of the personal selling process?

Accepted Answer

A)  closing
B)  approach
C)  presentation
D)  handling objections
E)  follow-upF) C) and D)
G) A) and D)

Question 12

Perhaps the most well-known component of Xerox's sales management process is its

Accepted Answer

A)  stellar business reputation.
B)  sustainability programs.
C)  sales representatives training program.
D)  challenging and dynamic environment.
E)  use of sales-related information technology.F) All of the above
G) A) and E)

Question 13

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)  agree and neutralize the objection.F) B) and C)
G) B) and E)

Question 14

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 salesforce.
E)  requires fewer sales managers.F) C) and D)
G) A) and E)

Question 15

Explain what occurs during the closing stage of the selling process and list the three types of close.

Accepted Answer

The closing stage in the selling process...

Question 16

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

Accepted Answer

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

Question 17

Figure 20-3
 
-As shown in Figure 20-3 above,Box D is the ________ stage in the personal selling process.

Accepted Answer

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

Question 18

All of the following are aspects of a job description for a salesperson except which?

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

Question 19

An insurance company is considering using independent sales agents who would receive a 7 percent sales commission on sales or its own insurance salespeople who would receive a 5 percent commission,salaries,and benefits.Additionally,with a company salesforce,sales administration costs would be incurred for a total fixed cost of $650,000 per year.At what level of sales would independent salespeople be less costly to the firm?

Accepted Answer

A)  $650,000
B)  $3,250,000
C)  $6,500,000
D)  $32,500,000
E)  $35,200,000F) C) and E)
G) A) and B)

Question 20

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 B)
G) None of the above

Exam 20: Personal Selling and Sales Management

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

Correct Answer
verified

The sales process at Xerox typically follows the six stages of the personal selling process.During the fifth stage,the salesperson engages in a(n) ________ (gets a signed document or a firm confirmation of the sale) .

Correct Answer
verified

A straight commission compensation plan is one

Correct Answer
verified

All of the following are aspects of a job description for a salesperson except which?

Correct Answer
verified

An advantage of a geographical sales organization is that it

Correct Answer
verified

Figure 20-3 -As shown in Figure 20-3 above,Box D is the ________ stage in the personal selling process.

Correct Answer
verified

Explain the difference between a lead,a prospect,and a qualified prospect.

Correct Answer
verified
A lead is the name of a person who may b...
View Answer

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

Correct Answer
verified

With a ________,a salesperson is paid a fixed fee per week,month,or year.

Correct Answer
verified

The salesperson's objective is to "ensure that the customer is satisfied with the product or service" during which stage in the personal selling process?

Correct Answer
verified

Explain what occurs during the closing stage of the selling process and list the three types of close.

Correct Answer
verified
The closing stage in the selling process...
View Answer

Correct Answer
verified

Correct Answer
verified

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

Correct Answer
verified

Recent research indicates that a salesperson's ________ can influence his or her drive to create customer value.

Correct Answer
verified

When a salesperson in the Apple store asks,"Will that be charge or cash?" he has executed which stage of the personal selling process?

Correct Answer
verified

MooreChem created a marketing dashboard for each of its sales representatives.These dashboards included seven measures-sales revenue,gross margin,selling expense,profit,average order size,new customers,and customer satisfaction.Each metric was gauged to show actual salesperson performance

Correct Answer
verified

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

Correct Answer
verified

Perhaps the most well-known component of Xerox's sales management process is its

Correct Answer
verified

The ________ is a selling format that emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.

Correct Answer
verified

Exam 20: Personal Selling and Sales Management

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

Correct AnswerverifiedShow Answer

The sales process at Xerox typically follows the six stages of the personal selling process.During the fifth stage,the salesperson engages in a(n) ________ (gets a signed document or a firm confirmation of the sale) .

Correct AnswerverifiedShow Answer

A straight commission compensation plan is one

Correct AnswerverifiedShow Answer

All of the following are aspects of a job description for a salesperson except which?

Correct AnswerverifiedShow Answer

An advantage of a geographical sales organization is that it

Correct AnswerverifiedShow Answer

Figure 20-3 -As shown in Figure 20-3 above,Box D is the ________ stage in the personal selling process.

Correct AnswerverifiedShow Answer

Explain the difference between a lead,a prospect,and a qualified prospect.

Correct AnswerverifiedA lead is the name of a person who may b...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

With a ________,a salesperson is paid a fixed fee per week,month,or year.

Correct AnswerverifiedShow Answer

The salesperson's objective is to "ensure that the customer is satisfied with the product or service" during which stage in the personal selling process?

Correct AnswerverifiedShow Answer

Explain what occurs during the closing stage of the selling process and list the three types of close.

Correct AnswerverifiedThe closing stage in the selling process...View AnswerShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Recent research indicates that a salesperson's ________ can influence his or her drive to create customer value.

Correct AnswerverifiedShow Answer

When a salesperson in the Apple store asks,"Will that be charge or cash?" he has executed which stage of the personal selling process?

Correct AnswerverifiedShow Answer

MooreChem created a marketing dashboard for each of its sales representatives.These dashboards included seven measures-sales revenue,gross margin,selling expense,profit,average order size,new customers,and customer satisfaction.Each metric was gauged to show actual salesperson performance

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Perhaps the most well-known component of Xerox's sales management process is its

Correct AnswerverifiedShow Answer

The ________ is a selling format that emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.

Correct AnswerverifiedShow Answer

Correct Answer
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A lead is the name of a person who may b...
View Answer

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The closing stage in the selling process...
View Answer

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