Question 1

The advantage of a product sales organization is that

Accepted Answer

A)  salespeople can develop expertise with technical characteristics,applications,and selling methods for a particular product.
B)  the number of salespersons in the salesforce can be reduced.
C)  there is a lower cost for sales calls since this method is chosen for products that inherently have little or no product variation.
D)  it significantly minimizes travel time,expenses,and duplication of selling effort from one territory to another.
E)  fewer sales managers are required since the salesforce is paid strictly on commission.F) A) and E)
G) B) and E)

Question 2

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)  reasoning skills
D)  self-motivation skills
E)  self-awarenessF) C) and E)
G) A) and B)

Question 3

DuPont assigned chemists,sales and marketing executives,and regulatory specialists to create and sell an herbicide for corn growers that recorded sales of $57 million in its first year.This type of sales approach is referred to as

Accepted Answer

A)  partnership selling.
B)  missionary selling.
C)  team selling.
D)  order taking.
E)  formula selling.F) A) and E)
G) A) and D)

Question 4

Outside order takers are most likely to

Accepted Answer

A)  arrange point-of-purchase displays.
B)  generate leads for new customers.
C)  help design the product displays.
D)  follow up with dissatisfied customers.
E)  lead technical programs to educate customers.F) A) and D)
G) A) and C)

Question 5

Which type of sales personnel concentrates on performing promotional activities but generally does not solicit actual sales orders?

Accepted Answer

A)  missionary salespeople
B)  sales engineers
C)  outside order getters
D)  inside order getters
E)  outbound telemarketersF) All of the above
G) B) and D)

Question 6

The car salesman asked you a few questions when you first arrived to the lot: "What type of driving do you do?" and "How many people will you usually have riding in your car?" and then suggested,"Maybe you should look at crossovers instead of sedans." Here,the car salesman was using a

Accepted Answer

A)  stimulus-response presentation.
B)  formula selling presentation.
C)  need-satisfaction presentation.
D)  persuasive selling presentation.
E)  canned sales presentation.F) A) and C)
G) A) and B)

Question 7

According to Lindsey Smith of GE Healthcare,all of the following are necessary for a successful sales career except which?

Accepted Answer

A)  motivation
B)  artistry
C)  team orientation
D)  integrity
E)  relationship buildingF) C) and E)
G) C) and D)

Question 8

Which of the following is one of the three major tasks involved in the implementation stage of the sales management process?

Accepted Answer

A)  setting sales objectives.
B)  developing account management policies.
C)  salesforce motivation and compensation.
D)  salesforce evaluation.
E)  assignment of territories and/or accounts.F) A) and B)
G) A) and E)

Question 9

Consultative selling is very prominent in

Accepted Answer

A)  business-to-business marketing.
B)  business-to-government marketing.
C)  consumer-to-consumer marketing.
D)  consumer-to-business marketing.
E)  consumer-to-government marketing.F) A) and B)
G) A) and E)

Question 10

The most frequently used type of compensation plan for salespeople is a

Accepted Answer

A)  straight salary compensation plan.
B)  straight commission compensation plan.
C)  combination compensation plan.
D)  weighted compensation plan.
E)  market share compensation plan.F) A) and C)
G) B) and E)

Question 11

Asking the prospect to make a decision on some aspect of the purchase is referred to as a(n) ________ close.

Accepted Answer

A)  urgency
B)  preemptory
C)  presumptive
D)  trial
E)  finalF) A) and D)
G) B) and D)

Question 12

A job description is a written document that describes job relationships and requirements that characterize each sales position.Once established,the job description is then translated into

Accepted Answer

A)  statement of job credentials.
B)  statement of emotional intelligence.
C)  statement of job qualifications.
D)  statement of job requirements.
E)  statement of job education.F) B) and E)
G) A) and B)

Question 13

Which of the following statements regarding order getters is most accurate?

Accepted Answer

A)  Order getting involves a high degree of creativity.
B)  Order getters often replenish a retailer's inventories.
C)  Order getters handle orders obtained on inbound telemarketing.
D)  Order getters typically process reorders for products already sold by the company.
E)  Order getter sales calls traditionally require the lowest financial investment from the firm.F) B) and D)
G) A) and D)

Question 14

There are three major tasks involved in the implementation stage of the sales management process: salesforce motivation and compensation,salesforce training,and

Accepted Answer

A)  salesforce recruitment and selection.
B)  developing account management policies.
C)  assignment of territories and/or accounts.
D)  setting sales objectives.
E)  salesforce evaluation.F) B) and C)
G) A) and B)

Question 15

________ are often employed by companies that use inbound telemarketing,such as for a retailer's catalog phone banks.

Accepted Answer

A)  Inside order getters
B)  Missionary salespeople
C)  Sales associates
D)  Inside order takers
E)  Outside order takersF) B) and D)
G) None of the above

Question 16

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 would best be described as a(n)

Accepted Answer

A)   inside order getter.
B)   outside order getter.
C)   sales associate.
D)   inside order taker.
E)   outside order taker.F) A) and C)
G) All of the above

Question 17

A memorized,standardized message conveyed to every prospect is referred to as a

Accepted Answer

A)  stimulus-response presentation.
B)  canned sales presentation.
C)  directed selling presentation.
D)  mnemonic sales format.
E)  standardized sales format.F) A) and E)
G) A) and D)

Question 18

Consultative selling is a presentation format that

Accepted Answer

A)  emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
B)  focuses on problem identification,where the salesperson serves as an expert on problem recognition and resolution.
C)  consists of information that must be provided in an accurate,thorough,and step-by-step manner to inform the prospect.
D)  assumes that given the appropriate stimulus by a salesperson,the prospect will buy.
E)  involves adjusting the presentation to fit the selling situation,such as knowing when to offer solutions and when to ask for more information.F) A) and E)
G) All of the above

Question 19

Which of the following is one of the five dimensions of emotional intelligence?

Accepted Answer

A)  honesty
B)  sense of humor
C)  empathy
D)  the ability to be positive
E)  a need to be in controlF) C) and E)
G) A) and C)

Question 20

A sales quota is

Accepted Answer

A)  the ratio of sales calls made to actual sales closed.
B)  the minimum number of sales that must be made before a salesperson can be paid.
C)  the maximum threshold for satisfactory performance during an annual performance evaluation.
D)  the maximum number of sales that can be made before receiving a commission on sales.
E)  the specific goals assigned to a salesperson,sales team,branch sales office,or sales district for a stated time period.F) B) and D)
G) D) and E)

Exam 20: Personal Selling and Sales Management

A job description is a written document that describes job relationships and requirements that characterize each sales position.Once established,the job description is then translated into

Correct Answer
verified

Outside order takers are most likely to

Correct Answer
verified

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

Correct Answer
verified

The most frequently used type of compensation plan for salespeople is a

Correct Answer
verified

Which of the following is one of the five dimensions of emotional intelligence?

Correct Answer
verified

Correct Answer
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Consultative selling is very prominent in

Correct Answer
verified

The car salesman asked you a few questions when you first arrived to the lot: "What type of driving do you do?" and "How many people will you usually have riding in your car?" and then suggested,"Maybe you should look at crossovers instead of sedans." Here,the car salesman was using a

Correct Answer
verified

Which of the following is one of the three major tasks involved in the implementation stage of the sales management process?

Correct Answer
verified

A sales quota is

Correct Answer
verified

________ are often employed by companies that use inbound telemarketing,such as for a retailer's catalog phone banks.

Correct Answer
verified

Which type of sales personnel concentrates on performing promotional activities but generally does not solicit actual sales orders?

Correct Answer
verified

There are three major tasks involved in the implementation stage of the sales management process: salesforce motivation and compensation,salesforce training,and

Correct Answer
verified

The advantage of a product sales organization is that

Correct Answer
verified

A memorized,standardized message conveyed to every prospect is referred to as a

Correct Answer
verified

Asking the prospect to make a decision on some aspect of the purchase is referred to as a(n) ________ close.

Correct Answer
verified

Which of the following statements regarding order getters is most accurate?

Correct Answer
verified

DuPont assigned chemists,sales and marketing executives,and regulatory specialists to create and sell an herbicide for corn growers that recorded sales of $57 million in its first year.This type of sales approach is referred to as

Correct Answer
verified

Consultative selling is a presentation format that

Correct Answer
verified

According to Lindsey Smith of GE Healthcare,all of the following are necessary for a successful sales career except which?

Correct Answer
verified

Exam 20: Personal Selling and Sales Management

A job description is a written document that describes job relationships and requirements that characterize each sales position.Once established,the job description is then translated into

Correct AnswerverifiedShow Answer

Outside order takers are most likely to

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The most frequently used type of compensation plan for salespeople is a

Correct AnswerverifiedShow Answer

Which of the following is one of the five dimensions of emotional intelligence?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Consultative selling is very prominent in

Correct AnswerverifiedShow Answer

The car salesman asked you a few questions when you first arrived to the lot: "What type of driving do you do?" and "How many people will you usually have riding in your car?" and then suggested,"Maybe you should look at crossovers instead of sedans." Here,the car salesman was using a

Correct AnswerverifiedShow Answer

Which of the following is one of the three major tasks involved in the implementation stage of the sales management process?

Correct AnswerverifiedShow Answer

A sales quota is

Correct AnswerverifiedShow Answer

________ are often employed by companies that use inbound telemarketing,such as for a retailer's catalog phone banks.

Correct AnswerverifiedShow Answer

Which type of sales personnel concentrates on performing promotional activities but generally does not solicit actual sales orders?

Correct AnswerverifiedShow Answer

There are three major tasks involved in the implementation stage of the sales management process: salesforce motivation and compensation,salesforce training,and

Correct AnswerverifiedShow Answer

The advantage of a product sales organization is that

Correct AnswerverifiedShow Answer

A memorized,standardized message conveyed to every prospect is referred to as a

Correct AnswerverifiedShow Answer

Asking the prospect to make a decision on some aspect of the purchase is referred to as a(n) ________ close.

Correct AnswerverifiedShow Answer

Which of the following statements regarding order getters is most accurate?

Correct AnswerverifiedShow Answer

DuPont assigned chemists,sales and marketing executives,and regulatory specialists to create and sell an herbicide for corn growers that recorded sales of $57 million in its first year.This type of sales approach is referred to as

Correct AnswerverifiedShow Answer

Consultative selling is a presentation format that

Correct AnswerverifiedShow Answer

According to Lindsey Smith of GE Healthcare,all of the following are necessary for a successful sales career except which?

Correct AnswerverifiedShow Answer

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