Question 1

Which type of salesforce training is the most popular type of training?

Accepted Answer

A)  individual instruction
B)  on-the-job training
C)  formal classes
D)  seminars taught by sales trainers
E)  computer-based trainingF) B) and C)
G) C) and E)

Question 2

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

Accepted Answer

A)  Order getters often replenish a retailer's inventories.
B)  Order getters handle orders obtained on inbound telemarketing.
C)  Order getters typically process reorders for products already sold by the company.
D)  Order getters' primary focus is on performing promotional activities and introducing new products.
E)  Order getter sales calls traditionally require the greatest financial investment from the firm.F) A) and D)
G) A) and E)

Question 3

Which two forms of selling are possible when a salesperson is viewed as an expert on problem recognition and resolution?

Accepted Answer

A)  adaptive selling and upselling
B)  formula selling and adaptive selling
C)  formula selling and suggestive selling
D)  suggestive selling and formula selling
E)  upselling and cross-sellingF) B) and D)
G) A) and C)

Question 4

What are the keys to effective need-satisfaction presentations?

Accepted Answer

The need-satisfaction format of sales pr...

Question 5

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

Accepted Answer

A)  Sales plan analysis
B)  Sales plan formulation
C)  Sales plan management
D)  Sales plan evaluation
E)  Sales plan implementationF) All of the above
G) A) and D)

Question 6

At which stage in the personal selling process would the salesperson obtain further information about the prospect and decide on the best method of contact?

Accepted Answer

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

Question 7

There are ________ genetic markers correlated with a salesperson's predisposition or willingness to interact with customers and learn about their problems in order to meet their needs.

Accepted Answer

A)  six
B)  two
C)  three
D)  four
E)  fiveF) A) and E)
G) A) and B)

Question 8

Lindsey Smith's task in Molecular Imaging Products at GE Healthcare is to

Accepted Answer

A)  simplify sales presentations for technical products.
B)  increase the importance of the advertising element of the company's promotion mix.
C)  develop a team of professionals in selling to and servicing key customers.
D)  create value in customer relationships by emphasizing the company's product innovations,solutions,and service.
E)  establish brand recognition for Molecular Imaging Products as distinct from GE Healthcare.F) A) and B)
G) A) and C)

Question 9

In personal selling,the name of a person who may be a possible customer is referred to as a(n)

Accepted Answer

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

Question 10

Salesforce automation is the use of ________ to make the sales function more efficient and effective.

Accepted Answer

A)  avatars
B)  emotional intelligence
C)  account management policies
D)  technology
E)  suggestive selling techniquesF) None of the above
G) D) and E)

Question 11

Mark wanted to make some extra money,so he went door-to-door in his neighborhood asking residents if they had any small jobs that they could hire him to perform.Mark had no idea of whether anyone had work for him,so he picked the houses randomly and knocked on the doors to see if anyone was home and perhaps interested in his services.In terms of the personal selling process,Mark was engaged in

Accepted Answer

A)  stimulus-response selling
B)  handshaking
C)  cold canvassing
D)  closing
E)  traffic generationF) A) and B)
G) C) and D)

Question 12

Planning the selling program and implementing and evaluating the personal selling effort of the firm is referred to as

Accepted Answer

A)  relationship marketing.
B)  team selling.
C)  personal selling.
D)  sales engineering.
E)  sales management.F) A) and B)
G) C) and E)

Question 13

Seminar selling is a method of personal selling in which

Accepted Answer

A)  the company provides a free audit of the buyers' purchase behaviors to identify any weaknesses and then provides formal training on more effective buying behaviors.
B)  a group of the organization's R&D personnel conducts a product demonstration and training seminar for all major customers.
C)  salespeople and other company resource people meet with buyers to discuss problems and opportunities.
D)  a company sales team conducts an educational program for a customer's technical staff to describe state-of-the-art developments.
E)  a company selling services tries to overcome the problems associated with the intangibility of service.F) A) and D)
G) A) and C)

Question 14

A need-satisfaction presentation format that involves adjusting the presentation to fit the selling situation,such as knowing when to offer solutions and when to ask for more information,is referred to as

Accepted Answer

A)  relationship selling.
B)  adaptive selling.
C)  consultative selling.
D)  proactive selling.
E)  cooperative selling.F) A) and E)
G) B) and E)

Question 15

A straight commission compensation plan is well-suited to sales positions where

Accepted Answer

A)  non-selling activities are minimal.
B)  there is lively competition in the industry.
C)  no technological background is necessary.
D)  most salespeople are working toward management positions.
E)  extensive non-selling activities are essential for closing a sale.F) A) and D)
G) A) and B)

Question 16

Diamond Line is a distributor of everything a florist needs to create a beautiful arrangement except the flowers.It sells to 10,000 flower and gift shops and 5,000 supermarkets nationwide.Each florist is called on four times a month and each supermarket is called on twice a month.Assume a 52-week calendar year and that each salesperson takes a four-week vacation.A sales call to a florist takes one hour,and a sales call to a supermarket takes two hours of selling time.An average salesperson spends 1,000 hours per year making sales calls.The number of salespeople Diamond Line needs to cover its account base is

Accepted Answer

A)  15.
B)  52.
C)  240.
D)  480.
E)  720.F) B) and C)
G) A) and E)

Question 17

A representative from AT&T called Dr.Michaels after he switched to its U-verse telephone system.The firm wanted to make certain he was satisfied and asked if he had any questions concerning his new service.This is an example of a(n) ________ call.

Accepted Answer

A)   assumptive
B)   preemptive
C)   follow-up
D)   prospecting
E)   courtesyF) C) and D)
G) B) and D)

Question 18

A break-even chart for comparing independent agents and a company salesforce includes ________ and ________.

Accepted Answer

A)  selling costs;sales revenues in dollars
B)  sales profits;percentage of market share
C)  salary compensation;commission compensation
D)  calls made;sales made
E)  number of independent agents;number of company salesforce personnelF) A) and D)
G) A) and C)

Question 19

The practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time is referred to as

Accepted Answer

A)  order processing.
B)  order taking.
C)  customer value creation.
D)  relationship selling.
E)  partnership selling.F) A) and D)
G) A) and B)

Question 20

Personal selling requires the ________ flow of communication between a buyer and a seller,often in a face-to-face encounter,designed to influence a person's or a group's purchase decision.

Accepted Answer

A)  direct
B)  indirect
C)  one-way
D)  two-way
E)  recurringF) A) and D)
G) A) and C)

Exam 20: Personal Selling and Sales Management

Salesforce automation is the use of ________ to make the sales function more efficient and effective.

Correct Answer
verified

Which two forms of selling are possible when a salesperson is viewed as an expert on problem recognition and resolution?

Correct Answer
verified

Personal selling requires the ________ flow of communication between a buyer and a seller,often in a face-to-face encounter,designed to influence a person's or a group's purchase decision.

Correct Answer
verified

Planning the selling program and implementing and evaluating the personal selling effort of the firm is referred to as

Correct Answer
verified

At which stage in the personal selling process would the salesperson obtain further information about the prospect and decide on the best method of contact?

Correct Answer
verified

The practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time is referred to as

Correct Answer
verified

A break-even chart for comparing independent agents and a company salesforce includes and .

Correct Answer
verified

Lindsey Smith's task in Molecular Imaging Products at GE Healthcare is to

Correct Answer
verified

A representative from AT&T called Dr.Michaels after he switched to its U-verse telephone system.The firm wanted to make certain he was satisfied and asked if he had any questions concerning his new service.This is an example of a(n) ________ call.

Correct Answer
verified

Correct Answer
verified

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

Correct Answer
verified

There are ________ genetic markers correlated with a salesperson's predisposition or willingness to interact with customers and learn about their problems in order to meet their needs.

Correct Answer
verified

A straight commission compensation plan is well-suited to sales positions where

Correct Answer
verified

Which type of salesforce training is the most popular type of training?

Correct Answer
verified

Seminar selling is a method of personal selling in which

Correct Answer
verified

What are the keys to effective need-satisfaction presentations?

Correct Answer
verified
The need-satisfaction format of sales pr...
View Answer

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

Correct Answer
verified

In personal selling,the name of a person who may be a possible customer is referred to as a(n)

Correct Answer
verified

A need-satisfaction presentation format that involves adjusting the presentation to fit the selling situation,such as knowing when to offer solutions and when to ask for more information,is referred to as

Correct Answer
verified

Correct Answer
verified

Exam 20: Personal Selling and Sales Management

Salesforce automation is the use of ________ to make the sales function more efficient and effective.

Correct AnswerverifiedShow Answer

Which two forms of selling are possible when a salesperson is viewed as an expert on problem recognition and resolution?

Correct AnswerverifiedShow Answer

Personal selling requires the ________ flow of communication between a buyer and a seller,often in a face-to-face encounter,designed to influence a person's or a group's purchase decision.

Correct AnswerverifiedShow Answer

Planning the selling program and implementing and evaluating the personal selling effort of the firm is referred to as

Correct AnswerverifiedShow Answer

At which stage in the personal selling process would the salesperson obtain further information about the prospect and decide on the best method of contact?

Correct AnswerverifiedShow Answer

The practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time is referred to as

Correct AnswerverifiedShow Answer

A break-even chart for comparing independent agents and a company salesforce includes ________ and ________.

Correct AnswerverifiedShow Answer

Lindsey Smith's task in Molecular Imaging Products at GE Healthcare is to

Correct AnswerverifiedShow Answer

A representative from AT&T called Dr.Michaels after he switched to its U-verse telephone system.The firm wanted to make certain he was satisfied and asked if he had any questions concerning his new service.This is an example of a(n) ________ call.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

There are ________ genetic markers correlated with a salesperson's predisposition or willingness to interact with customers and learn about their problems in order to meet their needs.

Correct AnswerverifiedShow Answer

A straight commission compensation plan is well-suited to sales positions where

Correct AnswerverifiedShow Answer

Which type of salesforce training is the most popular type of training?

Correct AnswerverifiedShow Answer

Seminar selling is a method of personal selling in which

Correct AnswerverifiedShow Answer

What are the keys to effective need-satisfaction presentations?

Correct AnswerverifiedThe need-satisfaction format of sales pr...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

In personal selling,the name of a person who may be a possible customer is referred to as a(n)

Correct AnswerverifiedShow Answer

A need-satisfaction presentation format that involves adjusting the presentation to fit the selling situation,such as knowing when to offer solutions and when to ask for more information,is referred to as

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

A break-even chart for comparing independent agents and a company salesforce includes and .

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
The need-satisfaction format of sales pr...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
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