Question 1

SFA is an acronym for

Accepted Answer

A)  salesforce automation.
B)  sales factory automation.
C)  sales flexible automation.
D)  sales functional automation.
E)  sales frequency automation.F) D) and E)
G) A) and D)

Question 2

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 B)
G) C) and D)

Question 3

The sales process at Xerox typically follows the six stages of the personal selling process.During the second stage,the salesforce prepares for a presentation by

Accepted Answer

A)  having a cross-functional team teleconference before each customer encounter.
B)  preparing state-of-the-art presentations about the newest Xerox printer technologies.
C)  familiarizing themselves with the potential client and its document needs.
D)  secretly visiting the client as a "mystery shopper" to uncover any potential problems of which the firm may be unaware.
E)  role-playing different possible scenarios that might occur during the actual sales presentation.F) B) and C)
G) A) and E)

Question 4

In the context of a salesperson's position,explain what a job description is.In the answer,specify the six attributes that it purports to explain.

Accepted Answer

A job description is a written document ...

Question 5

Harry goes to the local Staples store to purchase a laptop.He asks many questions of the salesclerk,compares various models on display,and decides on the Sony Vaio.The salesperson then recommends to Harry that he should purchase an extended warranty service contract for the computer.This is an example of

Accepted Answer

A)  inquiry selling.
B)  formula selling.
C)  method selling.
D)  suggestive selling.
E)  need-satisfaction selling.F) A) and B)
G) B) and E)

Question 6

A salesclerk at L.L.Bean uses ________ when he asks a customer if she also needs a pair of hiking socks with the purchase of her mountain boots.

Accepted Answer

A)  a stimulus-response presentation
B)  a transactional sales presentation
C)  need-satisfaction selling
D)  consultative selling
E)  formula sellingF) B) and D)
G) B) and C)

Question 7

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) All of the above
G) None of the above

Question 8

Salespeople are paid using one of three plans:

Accepted Answer

A)  incremental salary,input-based commission,and output-based commission.
B)  straight salary,straight commission,and graded-scale competitive pay.
C)  percentage of sales,percentage of profits,and straight salary.
D)  straight salary,straight commission,and a combination of salary and commission.
E)  straight commission,percentage of market share,and a combination of salary and commission.F) C) and E)
G) All of the above

Question 9

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

Accepted Answer

A)  approach
B)  close
C)  presentation
D)  prospecting
E)  follow-upF) None of the above
G) All of the above

Question 10

Figure 20-7
 
-Consider Figure 20-7 above,which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position.Box D represents which account management policy?

Accepted Answer

A)  accounts that the firm should consider replacing personal calls with telephone sales or direct mail to service accounts
B)  accounts that should emphasize a heavy sales organization position or shift resources to other accounts if a stronger sales organization position is impossible
C)  accounts that offer a strong opportunity because they have low levels of competition
D)  accounts that should receive a high level of sales calls and service to retain and possibly build accounts
E)  accounts that should receive moderate level of sales and service to maintain current position of sales organizationF) A) and B)
G) D) and E)

Question 11

In many societies outside the United States,considerable time is devoted to nonbusiness talk designed to establish a rapport between buyers and sellers.This occurs during the ________ stage of the personal selling process.

Accepted Answer

A)  close
B)  approach
C)  preapproach
D)  presentation
E)  prospectingF) B) and C)
G) None of the above

Question 12

The practice of using a group of professionals in selling to and servicing major customers is referred to as

Accepted Answer

A)  cooperative selling.
B)  missionary sales.
C)  sales engineering.
D)  team selling.
E)  partnership selling.F) B) and C)
G) None of the above

Question 13

The Xerox salesforce is divided into four geographic organizations: North America,Europe,Global Accounts,and Developing Markets.Within each geographic area,the majority of Xerox products and services are typically sold through its

Accepted Answer

A)  distributors.
B)  competitor partnerships.
C)  order takers.
D)  direct salesforce.
E)  telemarketers.F) A) and B)
G) D) and E)

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 salesforce.
C)  method for determining the size of a salesforce that integrates the number of customers served,call frequency,call length,and available selling time to arrive at a salesforce 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 E)
G) A) and B)

Question 15

The ________ is a common formula-based approach for determining the size of a salesforce.

Accepted Answer

A)  sales response function
B)  account management framework
C)  workhorse method
D)  salesforce allocation method
E)  workload methodF) D) and E)
G) A) and C)

Question 16

Figure 20-7
 
-Consider Figure 20-7 above,which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position.Box A represents which account management policy?

Accepted Answer

A)  accounts that the firm should consider replacing personal calls with telephone sales or direct mail to service accounts
B)  accounts that should emphasize a heavy sales organization position or shift resources to other accounts if a stronger sales organization position is impossible
C)  accounts that offer a poor opportunity because they have high levels of competition
D)  accounts that should receive a high level of sales calls and service to retain and possibly build accounts
E)  accounts that should receive moderate level of sales and service to maintain current position of sales organizationF) A) and B)
G) B) and C)

Question 17

A(n) ________ is a written document that describes job relationships and requirements that characterize each sales position.

Accepted Answer

A)  sales plan
B)  job analysis
C)  employee contract
D)  job description
E)  personal performance planF) A) and B)
G) A) and E)

Question 18

A sales quota contains goals,such as last year/current year sales ratio,accounts generated,profit achieved,

Accepted Answer

A)  sales of specific products.
B)  new clients contacted.
C)  reports filed.
D)  complaints received.
E)  customer enquiries.F) D) and E)
G) A) and B)

Question 19

All of the following are types of sales objectives except which?

Accepted Answer

A)  input-related
B)  employer-related
C)  competitor-related
D)  behaviorally related
E)  output-relatedF) A) and B)
G) B) and D)

Question 20

A sales engineer is a

Accepted Answer

A)  salesperson who specializes in identifying,analyzing,and solving customer problems and brings know-how and technical expertise to the selling situation,but often does not actually sell products and services.
B)  salesperson who processes routine orders or reorders for products that are presold by the company.
C)  salesperson who identifies prospective customers,provides customers with information,persuades customers to buy,closes sales,and follows up on a customer's use of a product or service.
D)  person on the selling team who is responsible for supervising his or her company's R&D expenditures.
E)  member of the sales support team who does not directly solicit orders but rather concentrates on performing promotional activities and introducing new products.F) All of the above
G) B) and D)

Exam 20: Personal Selling and Sales Management

A sales quota contains goals,such as last year/current year sales ratio,accounts generated,profit achieved,

Correct Answer
verified

Figure 20-7 -Consider Figure 20-7 above,which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position.Box A represents which account management policy?

Correct Answer
verified

Figure 20-7 -Consider Figure 20-7 above,which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position.Box D represents which account management policy?

Correct Answer
verified

A sales engineer is a

Correct Answer
verified

An assumptive close refers to

Correct Answer
verified

The ________ is a common formula-based approach for determining the size of a salesforce.

Correct Answer
verified

In many societies outside the United States,considerable time is devoted to nonbusiness talk designed to establish a rapport between buyers and sellers.This occurs during the ________ stage of the personal selling process.

Correct Answer
verified

The sales process at Xerox typically follows the six stages of the personal selling process.During the second stage,the salesforce prepares for a presentation by

Correct Answer
verified

A sales plan is a

Correct Answer
verified

SFA is an acronym for

Correct Answer
verified

All of the following are types of sales objectives except which?

Correct Answer
verified

A(n) ________ is a written document that describes job relationships and requirements that characterize each sales position.

Correct Answer
verified

The Xerox salesforce is divided into four geographic organizations: North America,Europe,Global Accounts,and Developing Markets.Within each geographic area,the majority of Xerox products and services are typically sold through its

Correct Answer
verified

A salesclerk at L.L.Bean uses ________ when he asks a customer if she also needs a pair of hiking socks with the purchase of her mountain boots.

Correct Answer
verified

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

Correct Answer
verified

Correct Answer
verified

The practice of using a group of professionals in selling to and servicing major customers is referred to as

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

Salespeople are paid using one of three plans:

Correct Answer
verified

In the context of a salesperson's position,explain what a job description is.In the answer,specify the six attributes that it purports to explain.

Correct Answer
verified
A job description is a written document ...
View Answer

Exam 20: Personal Selling and Sales Management

A sales quota contains goals,such as last year/current year sales ratio,accounts generated,profit achieved,

Correct AnswerverifiedShow Answer

Figure 20-7 -Consider Figure 20-7 above,which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position.Box A represents which account management policy?

Correct AnswerverifiedShow Answer

Figure 20-7 -Consider Figure 20-7 above,which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position.Box D represents which account management policy?

Correct AnswerverifiedShow Answer

A sales engineer is a

Correct AnswerverifiedShow Answer

An assumptive close refers to

Correct AnswerverifiedShow Answer

The ________ is a common formula-based approach for determining the size of a salesforce.

Correct AnswerverifiedShow Answer

In many societies outside the United States,considerable time is devoted to nonbusiness talk designed to establish a rapport between buyers and sellers.This occurs during the ________ stage of the personal selling process.

Correct AnswerverifiedShow Answer

The sales process at Xerox typically follows the six stages of the personal selling process.During the second stage,the salesforce prepares for a presentation by

Correct AnswerverifiedShow Answer

A sales plan is a

Correct AnswerverifiedShow Answer

SFA is an acronym for

Correct AnswerverifiedShow Answer

All of the following are types of sales objectives except which?

Correct AnswerverifiedShow Answer

A(n) ________ is a written document that describes job relationships and requirements that characterize each sales position.

Correct AnswerverifiedShow Answer

The Xerox salesforce is divided into four geographic organizations: North America,Europe,Global Accounts,and Developing Markets.Within each geographic area,the majority of Xerox products and services are typically sold through its

Correct AnswerverifiedShow Answer

A salesclerk at L.L.Bean uses ________ when he asks a customer if she also needs a pair of hiking socks with the purchase of her mountain boots.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

The practice of using a group of professionals in selling to and servicing major customers is referred to as

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

Salespeople are paid using one of three plans:

Correct AnswerverifiedShow Answer

In the context of a salesperson's position,explain what a job description is.In the answer,specify the six attributes that it purports to explain.

Correct AnswerverifiedA job description is a written document ...View AnswerShow Answer

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

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
A job description is a written document ...
View Answer