Question 1

Which of the following is one of three major presentation formats used in the personal selling process?

Accepted Answer

A)  cold calling format
B)  formula selling format
C)  stimulus-satisfaction format
D)  stimulus-selling format
E)  persuasive sales formatF) B) and C)
G) A) and D)

Question 2

The primary way in which relationship selling creates customer value is by

Accepted Answer

A)  assigning a single sales representative to a single customer.
B)  maintaining a long-term connection involving mutual respect and trust.
C)  guaranteeing fair and equitable prices for each client regardless of the size of the purchase.
D)  providing cumulative discounts based on customer loyalty and the length of the customer relationship.
E)  guaranteeing fair and equitable sales practices for each customer regardless of the frequency of the purchase.F) C) and D)
G) A) and B)

Question 3

Key account management refers to

Accepted Answer

A)  the assignment of a single salesperson to a single customer throughout the course of the entire sale.
B)  the practice of assigning the highest performing salesperson to the clients with the most profitable accounts.
C)  the practice of using team selling to focus on important customers so as to build mutually beneficial,long-term,cooperative relationships.
D)  a sales relationship that involves a face-to-face,person-to-person encounter rather than a sale made through extranets.
E)  the practice of occasionally making contact with a customer on a sporadic basis following the initial sale of a product or service.F) B) and E)
G) A) and C)

Question 4

An urgency close refers to

Accepted Answer

A)  asking 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)  making an exchange of money or other unit of value.
D)  quickly committing the prospect by making references to the time limits of the purchase.
E)  asking the prospect to make choices concerning delivery,warranty,or financing terms.F) A) and B)
G) None of the above

Question 5

In the personal selling process,a telemarketer for a life insurance firm who calls and asks the head of the household,"If you were to die tomorrow,would your family be cared for?" is engaged in

Accepted Answer

A)  stimulus-response selling.
B)  closing the sale.
C)  prospecting.
D)  order taking.
E)  creating a preapproach.F) B) and E)
G) A) and B)

Question 6

Team selling refers to the practice of

Accepted Answer

A)  using an entire group of professionals in selling to and servicing major customers.
B)  sending an entire group of a firm's sales representatives into the field.
C)  combining the expertise and resources of buyers and sellers to create customized solutions,commit to joint planning,and share customer,competitive,and company information for their mutual benefit,and ultimately the customer.
D)  sending a group of sales representatives to concentrate on performing promotional activities and introducing new products.
E)  assigning a group of sales representatives,each with his or her own unique product,to the same geographic sales territory to ensure that the company can meet the needs of these customers.F) A) and E)
G) A) and D)

Question 7

________ gives its outstanding salespeople some unconventional rewards that include new pink Cadillacs and jewelry.

Accepted Answer

A)  Avon
B)  General Motors
C)  Tiffany & Co.
D)  Pampered Chef
E)  Mary Kay CosmeticsF) All of the above
G) B) and C)

Question 8

FloNetwork,Inc. ,is a company that has developed automation solutions for electronic marketing.Its software is able to handle all aspects of permission marketing-based campaigns from list generation and e-mail deployment to real-time tracking and in-depth analysis.To sell its system,the company conducts educational programs targeted to the technical staff in a prospective customer's information technology (IT) department to discuss recent technological developments with the product.In this situation,FloNetwork uses

Accepted Answer

A)  partnership selling.
B)  seminar selling.
C)  conference selling.
D)  sales engineers.
E)  formula selling.F) B) and D)
G) A) and B)

Question 9

Alice Faulkner is a professional salesperson.She earns her living by selling advertising for The New York Times newspaper.In addition to selling advertising to her regular accounts,Faulkner is responsible for generating new advertising accounts for the newspaper.In order to fulfill her responsibilities,Faulkner works hard to make sure the potential customers she sells to are qualified prospects.How can Faulkner know if the prospects she is selling to are in fact qualified prospects?

Accepted Answer

A)  Qualified prospects have heard of and now have an interest in buying advertising in the newspaper.
B)  Qualified prospects are part of an industry that buys advertising in the newspaper.
C)  Qualified prospects have a need for the advertising,can afford to buy it,and have the authority to make the purchase decision.
D)  Qualified prospects will participate in the decision to buy the advertising as part of a cross-functional team.
E)  Qualified prospects read the newspaper daily and recognize that it is a good advertising medium.F) A) and E)
G) C) and D)

Question 10

When Margot called the toll-free number to order one dozen water lilies from Van Ness Water Gardens,the firm was using

Accepted Answer

A)  interactive marketing.
B)  multichannel selling.
C)  inbound telemarketing.
D)  outbound telemarketing.
E)  social networking.F) All of the above
G) A) and E)

Question 11

The disadvantage of a product sales organization is

Accepted Answer

A)  it increases the number of salespersons in the salesforce since most product sales organizations are based around standard rebuys.
B)  there is a larger cost for sales since this method is chosen for products that inherently have little or no product variation.
C)  it significantly maximizes travel time,expenses,and duplication of selling effort from one territory to another.
D)  it increases the requirement for more sales managers since the salesforce is paid strictly on commission,which acts as a significant self-motivator.
E)  it produces high administration costs and duplication of selling effort because two company salespeople may call on the same customer.F) A) and B)
G) D) and E)

Question 12

Formulating the sales plan involves three tasks: setting objectives,organizing the salesforce,and

Accepted Answer

A)  hiring sales reps.
B)  developing the marketing plan.
C)  establishing the budget.
D)  developing account management policies.
E)  identifying qualified leads.F) A) and C)
G) C) and E)

Question 13

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 is referred to as a

Accepted Answer

A)  specialized order taker.
B)  designated order getter.
C)  missionary salesperson.
D)  sales engineer.
E)  sales technician.F) A) and C)
G) B) and E)

Question 14

A method of selling in which a salesperson and other company resource people meet with buyers to discuss problems and opportunities is referred to as

Accepted Answer

A)  conference selling.
B)  team selling.
C)  seminar selling.
D)  outbound telemarketing.
E)  formula selling.F) A) and B)
G) B) and E)

Question 15

Explain the selling model that Xerox uses.

Accepted Answer

A decade ago,Xerox shifted to a consulta...

Question 16

At which stage of the personal selling process would a salesperson obtain a purchase commitment from the prospect?

Accepted Answer

A)  approach
B)  presentation
C)  closing
D)  follow-up
E)  saleF) B) and C)
G) A) and C)

Question 17

A salesperson who processes routine orders or reorders for products that were already sold by the company is referred to as a(n)

Accepted Answer

A)  order getter.
B)  missionary salesperson.
C)  order taker.
D)  sales engineer.
E)  order processor.F) A) and B)
G) A) and C)

Question 18

The three types of personal selling are order taking,order getting,and

Accepted Answer

A)  customer sales support.
B)  order fulfillment.
C)  order management.
D)  order processing.
E)  order shipment.F) A) and B)
G) B) and C)

Question 19

Attributes such as imagination and problem-solving ability,strong work ethic,honesty,intimate product knowledge,effective communication and listening skills,and attentiveness reflected in responsiveness to buyer needs and customer loyalty and follow-up are often found in the ________ for sales positions.

Accepted Answer

A)  job analysis
B)  job description
C)  statement of job credentials
D)  statement of job qualifications
E)  statement of job experienceF) A) and E)
G) A) and C)

Question 20

A statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed is known as a

Accepted Answer

A)  sales plan.
B)  salesforce framework.
C)  sales protocol.
D)  selling work order.
E)  sales assessment.F) A) and D)
G) C) and E)

Exam 20: Personal Selling and Sales Management

Formulating the sales plan involves three tasks: setting objectives,organizing the salesforce,and

Correct Answer
verified

The three types of personal selling are order taking,order getting,and

Correct Answer
verified

A method of selling in which a salesperson and other company resource people meet with buyers to discuss problems and opportunities is referred to as

Correct Answer
verified

The primary way in which relationship selling creates customer value is by

Correct Answer
verified

The disadvantage of a product sales organization is

Correct Answer
verified

Key account management refers to

Correct Answer
verified

Correct Answer
verified

Which of the following is one of three major presentation formats used in the personal selling process?

Correct Answer
verified

An urgency close refers to

Correct Answer
verified

________ gives its outstanding salespeople some unconventional rewards that include new pink Cadillacs and jewelry.

Correct Answer
verified

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 is referred to as a

Correct Answer
verified

A statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed is known as a

Correct Answer
verified

Correct Answer
verified

In the personal selling process,a telemarketer for a life insurance firm who calls and asks the head of the household,"If you were to die tomorrow,would your family be cared for?" is engaged in

Correct Answer
verified

Explain the selling model that Xerox uses.

Correct Answer
verified
A decade ago,Xerox shifted to a consulta...
View Answer

Correct Answer
verified

A salesperson who processes routine orders or reorders for products that were already sold by the company is referred to as a(n)

Correct Answer
verified

At which stage of the personal selling process would a salesperson obtain a purchase commitment from the prospect?

Correct Answer
verified

Team selling refers to the practice of

Correct Answer
verified

When Margot called the toll-free number to order one dozen water lilies from Van Ness Water Gardens,the firm was using

Correct Answer
verified

Exam 20: Personal Selling and Sales Management

Formulating the sales plan involves three tasks: setting objectives,organizing the salesforce,and

Correct AnswerverifiedShow Answer

The three types of personal selling are order taking,order getting,and

Correct AnswerverifiedShow Answer

A method of selling in which a salesperson and other company resource people meet with buyers to discuss problems and opportunities is referred to as

Correct AnswerverifiedShow Answer

The primary way in which relationship selling creates customer value is by

Correct AnswerverifiedShow Answer

The disadvantage of a product sales organization is

Correct AnswerverifiedShow Answer

Key account management refers to

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which of the following is one of three major presentation formats used in the personal selling process?

Correct AnswerverifiedShow Answer

An urgency close refers to

Correct AnswerverifiedShow Answer

________ gives its outstanding salespeople some unconventional rewards that include new pink Cadillacs and jewelry.

Correct AnswerverifiedShow 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 is referred to as a

Correct AnswerverifiedShow Answer

A statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed is known as a

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

In the personal selling process,a telemarketer for a life insurance firm who calls and asks the head of the household,"If you were to die tomorrow,would your family be cared for?" is engaged in

Correct AnswerverifiedShow Answer

Explain the selling model that Xerox uses.

Correct AnswerverifiedA decade ago,Xerox shifted to a consulta...View AnswerShow Answer

Correct AnswerverifiedShow Answer

A salesperson who processes routine orders or reorders for products that were already sold by the company is referred to as a(n)

Correct AnswerverifiedShow Answer

At which stage of the personal selling process would a salesperson obtain a purchase commitment from the prospect?

Correct AnswerverifiedShow Answer

Team selling refers to the practice of

Correct AnswerverifiedShow Answer

When Margot called the toll-free number to order one dozen water lilies from Van Ness Water Gardens,the firm was using

Correct AnswerverifiedShow Answer

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A decade ago,Xerox shifted to a consulta...
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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