Question 1

At the __________ stage in the personal selling process, a salesperson gains a prospect's attention, stimulates interest, and builds the foundation for the sales presentation itself.

Accepted Answer

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

Question 2

Which of the following statements regarding cold canvassing is most accurate?

Accepted Answer

A)  Currently, there are no federal regulations regarding cold canvassing.
B)  Generally, only 1 in 100 cold canvass calls results in a sale, so it is only effective for costly items.
C)  Cold calling is the most common type of sales prospecting in Asia and Latin America.
D)  About 75 percent of U.S. consumers consider cold canvassing an intrusion on their privacy.
E)  The Telephone Consumer Protection Act not only protects citizens, but it also ensures the rights of telemarketers to call anyone listed in a public directory, whether they choose to be called or not.F) C) and D)
G) B) and E)

Question 3

Which is the simplest form of salesforce organizational structure?

Accepted Answer

A)  profit
B)  customer
C)  product
D)  geographical
E)  marketF) A) and E)
G) B) and C)

Question 4

The practice of using the telephone rather than personal visits to contact customers is referred to as

Accepted Answer

A)  missionary selling.
B)  outbound telemarketing.
C)  cold canvassing.
D)  inbound telemarketing.
E)  team selling.F) C) and D)
G) B) and E)

Question 5

Explain the difference between personal selling and sales management.

Accepted Answer

Personal selling involves the two-way fl...

Question 6

Inside order takers are also referred to as

Accepted Answer

A)  managers.
B)  directors.
C)  missionaries.
D)  salesclerks.
E)  go-getters.F) All of the above
G) A) and B)

Question 7

A salesperson at Toshiba America Medical Systems uses a laptop computer with built-in DVD capabilities to provide interactive presentations for Toshiba's computerized tomography (CT)  and magnetic resonance imaging (MRI)  scanners. With it, the customer sees elaborate three-dimensional animations, high-resolution scans, and video clips of the company's products in operation as well as narrated testimonials from satisfied customers. Such technological capabilities have made it effective both for sales presentations and for training salespeople. This would be an example of the use of

Accepted Answer

A)  specialized order taker.
B)  sales management principles.
C)  customer relationship management.
D)  salesforce technology.
E)  account management policies.F) D) and E)
G) B) and E)

Question 8

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) C) and E)
G) B) and D)

Question 9

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) All of the above
G) B) and E)

Question 10

The use of teams of sales, service, and technical personnel who work with purchasing, manufacturing, engineering, logistics, and financial executives in customer organizations is referred to as

Accepted Answer

A)  sales analysis.
B)  formula selling.
C)  adaptive selling.
D)  consultative selling.
E)  key account management.F) B) and D)
G) C) and D)

Question 11

The Xerox salesforce is divided into four _________ organizations.

Accepted Answer

A)  product
B)  geographic
C)  customer
D)  market
E)  product life cycleF) A) and E)
G) A) and C)

Question 12

The two-way flow of communication between a buyer and seller, often in a face-to-face encounter, designed to influence a person's or group's purchase decision is referred to as

Accepted Answer

A)  sales management.
B)  personal selling.
C)  sales promotion.
D)  direct selling.
E)  marketing management.F) C) and D)
G) None of the above

Question 13

Two types of order takers exist. __________ visit customers and replenish inventory stocks of resellers, whereas __________ typically answer simple questions, take orders, and complete transactions with customers.

Accepted Answer

A)  Inside order takers; outside order takers
B)  Inside order takers; outside order clerks
C)  Outside order takers; inside order takers
D)  Salesclerks; inbound telemarketers
E)  Inside order clerks; outside order takersF) D) and E)
G) A) and E)

Question 14

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

Question 15

Exchanging business cards in Asia is done according to the customs and norms of the country or region. This protocol is considered important during which stage of the personal selling process?

Accepted Answer

A)  presentation
B)  follow-up
C)  preapproach
D)  close
E)  approachF) A) and B)
G) C) and E)

Question 16

What assumption does the stimulus-response presentation format make?

Accepted Answer

The stimulus-response presentation forma...

Question 17

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) A) and D)
G) A) and E)

Question 18

The use of computer, information, communication, and Internet technology to make the sales function more effective and efficient is referred to as

Accepted Answer

A)  automated selling.
B)  direct selling.
C)  salesforce automation.
D)  salesforce computerization.
E)  salesforce networking.F) C) and E)
G) A) and C)

Question 19

Research indicates that 25 percent of U.S. salespeople engaged in __________ selling consider it unethical to explicitly ask customers about competitors' strategies such as pricing practices, product development efforts, and trade and promotion programs.

Accepted Answer

A)  order-taking
B)  business-to-business
C)  business-to-consumer
D)  missionary
E)  partnershipF) D) and E)
G) All of the above

Question 20

When using an account management policy grid, an account would receive a high level of sales calls if the account opportunity level assessment is

Accepted Answer

A)  high and the sales organization has a weak competitive position.
B)  low and the sales organization has a strong competitive position.
C)  high and there is a likelihood that a strong competitive position can be achieved.
D)  low and the sales organization has a low competitive position.
E)  high and the sales organization has strong competitive position.F) A) and C)
G) A) and D)

Exam 20: Personal Selling and Sales Management

Research indicates that 25 percent of U.S. salespeople engaged in __________ selling consider it unethical to explicitly ask customers about competitors' strategies such as pricing practices, product development efforts, and trade and promotion programs.

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

Correct Answer
verified

The use of teams of sales, service, and technical personnel who work with purchasing, manufacturing, engineering, logistics, and financial executives in customer organizations is referred to as

Correct Answer
verified

A sales plan is a

Correct Answer
verified

The Xerox salesforce is divided into four _________ organizations.

Correct Answer
verified

The practice of using the telephone rather than personal visits to contact customers is referred to as

Correct Answer
verified

Correct Answer
verified

Exchanging business cards in Asia is done according to the customs and norms of the country or region. This protocol is considered important during which stage of the personal selling process?

Correct Answer
verified

What assumption does the stimulus-response presentation format make?

Correct Answer
verified
The stimulus-response presentation forma...
View Answer

At the __________ stage in the personal selling process, a salesperson gains a prospect's attention, stimulates interest, and builds the foundation for the sales presentation itself.

Correct Answer
verified

When using an account management policy grid, an account would receive a high level of sales calls if the account opportunity level assessment is

Correct Answer
verified

Inside order takers are also referred to as

Correct Answer
verified

The two-way flow of communication between a buyer and seller, often in a face-to-face encounter, designed to influence a person's or group's purchase decision is referred to as

Correct Answer
verified

Which is the simplest form of salesforce organizational structure?

Correct Answer
verified

The use of computer, information, communication, and Internet technology to make the sales function more effective and efficient is referred to as

Correct Answer
verified

Which of the following statements regarding cold canvassing is most accurate?

Correct Answer
verified

Explain the difference between personal selling and sales management.

Correct Answer
verified
Personal selling involves the two-way fl...
View Answer

Two types of order takers exist. visit customers and replenish inventory stocks of resellers, whereas typically answer simple questions, take orders, and complete transactions with customers.

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

Exam 20: Personal Selling and Sales Management

Research indicates that 25 percent of U.S. salespeople engaged in __________ selling consider it unethical to explicitly ask customers about competitors' strategies such as pricing practices, product development efforts, and trade and promotion programs.

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

Correct AnswerverifiedShow Answer

The use of teams of sales, service, and technical personnel who work with purchasing, manufacturing, engineering, logistics, and financial executives in customer organizations is referred to as

Correct AnswerverifiedShow Answer

A sales plan is a

Correct AnswerverifiedShow Answer

The Xerox salesforce is divided into four _________ organizations.

Correct AnswerverifiedShow Answer

The practice of using the telephone rather than personal visits to contact customers is referred to as

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Exchanging business cards in Asia is done according to the customs and norms of the country or region. This protocol is considered important during which stage of the personal selling process?

Correct AnswerverifiedShow Answer

What assumption does the stimulus-response presentation format make?

Correct AnswerverifiedThe stimulus-response presentation forma...View AnswerShow Answer

At the __________ stage in the personal selling process, a salesperson gains a prospect's attention, stimulates interest, and builds the foundation for the sales presentation itself.

Correct AnswerverifiedShow Answer

When using an account management policy grid, an account would receive a high level of sales calls if the account opportunity level assessment is

Correct AnswerverifiedShow Answer

Inside order takers are also referred to as

Correct AnswerverifiedShow Answer

The two-way flow of communication between a buyer and seller, often in a face-to-face encounter, designed to influence a person's or group's purchase decision is referred to as

Correct AnswerverifiedShow Answer

Which is the simplest form of salesforce organizational structure?

Correct AnswerverifiedShow Answer

The use of computer, information, communication, and Internet technology to make the sales function more effective and efficient is referred to as

Correct AnswerverifiedShow Answer

Which of the following statements regarding cold canvassing is most accurate?

Correct AnswerverifiedShow Answer

Explain the difference between personal selling and sales management.

Correct AnswerverifiedPersonal selling involves the two-way fl...View AnswerShow Answer

Two types of order takers exist. __________ visit customers and replenish inventory stocks of resellers, whereas __________ typically answer simple questions, take orders, and complete transactions with customers.

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 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 stimulus-response presentation forma...
View 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
Personal selling involves the two-way fl...
View Answer

Two types of order takers exist. visit customers and replenish inventory stocks of resellers, whereas typically answer simple questions, take orders, and complete transactions with customers.

Correct Answer
verified

Correct Answer
verified