Question 1

Procter & Gamble uses teams of marketing,sales,advertising,computer systems,and supply chain personnel to work with its major retailers,such as Walmart,to identify ways to develop,promote,and deliver products.This type of sales approach is called

Accepted Answer

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

Question 2

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 E)
G) A) and B)

Question 3

With a __________,a salesperson's earnings are directly tied to sales or profits generated.

Accepted Answer

A)   sales response compensation plan
B)   combination compensation plan
C)   straight sales compensation plan
D)   straight commission compensation plan
E)   market share compensation planF) D) and E)
G) B) and D)

Question 4

A geographical sales organization would not be the best structure if

Accepted Answer

A)   a firm is trying to reduce duplication of selling effort.
B)   a firm is trying to minimize travel time.
C)   a firm's products or customers require specialized knowledge.
D)   different buyers have similar needs.
E)   there is a need to increase the number of salespersons in the sales force.F) B) and E)
G) A) and D)

Question 5

Which form of personal selling has the lowest requirement for problem solving?

Accepted Answer

A)   order taker
B)   order getter
C)   sales engineer
D)   missionary salesperson
E)   team sellingF) B) and D)
G) C) and E)

Question 6

A straight commission compensation plan is one

Accepted Answer

A)   that assigns the same commission dollar value regardless of a product's value, number sold, or difficulty level of the sales effort.
B)   in which a salesperson is paid a specified salary plus a commission and/or bonus on sales generated.
C)   that determines fair and equitable compensation that includes a weighted system for different types of items or different sized territories.
D)   in which the salesperson is paid a fixed amount per week, month, or year.
E)   in which a salesperson's earnings are directly tied to the sales or profits he or she generates.F) None of the above
G) A) and C)

Question 7

The salesperson's objective is to "obtain a purchase commitment from the prospect and create a customer" during which stage in the personnel selling process?

Accepted Answer

A)   preapproach
B)   close
C)   follow-up
D)   approach
E)   presentationF) C) and D)
G) A) and B)

Question 8

Figure 17-4 
-Consider Figure 17-4,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 good opportunity because they have high potential and the sales organization has a strong position
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 D)
G) C) and E)

Question 9

Perhaps the most well-known component of Xerox's sales management process is its

Accepted Answer

A)   stellar business reputation.
B)   sustainability programs.
C)   sales representatives training program.
D)   challenging and dynamic environment.
E)   use of sales-related information technology.F) None of the above
G) A) and B)

Question 10

At Xerox there is a passion for winning that provides a key incentive for sales reps.Xerox has a recognition program called the __________ where the top performers are awarded a five-day trip to one of the top resorts in the world.

Accepted Answer

A)   President's Club
B)   Keener's Club
C)   Prestige Club
D)   Triumph Club
E)   Kudos ClubF) A) and B)
G) A) and C)

Question 11

List the four things that research suggests will produce a motivated salesperson.

Accepted Answer

A sales plan cannot be successfully impl...

Question 12

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

Question 13

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

Question 14

When different types of buyers have different needs,a __________ sales organization structure is used.

Accepted Answer

A)   multi-reseller
B)   customer
C)   geographical
D)   market segmentation
E)   multilevel marketingF) A) and D)
G) B) and E)

Question 15

The primary responsibility of order takers is to

Accepted Answer

A)   "preach" the benefits of a new product or service to a customer rather than close the sale.
B)   build market share in a sales territory.
C)   convince a customer from a competitor to switch to the firm's product or brand.
D)   preserve ongoing relationships with existing customers and maintain sales.
E)   create a sense of goodwill not only to the brand but also to the entire product mix of the firm.F) C) and E)
G) None of the above

Question 16

Russ Berry Co.sells stuffed animals and holiday gifts.When its salesperson asks a retailer,"Do you want to order the two dozen assorted bears or two dozen white-only bears? " he has executed which stage of the selling process?

Accepted Answer

A)   approach
B)   presentation
C)   handling objections
D)   closing
E)   follow-upF) A) and D)
G) D) and E)

Question 17

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

Accepted Answer

A)   Sales plan analysis
B)   Sales plan formulation
C)   Setting sales plan objectives
D)   Sales plan evaluation
E)   Sales plan implementationF) D) and E)
G) None of the above

Question 18

A stimulus-response presentation refers to a format that

Accepted Answer

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

Question 19

The Xerox sales force is divided into four geographic organizations: the United States/Canada,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 sales force.
E)   telemarketers.F) B) and E)
G) A) and E)

Question 20

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 D)

Exam 17: Personal Selling and Sales Management

The Xerox sales force is divided into four geographic organizations: the United States/Canada,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

Which form of personal selling has the lowest requirement for problem solving?

Correct AnswerverifiedShow Answer

A sales engineer is a

Correct AnswerverifiedShow Answer

A straight commission compensation plan is one

Correct AnswerverifiedShow Answer

At Xerox there is a passion for winning that provides a key incentive for sales reps.Xerox has a recognition program called the __________ where the top performers are awarded a five-day trip to one of the top resorts in the world.

Correct AnswerverifiedShow Answer

A geographical sales organization would not be the best structure if

Correct AnswerverifiedShow Answer

Russ Berry Co.sells stuffed animals and holiday gifts.When its salesperson asks a retailer,"Do you want to order the two dozen assorted bears or two dozen white-only bears? " he has executed which stage of the selling process?

Correct AnswerverifiedShow Answer

Perhaps the most well-known component of Xerox's sales management process is its

Correct AnswerverifiedShow Answer

Figure 17-4 -Consider Figure 17-4,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

With a __________,a salesperson's earnings are directly tied to sales or profits generated.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The salesperson's objective is to "obtain a purchase commitment from the prospect and create a customer" during which stage in the personnel selling process?

Correct AnswerverifiedShow Answer

When different types of buyers have different needs,a __________ sales organization structure is used.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The primary responsibility of order takers is to

Correct AnswerverifiedShow Answer

A stimulus-response presentation refers to a format that

Correct AnswerverifiedShow 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

List the four things that research suggests will produce a motivated salesperson.

Correct AnswerverifiedA sales plan cannot be successfully impl...View AnswerShow 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

Procter & Gamble uses teams of marketing,sales,advertising,computer systems,and supply chain personnel to work with its major retailers,such as Walmart,to identify ways to develop,promote,and deliver products.This type of sales approach is called

Correct AnswerverifiedShow Answer

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A sales plan cannot be successfully impl...
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