Question 1

Virtually every occupation that involves customer contact has an element of personal selling in it. The Bureau of Labor Statistics reports that about __________ people are employed in sales positions in the U.S.

Accepted Answer

A)  5 million
B)  10 million
C)  14 million
D)  18 million
E)  24 millionF) None of the above
G) A) and C)

Question 2

A need-satisfaction presentation refers to a presentation format that

Accepted Answer

A)  uses computer, information, communication, and Internet technologies to make the sales presentation more effectively and efficiently.
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 stimulus by a salesperson, the prospect will buy.
D)  emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
E)  builds ties to customers based on a salesperson's attention and commitment to customer needs.F) A) and D)
G) All of the above

Question 3

There are five dimensions to emotional intelligence: __________; self-awareness; the ability to manage one's emotions and impulses; empathy; and social skills.

Accepted Answer

A)  the ability to read body language
B)  sense of humor
C)  self-motivation
D)  the ability to be positive
E)  a need to be in controlF) None of the above
G) C) and E)

Question 4

A disadvantage of a straight commission compensation plan is that

Accepted Answer

A)  it provides incentive to expand sales volume.
B)  it can discourage salespeople from providing customer service.
C)  it includes nonselling activities that take time away from selling.
D)  the overall compensation is usually lower than a straight salary compensation plan.
E)  it is difficult to administer.F) A) and B)
G) All of the above

Question 5

Salespeople called __________ typically answer simple questions, take orders, and complete transactions with customers.

Accepted Answer

A)  managers
B)  inside order takers
C)  directors
D)  outside order takers
E)  go-gettersF) A) and C)
G) A) and D)

Question 6

ABB is a Swiss-based manufacturer of industrial equipment with annual sales of $30 billion. At one time, ABB had a salesforce that sold only generators, one that only sold boilers, another that only sold transformers, and so forth. Each of its salespeople was an expert on the items he or she sold. Its salesforce was organized by __________.

Accepted Answer

A)  workload
B)  customer
C)  geography
D)  product
E)  sizeF) C) and E)
G) B) and C)

Question 7

Selling objectives can be __________ and focus on dollar or unit sales volume, number of new customers added, and profit. Alternatively, they can be __________ and emphasize the number of sales calls and selling expenses.

Accepted Answer

A)  income-related; outcome-related
B)  output-related; input-related
C)  financially-related; accounting-related
D)  customer-related; salesperson-related
E)  short-term; long-termF) A) and C)
G) A) and E)

Question 8

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

Accepted Answer

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

Question 9

Emotional intelligence refers to __________.

Accepted Answer

A)  the ability to anticipate and overcome a potential customer's objections
B)  a method of measuring the potential of people who have not had formal schooling
C)  a measurement to determine a person's patience in stressful selling situations
D)  the ability to pick up personal cues, ticks, or tells, that help salespeople read their customers in order to make a sale
E)  the ability to understand one's own emotions and the emotions of people with whom one interacts on a daily basisF) All of the above
G) A) and E)

Question 10

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

Question 11

A __________ is the simplest salesforce structure, where the United States, or indeed the globe, is first divided into regions and then each region is divided into districts or territories.

Accepted Answer

A)  product/service sales organization
B)  customer sales organization
C)  geographic sales organization
D)  demographic sales organization
E)  NAICS sales organizationF) A) and C)
G) All of the above

Question 12

Explain the difference between a lead, a prospect, and a qualified prospect.

Accepted Answer

A lead is the name of a person who may b...

Question 13

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 sellingF) None of the above
G) A) and B)

Question 14

Personal selling include all of the following modes of communication EXCEPT:

Accepted Answer

A)  video teleconferencing.
B)  Internet-enabled links between buyers and sellers.
C)  a face-to-face encounter.
D)  over the telephone.
E)  social networks such as Facebook.F) C) and E)
G) B) and D)

Question 15

All of the following are behaviorally-related sales objectives EXCEPT:

Accepted Answer

A)  communication skills
B)  customer service satisfaction ratings
C)  number of new customers
D)  selling skills
E)  product knowledgeF) A) and C)
G) C) and D)

Question 16

A salesperson who is guided by the notion, "I try to sell customers all I can to convince them to buy, even if I think it is more than a wise customer would buy," has which type of orientation?

Accepted Answer

A)  sales
B)  cognitive
C)  emotional
D)  customer
E)  compensatoryF) B) and E)
G) C) and D)

Question 17

Federal regulations contain provisions that allow consumers to avoid being called at any time through the __________, and impose fines for violations.

Accepted Answer

A)  Do Not Disturb Registry
B)  Do Not Call Registry
C)  Do Not Interrupt Registry
D)  Do Not Infringe Registry
E)  Do Not Agitate RegistryF) A) and C)
G) None of the above

Question 18

A waitress at a Chili's restaurant uses a __________ when she asks a family if "they have any room left for dessert."

Accepted Answer

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

Question 19

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) A) and C)
G) B) and E)

Question 20

"Everyone lives by selling something" was an observation made by __________.

Accepted Answer

A)  Steve Jobs
B)  Ralph Waldo Emerson
C)  Donald Trump
D)  Robert Louis Stevenson
E)  Lindsey SmithF) B) and D)
G) B) and E)

Exam 17: Personal Selling and Sales Management

Salespeople called __________ typically answer simple questions, take orders, and complete transactions with customers.

Correct Answer
verified

A disadvantage of a straight commission compensation plan is that

Correct Answer
verified

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

Correct Answer
verified

There are five dimensions to emotional intelligence: __________; self-awareness; the ability to manage one's emotions and impulses; empathy; and social skills.

Correct Answer
verified

Virtually every occupation that involves customer contact has an element of personal selling in it. The Bureau of Labor Statistics reports that about __________ people are employed in sales positions in the U.S.

Correct Answer
verified

"Everyone lives by selling something" was an observation made by __________.

Correct Answer
verified

Federal regulations contain provisions that allow consumers to avoid being called at any time through the __________, and impose fines for violations.

Correct Answer
verified

Emotional intelligence refers to __________.

Correct Answer
verified

A salesperson who is guided by the notion, "I try to sell customers all I can to convince them to buy, even if I think it is more than a wise customer would buy," has which type of orientation?

Correct Answer
verified

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

Correct Answer
verified

Selling objectives can be and focus on dollar or unit sales volume, number of new customers added, and profit. Alternatively, they can be and emphasize the number of sales calls and selling expenses.

Correct Answer
verified

All of the following are behaviorally-related sales objectives EXCEPT:

Correct Answer
verified

Correct Answer
verified

A __________ is the simplest salesforce structure, where the United States, or indeed the globe, is first divided into regions and then each region is divided into districts or territories.

Correct Answer
verified

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

Correct Answer
verified

Explain the difference between a lead, a prospect, and a qualified prospect.

Correct Answer
verified
A lead is the name of a person who may b...
View Answer

A waitress at a Chili's restaurant uses a __________ when she asks a family if "they have any room left for dessert."

Correct Answer
verified

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

Correct Answer
verified

A need-satisfaction presentation refers to a presentation format that

Correct Answer
verified

Personal selling include all of the following modes of communication EXCEPT:

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

Salespeople called __________ typically answer simple questions, take orders, and complete transactions with customers.

Correct AnswerverifiedShow Answer

A disadvantage of a straight commission compensation plan is that

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

There are five dimensions to emotional intelligence: __________; self-awareness; the ability to manage one's emotions and impulses; empathy; and social skills.

Correct AnswerverifiedShow Answer

Virtually every occupation that involves customer contact has an element of personal selling in it. The Bureau of Labor Statistics reports that about __________ people are employed in sales positions in the U.S.

Correct AnswerverifiedShow Answer

"Everyone lives by selling something" was an observation made by __________.

Correct AnswerverifiedShow Answer

Federal regulations contain provisions that allow consumers to avoid being called at any time through the __________, and impose fines for violations.

Correct AnswerverifiedShow Answer

Emotional intelligence refers to __________.

Correct AnswerverifiedShow Answer

A salesperson who is guided by the notion, "I try to sell customers all I can to convince them to buy, even if I think it is more than a wise customer would buy," has which type of orientation?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Selling objectives can be __________ and focus on dollar or unit sales volume, number of new customers added, and profit. Alternatively, they can be __________ and emphasize the number of sales calls and selling expenses.

Correct AnswerverifiedShow Answer

All of the following are behaviorally-related sales objectives EXCEPT:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

A __________ is the simplest salesforce structure, where the United States, or indeed the globe, is first divided into regions and then each region is divided into districts or territories.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Explain the difference between a lead, a prospect, and a qualified prospect.

Correct AnswerverifiedA lead is the name of a person who may b...View AnswerShow Answer

A waitress at a Chili's restaurant uses a __________ when she asks a family if "they have any room left for dessert."

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

A need-satisfaction presentation refers to a presentation format that

Correct AnswerverifiedShow Answer

Personal selling include all of the following modes of communication EXCEPT:

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

Selling objectives can be and focus on dollar or unit sales volume, number of new customers added, and profit. Alternatively, they can be and emphasize the number of sales calls and selling expenses.

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
A lead is the name of a person who may b...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified