Question 1

__________ is an individual that wants a product,can afford to buy it,and is the decision maker.

Accepted Answer

A)   qualified prospect
B)   customer
C)   lead
D)   prospect
E)   gatekeeperF) C) and D)
G) None of the above

Question 2

About 60 percent of U.S.companies now include __________ as a behavioral measure of salesperson performance.

Accepted Answer

A)   the ability to read body language
B)   customer satisfaction
C)   the ability to form analogies
D)   the ability to manage budgets
E)   a harnessed need for power or authorityF) C) and E)
G) A) and B)

Question 3

2010,Gartner Research and 1To1 Media recognized Microsoft Dynamics Customer Relationship Management (CRM) and its xRM framework for delivering increased productivity and cost savings for customers worldwide.Microsoft experts work individually with customers on problem recognition and resolution and adapt their enterprise software to meet the unique needs of the customer.The Microsoft expert is engaged in __________ selling.

Accepted Answer

A)   relationship
B)   formula
C)   suggestive
D)   adaptive
E)   consultativeF) B) and D)
G) All of the above

Question 4

firms such as Xerox use a cross-functional sales practice known as __________.

Accepted Answer

A)   collaborative selling
B)   team selling
C)   cooperative selling
D)   account selling
E)   formula sellingF) D) and E)
G) A) and B)

Question 5

Hewlett-Packard recently shifted its entire U.S.salesforce into home offices and saved millions in staff salaries and office rent despite the expense of equipping each home office with a notebook computer,fax/copier,mobile phone,two phone lines,and office furniture.Such decreased selling costs are among the benefits of __________.

Accepted Answer

A)   direct selling
B)   inbound teleselling
C)   salesforce networking
D)   account management policies
E)   salesforce automationF) B) and C)
G) A) and B)

Question 6

Which of the following questions is NOT related to organizing the salesforce?

Accepted Answer

A)   "Should the firm use independent agents such as manufacturer's representatives?"
B)   "How many company salespeople should be employed?"
C)   "Should the company be organized according to geography, customer type, or product offering?
D)   "Should the firm use its own salesforce?"
E)   "How should the salesforce be compensated?"F) B) and E)
G) A) and D)

Question 7

There are three major tasks involved in the implementation stage of the sales management process: salesforce motivation and compensation,salesforce training,and __________.

Accepted Answer

A)   salesforce recruitment and selection
B)   developing account management policies
C)   assignment of territories and/or accounts
D)   setting sales objectives
E)   salesforce evaluationF) D) and E)
G) C) and E)

Question 8

Quantitative assessments of sales performance may be based on output-related measures,such as __________.

Accepted Answer

A)   dollar or unit sales volume, last year/current year sales ratio, and new accounts generated
B)   sales calls, selling expenses, and account management policies
C)   selling expenses, profits generated, and emotional intelligence quotient
D)   new lead generation, sales quotas, and sales increases over the previous evaluation period
E)   recruitment, selection, and training of new sales representativesF) A) and B)
G) A) and C)

Question 9

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

Question 10

Three closing techniques are used when a salesperson believes a buyer is about ready to make a purchase.They are __________ closes.

Accepted Answer

A)   assumptive, trial, and presumptive
B)   trial, assumptive, and urgency
C)   presumptive, trial, and final
D)   trial, final, and urgency
E)   assumptive, presumptive, and finalF) All of the above
G) None of the above

Question 11

Partnership selling refers to __________.

Accepted Answer

A)   the creation of cross-functional selling teams designed to provide the ultimate consumer with the best possible product and service
B)   the practice of using an entire team of professionals in selling to and servicing major customers
C)   an illegal practice whereby buyers and sellers combine their expertise and resources to share customer, competitive, and company information for their personal benefit
D)   a legal but unethical practice whereby buyers and sellers combine their expertise and resources to share customer, competitive, and company information for their personal benefit
E)   the practice whereby buyers and sellers combine their expertise and resources to create customized solutions, commit to joint planning, and share customer, competitive, and company information for their mutual benefit, and ultimately the benefit of the customerF) B) and C)
G) A) and E)

Question 12

conference selling,__________.

Accepted Answer

A)   buyers and sellers meet through a technology-based forum (telephone or video conference call such as WebEx, etc.)  because person-to-person meetings are too expensive due to the cost of air travel
B)   the sale has already been finalized but the buyer and seller meet to discuss delivery details
C)   a salesperson and other company resource people meet with buyers to discuss problems and opportunities
D)   a company team conducts an educational program for a customer's technical staff, describing state-of-the-art developments
E)   a form of mass selling occurs via electronic marketplaces such as eBay, Facebook, and Salesforce.comF) C) and D)
G) A) and B)

Question 13

Encyclopedia Britannica pays to have a business reply card bound into magazines adjacent to its advertisement.The ad asks people to return the card for more information on how its encyclopedias can help children do better in school.Encyclopedia Britannica is engaging in __________.

Accepted Answer

A)   cold-canvassing
B)   order taking
C)   sales follow-up
D)   stimulus-response selling
E)   prospectingF) A) and D)
G) C) and D)

Question 14

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

Question 15

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

Accepted Answer

A)   Currently there are no federal regulations regarding cold canvassing.
B)   In general, cold canvassing is effective only for costly items.
C)   Cold calling is the most common type of sales prospecting both 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, it ensures the rights of telemarketers to call anyone listed in a public directory, whether they choose to be called or not.F) B) and E)
G) A) and D)

Question 16

Which type of salesforce training is the most popular type of training?

Accepted Answer

A)   individual instruction
B)   on-the-job training
C)   formal classes
D)   seminars taught by sales trainers
E)   computer-based trainingF) A) and B)
G) A) and C)

Question 17

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)   partnership sellingF) B) and D)
G) A) and D)

Question 18

of the following are behavioral measures that are used to evaluate salespeople EXCEPT __________.

Accepted Answer

A)   attitude
B)   product knowledge
C)   sales
D)   communication skills
E)   appearanceF) A) and D)
G) B) and C)

Question 19

personal selling process refers to__________.

Accepted Answer

A)   the activities that begin with the prospecting of potential leads and end with the final closing of a sale
B)   the three sales activities that include identifying a customer with an unfilled need, identifying a product or service that could satisfy that need, and initiating a formalized exchange or sale
C)   the formalized sales protocol used by a company's salesforce to ensure a consistent quality sales presentation
D)   the sales activities occurring before, during, and after the sale itself, consisting of six stages: prospecting, preapproach, approach, presentation, close, and follow-up
E)   the sequential steps taken to close a sale including finalizing product benefits, arranging for distribution, and arranging for paymentF) C) and D)
G) A) and B)

Question 20

would most likely occur at the preapproach stage in a business selling situation?

Accepted Answer

A)   The order getter would make initial contact with the order taker.
B)   The search for and qualification of prospects would begin.
C)   The initial meeting would transpire and business would be concluded.
D)   A decision would be made concerning whether the sale was to be a straight rebuy, a modified rebuy, or a new buy.
E)   The buying role of the prospect, important buying criteria, and the prospect's receptivity to a presentation would be determined.F) A) and E)
G) All of the above

Exam 20: Personal Selling and Sales Management

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

personal selling process refers to__________.

Correct Answer
verified

Which of the following questions is NOT related to organizing the salesforce?

Correct Answer
verified

Quantitative assessments of sales performance may be based on output-related measures,such as __________.

Correct Answer
verified

firms such as Xerox use a cross-functional sales practice known as __________.

Correct Answer
verified

__________ is an individual that wants a product,can afford to buy it,and is the decision maker.

Correct Answer
verified

There are three major tasks involved in the implementation stage of the sales management process: salesforce motivation and compensation,salesforce training,and __________.

Correct Answer
verified

Correct Answer
verified

Partnership selling refers to __________.

Correct Answer
verified

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

Correct Answer
verified

would most likely occur at the preapproach stage in a business selling situation?

Correct Answer
verified

About 60 percent of U.S.companies now include __________ as a behavioral measure of salesperson performance.

Correct Answer
verified

conference selling,__________.

Correct Answer
verified

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

Correct Answer
verified

of the following are behavioral measures that are used to evaluate salespeople EXCEPT __________.

Correct Answer
verified

Encyclopedia Britannica pays to have a business reply card bound into magazines adjacent to its advertisement.The ad asks people to return the card for more information on how its encyclopedias can help children do better in school.Encyclopedia Britannica is engaging in __________.

Correct Answer
verified

Which type of salesforce training is the most popular type of training?

Correct Answer
verified

Correct Answer
verified

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

Three closing techniques are used when a salesperson believes a buyer is about ready to make a purchase.They are __________ closes.

Correct Answer
verified

Exam 20: Personal Selling and Sales Management

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

personal selling process refers to__________.

Correct AnswerverifiedShow Answer

Which of the following questions is NOT related to organizing the salesforce?

Correct AnswerverifiedShow Answer

Quantitative assessments of sales performance may be based on output-related measures,such as __________.

Correct AnswerverifiedShow Answer

firms such as Xerox use a cross-functional sales practice known as __________.

Correct AnswerverifiedShow Answer

__________ is an individual that wants a product,can afford to buy it,and is the decision maker.

Correct AnswerverifiedShow Answer

There are three major tasks involved in the implementation stage of the sales management process: salesforce motivation and compensation,salesforce training,and __________.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Partnership selling refers to __________.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

would most likely occur at the preapproach stage in a business selling situation?

Correct AnswerverifiedShow Answer

About 60 percent of U.S.companies now include __________ as a behavioral measure of salesperson performance.

Correct AnswerverifiedShow Answer

conference selling,__________.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

of the following are behavioral measures that are used to evaluate salespeople EXCEPT __________.

Correct AnswerverifiedShow Answer

Encyclopedia Britannica pays to have a business reply card bound into magazines adjacent to its advertisement.The ad asks people to return the card for more information on how its encyclopedias can help children do better in school.Encyclopedia Britannica is engaging in __________.

Correct AnswerverifiedShow Answer

Which type of salesforce training is the most popular type of training?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Three closing techniques are used when a salesperson believes a buyer is about ready to make a purchase.They are __________ closes.

Correct AnswerverifiedShow Answer

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

Correct Answer
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Correct Answer
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