Question 1

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

Accepted Answer

A)   sales response
B)   combination
C)   straight sales
D)   straight commission
E)   market shareF) A) and D)
G) A) and C)

Question 2

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 the Internet or written correspondence.
E)   the practice of occasionally making contact with a customer on a sporadic basis following the initial sale of a product or serviceF) A) and C)
G) B) and E)

Question 3

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 productsF) A) and C)
G) C) and D)

Question 4

Research indicates that there are four key factors involved with salesforce motivation: (1) __________; (2) effective sales management practices; (3) a personal need for achievement; and (4) proper compensation,incentives,or rewards.

Accepted Answer

A)   a clear job description
B)   constructive criticism
C)   an opportunity for professional growth
D)   a moderate degree of competitive spirit within a team
E)   adequate time for bookkeeping and paperworkF) C) and E)
G) A) and C)

Question 5

workload method __________.

Accepted Answer

A)   determines a fair and equitable compensation plan based on a weighted system for sales of different types of items or from different-sized territories
B)   identifies the target market that most closely meets the special skills of the salesforce
C)   determines the size of a salesforce by integrating the number of customers served, call frequency, call length, and available selling time to arrive at a salesforce size figure
D)   describes what is to be achieved and where and how the selling effort of salespeople is to be deployed
E)   determines when a company's salesforce becomes more profitable than independent sales agents to sell its company's product(s) F) A) and E)
G) C) and D)

Question 6

Excuses for not making a purchase commitment or decision are referred to as __________.

Accepted Answer

A)   rationalizations
B)   equivocations
C)   refusals
D)   objections
E)   qualificationsF) C) and D)
G) A) and D)

Question 7

Sales support personnel who do not directly solicit orders but rather concentrate on performing promotional activities and introducing new products are referred to as __________.

Accepted Answer

A)   inside order takers
B)   missionary salespeople
C)   outside order getters
D)   sales engineers
E)   outbound telemarketersF) A) and E)
G) D) and E)

Question 8

Describe the need-satisfaction presentation format.In your answer,include the two selling styles that are common with this format.

Accepted Answer

The need-satisfaction presentation forma...

Question 9

Which type of compensation plan provides the maximum amount of selling incentive?

Accepted Answer

A)   sales response
B)   market share
C)   combination
D)   straight sales
E)   straight commissionF) C) and D)
G) A) and E)

Question 10

order getter refers to __________.

Accepted Answer

A)   a salesperson who specializes in identifying, analyzing, and solving customer problems, but who does not actually sell products and services
B)   a salesperson who processes routine orders or reorders for products that are presold by the outbound telemarketers
C)   a salesperson who sells in a conventional sense and identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on customers' use of a product or service
D)   a person on the selling team who is responsible for obtaining qualified leads
E)   a member of the sales support team who does not directly solicit orders but rather concentrates on performing promotional activities and introducing new productsF) B) and E)
G) A) and E)

Question 11

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

Question 12

Planning the selling program and implementing and evaluating the personal selling effort of the firm are referred to as __________.

Accepted Answer

A)   relationship marketing
B)   team selling
C)   personal selling
D)   sales engineering
E)   sales managementF) A) and B)
G) All of the above

Question 13

Personal Selling Process Photo B
-Consider the Personal Selling Process Photo B shown above.Selling that involves adjusting the presentation to fit the selling situation is known as __________ selling.

Accepted Answer

A)   team
B)   personal
C)   adaptive
D)   need-satisfying
E)   one-on-oneF) A) and E)
G) C) and D)

Question 14

sales process at Xerox typically follows the six stages of the personal selling process.During the sixth stage,the salesperson continues to meet and communicate with the client to __________.

Accepted Answer

A)   remove all competitors' products from the clients' offices
B)   sell ancillary and complementary products
C)   provide assistance and monitor the effectiveness of the installed solution
D)   request leads for other potential sales
E)   offer special price incentives for future pre-buysF) A) and D)
G) A) and C)

Question 15

Research indicates that there are four key factors involved with salesforce motivation: (1) a clear job description; (2) effective management practices; (3) __________; and (4) proper compensation,incentives,or rewards.

Accepted Answer

A)   an opportunity for professional growth
B)   a personal need for achievement
C)   constructive criticism
D)   adequate time for bookkeeping and paperwork
E)   a moderate degree of competitive spirit within a teamF) A) and E)
G) None of the above

Question 16

Which of the following statements describes the major difference between a prospect and a qualified prospect?

Accepted Answer

A)   Prospects are more likely than qualified prospects to become customers.
B)   During the sales presentation, prospects are more likely to raise objections than qualified prospects.
C)   There are generally more qualified prospects than prospects.
D)   Prospects have the need or desire for your product. Qualified prospects have not only the need or desire for your product, but also the ability and authority to purchase it.
E)   A qualified prospect has purchased your product in the past and a prospect has not.F) A) and C)
G) B) and D)

Question 17

FedEx uses sales personnel,carrier management specialists,and engineering and administrative executives who continually find ways to improve the technology of shipping goods across town and around the world.This type of sales approach is called __________.

Accepted Answer

A)   team selling
B)   formula selling
C)   partnership selling
D)   missionary selling
E)   order takingF) B) and C)
G) A) and E)

Question 18

assumption does the stimulus-response presentation format make?

Accepted Answer

The stimulus-response presentation forma...

Question 19

Personal selling assumes many forms based on the __________ and the __________ to perform the sales task.

Accepted Answer

A)   size of the salesforce; financial outlay
B)   complexity of the product; amount of sales training
C)   amount of selling done; amount of creativity required
D)   amount of creativity required; amount of sales training required
E)   complexity of the product; financial outlayF) B) and E)
G) None of the above

Question 20

has 30 information technology hardware and software specialists,business consultants,and engineers working at Charles Schwab,a large brokerage firm,all under the direction of a senior IBM sales executive.They are creating and managing a complex financial planning system that helps Schwab clients with their retirement planning.This is an example of __________.

Accepted Answer

A)   transactional selling
B)   partnership selling
C)   strategic alliance selling
D)   creative selling
E)   synergistic sellingF) A) and E)
G) All of the above

Exam 20: Personal Selling and Sales Management

sales process at Xerox typically follows the six stages of the personal selling process.During the sixth stage,the salesperson continues to meet and communicate with the client to __________.

Correct Answer
verified

order getter refers to __________.

Correct Answer
verified

Personal Selling Process Photo B -Consider the Personal Selling Process Photo B shown above.Selling that involves adjusting the presentation to fit the selling situation is known as __________ selling.

Correct Answer
verified

Sales support personnel who do not directly solicit orders but rather concentrate on performing promotional activities and introducing new products are referred to as __________.

Correct Answer
verified

account management refers to __________.

Correct Answer
verified

workload method __________.

Correct Answer
verified

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

Correct Answer
verified

Planning the selling program and implementing and evaluating the personal selling effort of the firm are referred to as __________.

Correct Answer
verified

Which of the following statements describes the major difference between a prospect and a qualified prospect?

Correct Answer
verified

Research indicates that there are four key factors involved with salesforce motivation: (1) a clear job description; (2) effective management practices; (3) __________; and (4) proper compensation,incentives,or rewards.

Correct Answer
verified

Personal selling assumes many forms based on the and the to perform the sales task.

Correct Answer
verified

Which type of compensation plan provides the maximum amount of selling incentive?

Correct Answer
verified

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

Correct Answer
verified

Correct Answer
verified

Research indicates that there are four key factors involved with salesforce motivation: (1) __________; (2) effective sales management practices; (3) a personal need for achievement; and (4) proper compensation,incentives,or rewards.

Correct Answer
verified

FedEx uses sales personnel,carrier management specialists,and engineering and administrative executives who continually find ways to improve the technology of shipping goods across town and around the world.This type of sales approach is called __________.

Correct Answer
verified

Excuses for not making a purchase commitment or decision are referred to as __________.

Correct Answer
verified

sales engineer is a __________.

Correct Answer
verified

Describe the need-satisfaction presentation format.In your answer,include the two selling styles that are common with this format.

Correct Answer
verified
The need-satisfaction presentation forma...
View Answer

assumption does the stimulus-response presentation format make?

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

Exam 20: Personal Selling and Sales Management

sales process at Xerox typically follows the six stages of the personal selling process.During the sixth stage,the salesperson continues to meet and communicate with the client to __________.

Correct AnswerverifiedShow Answer

order getter refers to __________.

Correct AnswerverifiedShow Answer

Personal Selling Process Photo B -Consider the Personal Selling Process Photo B shown above.Selling that involves adjusting the presentation to fit the selling situation is known as __________ selling.

Correct AnswerverifiedShow Answer

Sales support personnel who do not directly solicit orders but rather concentrate on performing promotional activities and introducing new products are referred to as __________.

Correct AnswerverifiedShow Answer

account management refers to __________.

Correct AnswerverifiedShow Answer

workload method __________.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Planning the selling program and implementing and evaluating the personal selling effort of the firm are referred to as __________.

Correct AnswerverifiedShow Answer

Which of the following statements describes the major difference between a prospect and a qualified prospect?

Correct AnswerverifiedShow Answer

Research indicates that there are four key factors involved with salesforce motivation: (1) a clear job description; (2) effective management practices; (3) __________; and (4) proper compensation,incentives,or rewards.

Correct AnswerverifiedShow Answer

Personal selling assumes many forms based on the __________ and the __________ to perform the sales task.

Correct AnswerverifiedShow Answer

Which type of compensation plan provides the maximum amount of selling incentive?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Research indicates that there are four key factors involved with salesforce motivation: (1) __________; (2) effective sales management practices; (3) a personal need for achievement; and (4) proper compensation,incentives,or rewards.

Correct AnswerverifiedShow Answer

FedEx uses sales personnel,carrier management specialists,and engineering and administrative executives who continually find ways to improve the technology of shipping goods across town and around the world.This type of sales approach is called __________.

Correct AnswerverifiedShow Answer

Excuses for not making a purchase commitment or decision are referred to as __________.

Correct AnswerverifiedShow Answer

sales engineer is a __________.

Correct AnswerverifiedShow Answer

Describe the need-satisfaction presentation format.In your answer,include the two selling styles that are common with this format.

Correct AnswerverifiedThe need-satisfaction presentation forma...View AnswerShow Answer

assumption does the stimulus-response presentation format make?

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

Correct Answer
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Correct Answer
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Correct Answer
verified

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
verified

Correct Answer
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Correct Answer
verified

Personal selling assumes many forms based on the and the to perform the sales task.

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 need-satisfaction presentation forma...
View Answer

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