Question 1

-Consider Figure 17-4 above,which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position."D" represents what account management policy?

Accepted Answer

A)  accounts that should emphasize a heavy sales organization position or shift resources to other accounts if a stronger sales organization position is impossible
B)  accounts that the firm should consider (1) replacing personal calls with telephone sales or direct mail to service accounts and (2) dropping account if unprofitable
C)  accounts offer little opportunity and the sales organization position is weak
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) B) and D)
G) D) and E)

Question 2

Industry research shows that outside order getters,or field service representatives spend 41 percent of their time selling,and another __________ is devoted to customer service calls.

Accepted Answer

A)  5 percent
B)  10 percent
C)  16 percent
D)  21 percent
E)  28 percentF) C) and D)
G) A) and B)

Question 3

If an individual wants the product,can afford to buy it,and is the decision maker,this person is referred to as a(n) __________.

Accepted Answer

A)  activated lead
B)  proactive buyer
C)  lead
D)  hot prospect
E)  qualified prospectF) B) and D)
G) A) and B)

Question 4

The sales process at Xerox typically follows the six stages of the personal selling process.During the fourth stage,as the presentation begins,the salesperson

Accepted Answer

A)  explains why competitor's products are inferior.
B)  summarizes relevant information about potential solutions.
C)  requests a meeting with the company gatekeeper.
D)  requests a meeting with the official buyer to determine the possibility of a sale.
E)  gets a signed document or confirmation of the sale.F) A) and D)
G) B) and C)

Question 5

Which salesforce organizational structure is best when there are many different consumers with many different or specialized needs?

Accepted Answer

A)  NAICS
B)  customer
C)  product
D)  geographical
E)  mass customerizationF) B) and E)
G) C) and D)

Question 6

What are the keys to effective need-satisfaction presentations?

Accepted Answer

The need-satisfaction format of sales pr...

Question 7

An advantage of the straight salary compensation plan is

Accepted Answer

A)  it provides an incentive to expand sales volume.
B)  it can be easily adapted to changes in the economy.
C)  it doesn't include nonselling activities that take time away from selling.
D)  salaries can be lower.
E)  it is easy to administer.F) A) and B)
G) C) and D)

Question 8

The two types of personal selling are order taking and __________.

Accepted Answer

A)  order getting
B)  order fulfillment
C)  order management
D)  order processing
E)  order shipmentF) C) and D)
G) D) and E)

Question 9

With a __________,a salesperson is paid a specified salary plus a commission on 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) A) and B)
G) C) and E)

Question 10

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

Accepted Answer

A)  team selling
B)  personal selling
C)  adaptive selling
D)  need-satisfying selling
E)  one-on-one sellingF) None of the above
G) B) and D)

Question 11

Adaptive selling refers to a presentation format that

Accepted Answer

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

Question 12

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 E)
G) C) and E)

Question 13

What are the three types of prospects?

Accepted Answer

A)  leads,prospects,and buyers
B)  leads,prospects,and qualified prospects
C)  cold,warm,and hot
D)  awareness,trial,and adoption
E)  primary leads,secondary leads,and final leadsF) C) and E)
G) C) and D)

Question 14

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

Question 15

If the salesperson's objective is to "gain a prospect's attention,stimulate interest,and make transition to the presentation," what is the name of this stage of the personnel selling process?

Accepted Answer

A)  presentation
B)  follow-up
C)  prospecting
D)  preapproach
E)  approachF) All of the above
G) A) and B)

Question 16

Sellers view a solution as a customized and integrated combination of products and services for meeting a customer's business needs.Buyers think of a solution to a business problem as one that meets their requirements,is designed to uniquely solve their problem,can be implemented,and

Accepted Answer

A)  ensures follow-up.
B)  can be evaluated.
C)  is financially equitable.
D)  is ethical.
E)  is sustainable.F) C) and D)
G) B) and E)

Question 17

If the salesperson's objective is to "gather information and decide how to approach the prospect," what is the name of this stage of the personnel selling process?

Accepted Answer

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

Question 18

-Figure 17-3 above depicts the sales management process that involves three interrelated functions."A" refers to __________.

Accepted Answer

A)  sales plan implementation
B)  salesforce determination
C)  salesforce communication
D)  sales plan formulation
E)  salesforce evaluationF) A) and D)
G) A) and C)

Question 19

When Mulcahy became CEO,Xerox began a shift to a __________ that focused on helping customers solve their business problems rather than just placing more equipment in their office.

Accepted Answer

A)  multi-tiered sales system
B)  salesforce automation system
C)  product-oriented sales organization
D)  geographic-oriented sales organization
E)  consultative selling modelF) A) and B)
G) C) and E)

Question 20

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) A) and C)

Exam 17: Personal Selling and Sales Management

With a __________,a salesperson is paid a specified salary plus a commission on sales or profits generated.

Correct Answer
verified

What are the three types of prospects?

Correct Answer
verified

Correct Answer
verified

Which salesforce organizational structure is best when there are many different consumers with many different or specialized needs?

Correct Answer
verified

If the salesperson's objective is to "gather information and decide how to approach the prospect," what is the name of this stage of the personnel selling process?

Correct Answer
verified

Industry research shows that outside order getters,or field service representatives spend 41 percent of their time selling,and another __________ is devoted to customer service calls.

Correct Answer
verified

If an individual wants the product,can afford to buy it,and is the decision maker,this person is referred to as a(n) __________.

Correct Answer
verified

An advantage of the straight salary compensation plan is

Correct Answer
verified

Adaptive selling refers to a presentation format that

Correct Answer
verified

-Figure 17-3 above depicts the sales management process that involves three interrelated functions."A" refers to __________.

Correct Answer
verified

What are the keys to effective need-satisfaction presentations?

Correct Answer
verified
The need-satisfaction format of sales pr...
View Answer

The sales process at Xerox typically follows the six stages of the personal selling process.During the fourth stage,as the presentation begins,the salesperson

Correct Answer
verified

-Consider Figure 17-4 above,which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position."D" represents what account management policy?

Correct Answer
verified

When Mulcahy became CEO,Xerox began a shift to a __________ that focused on helping customers solve their business problems rather than just placing more equipment in their office.

Correct Answer
verified

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

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

The two types of personal selling are order taking and __________.

Correct Answer
verified

All of the following are behavioral measures that are used to evaluate salespeople EXCEPT:

Correct Answer
verified

If the salesperson's objective is to "gain a prospect's attention,stimulate interest,and make transition to the presentation," what is the name of this stage of the personnel selling process?

Correct Answer
verified

Sellers view a solution as a customized and integrated combination of products and services for meeting a customer's business needs.Buyers think of a solution to a business problem as one that meets their requirements,is designed to uniquely solve their problem,can be implemented,and

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

With a __________,a salesperson is paid a specified salary plus a commission on sales or profits generated.

Correct AnswerverifiedShow Answer

What are the three types of prospects?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which salesforce organizational structure is best when there are many different consumers with many different or specialized needs?

Correct AnswerverifiedShow Answer

If the salesperson's objective is to "gather information and decide how to approach the prospect," what is the name of this stage of the personnel selling process?

Correct AnswerverifiedShow Answer

Industry research shows that outside order getters,or field service representatives spend 41 percent of their time selling,and another __________ is devoted to customer service calls.

Correct AnswerverifiedShow Answer

If an individual wants the product,can afford to buy it,and is the decision maker,this person is referred to as a(n) __________.

Correct AnswerverifiedShow Answer

An advantage of the straight salary compensation plan is

Correct AnswerverifiedShow Answer

Adaptive selling refers to a presentation format that

Correct AnswerverifiedShow Answer

-Figure 17-3 above depicts the sales management process that involves three interrelated functions."A" refers to __________.

Correct AnswerverifiedShow Answer

What are the keys to effective need-satisfaction presentations?

Correct AnswerverifiedThe need-satisfaction format of sales pr...View AnswerShow Answer

The sales process at Xerox typically follows the six stages of the personal selling process.During the fourth stage,as the presentation begins,the salesperson

Correct AnswerverifiedShow Answer

-Consider Figure 17-4 above,which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position."D" represents what account management policy?

Correct AnswerverifiedShow Answer

When Mulcahy became CEO,Xerox began a shift to a __________ that focused on helping customers solve their business problems rather than just placing more equipment in their office.

Correct AnswerverifiedShow Answer

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

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

The two types of personal selling are order taking and __________.

Correct AnswerverifiedShow Answer

All of the following are behavioral measures that are used to evaluate salespeople EXCEPT:

Correct AnswerverifiedShow Answer

If the salesperson's objective is to "gain a prospect's attention,stimulate interest,and make transition to the presentation," what is the name of this stage of the personnel selling process?

Correct AnswerverifiedShow Answer

Sellers view a solution as a customized and integrated combination of products and services for meeting a customer's business needs.Buyers think of a solution to a business problem as one that meets their requirements,is designed to uniquely solve their problem,can be implemented,and

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
The need-satisfaction format of sales pr...
View Answer

Correct Answer
verified

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
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