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Exam 9: Personal Selling

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Question 21

Multiple Choice

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What is the function of a channel sales representative?

A) to create customized solutions for customers
B) to process customer-initiated orders
C) to handle all aspects of delivery
D) to secure new distribution intermediaries
E) to promote the firm and encourage demand for its products

F) A) and B)
G) A) and C)

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Question 22

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When using the equalized workload method, sales management first determines the segment's market potential and tallies the average number of ________ ________needed to close each individual sale.

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Question 23

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Adaptive selling refers to the altering of sales behavior during a customer interaction or across customer interactions based on perceived information about the selling situation.

Which type of selling alters sales behavior during a customer interaction based on perceived information about the selling situation?

Explain what the personal selling process is and list the steps involved in the process.

Which type of compensation is a per-unit payout paid on sales beyond the salesperson's quota?

The sales ________ provides a way for a salesperson to present the product's major features, describe its strengths, and detail how it will improve the business or life of the potential customer.

Andre works as a sales representative primarily in the industrial market. He develops long-term relationships with his customers, has a deep knowledge of their business, and helps them find creative solutions to problems. Andre's customers consider him to be a trusted advisor. What kind of sales representative is Andre?

In contrast to tools such as advertising and sales promotion, personal selling is often a much more effective tool

The use of ________ ________ allows companies to make sure that prospects are matched to the right sales reps at the most appropriate time, based upon prospect behaviors, buying stage, interests, or demographic factors.

Companies that maintain high ethical standards for its sales personnel help the firm build relationships with customers but develop a negative work environment for its employees. A)advertising. B)publicity. C)sales promotion. D)personal selling. E)public relations.

Personal selling is a vital element in B₂B sales because

Which statement is true regarding sales training programs?

The adoption of the marketing concept at the level of the individual salesperson and the customer is referred to as

________ is an important marketing activity as it allows salespeople to represent the firm to customers, gather information on customer likes and dislikes, and provide market feedback on competitors and trends in the macro-environment.

The ________ stage of the personal-selling process is a critical step in creating customer satisfaction and building long-term relationships with customers.

What sales support role contributes to the sales process by providing expertise in the form of product demonstrations and setup, and providing systems integration support?

Improper use of expense accounts or misreporting account information is considered ________ behavior.

The acronym SPIN refers to the questions that feature most prominently in successful sales calls. Which set of questions accurately depicts the SPIN acronym?

In relationship selling, the focus for salespeople is in meeting periodic sales quotas.