Question 1

Your best friend is considering a career in sales.What benefits of a sales career would you explain to your friend?

Accepted Answer

Personal selling provides flexibility.Un...

Question 2

The four main types of financial rewards for sales representatives are salaries,commissions,bonuses,and sales contests.

Accepted Answer

A) True 
 B)False

Question 3

What is the advantage to the firm of paying salespeople based on straight commission?

Accepted Answer

Commission is a percentage of the sales ...

Question 4

One of the advantages of personal selling over other types of marketing communication is that

Accepted Answer

A)   salespeople can build strong relationships with customers.
B)   personal selling almost always costs less than other marketing communication alternatives.
C)   personal selling has greater reach than advertising.
D)   cold calling is easier than direct mail advertising.
E)   personal selling requires less training than other types of selling.F) All of the above
G) A) and B)

Question 5

Sales representatives add value for customers by doing all of the following except

Accepted Answer

A)   educating them about the firm's products.
B)   providing advice on solving business problems.
C)   saving them time.
D)   simplifying communication with the firm.
E)   reducing the firm's marketing costs.F) None of the above
G) A) and D)

Question 6

Imagine that you are a sales manager at IBM.What sales training techniques will you use to train your sales force? Explain the benefits of each of the options presented in the text.

Accepted Answer

An on-the-job training program is excell...

Question 7

When Pat was talking with his customer about the new accounting system,his customer mentioned that she thought the new system was not going to fit into their budget.Pat explained that once her people were trained on it,it would require less time to process orders,and therefore save her money in payroll.Which part of the sales presentation is demonstrated in this example?

Accepted Answer

A)   generating and qualifying leads
B)   the presentation
C)   overcoming reservations
D)   the preapproach
E)   follow-upF) A) and D)
G) C) and D)

Question 8

It is the company's responsibility,not the salesperson's,to ensure that all dealings with the customer are ethical and legal.

Accepted Answer

A) True 
 B)False

Question 9

One of the disadvantages associated with personal selling is

Accepted Answer

A)   cold calling is easier than direct mail advertising.
B)   a salesperson often changes the message based on consumers' needs.
C)   it is expensive.
D)   it can be directed toward those customers with the highest potential.
E)   it is structured and finite.F) All of the above
G) C) and D)

Question 10

During the preapproach stage,a salesperson usually conducts additional research about prospects and

Accepted Answer

A)   assists the prospect through the buying process.
B)   decides what role to play during the handling reservations stage.
C)   develops plans for meeting with the customer.
D)   offers initial concessions to gain the sale.
E)   determines which of the customer's buying support team need to be present at the sales presentation.F) B) and D)
G) D) and E)

Question 11

Chesnee works in the office of a building materials company.One of her jobs is to identify new building projects and to determine who will make the building materials purchase decisions.Chesnee is involved in the _______________ step of the selling process.

Accepted Answer

A)   generate leads
B)   preapproach
C)   closing the sale
D)   follow-up
E)   sales presentationF) None of the above
G) A) and B)

Question 12

Boris tells a colleague about a major prospect he plans to call on in the next few days and asks the colleague to pretend to be a customer while he makes his sales presentation.Boris and his colleague are engaged in

Accepted Answer

A)   requalifying leads.
B)   approach dynamics.
C)   closing the sale.
D)   role playing.
E)   cold calling.F) A) and E)
G) D) and E)

Question 13

Which of the following best describes a company sales force?

Accepted Answer

A)   A company sales force is composed of people who are employees of the selling company.
B)   A company sales force is made up of independent agents making cold calls.
C)   A company sales force is a team set up to sell products to companies.
D)   A company sales force is an organization that supplies sales reps to other companies.
E)   A company sales force is composed of people both inside and outside the organization.F) C) and E)
G) A) and D)

Question 14

Whereas objective measures seek to assess salespeople's behavior,subjective measures are quantitative.

Accepted Answer

A) True 
 B)False

Question 15

If you had a small business and needed a sales force but did not wish to hire anyone,you could use the services of an independent agent.

Accepted Answer

A) True 
 B)False

Question 16

Yara has identified an attractive potential customer for her biodiesel home power system.She knows the customer is concerned about the environment and has considerable financial resources.The customer is also a respected leader among wealthy environmentalists in the area.Next Yara will

Accepted Answer

A)   evaluate alternative systems available from competitors to see which is best for the customer.
B)   send the customer a list of frequently mentioned objections and responses to each.
C)   decide if she wants to contact the customer.
D)   establish goals for meeting with the customer.
E)   call the customer and offer a first-time discount.F) All of the above
G) C) and E)

Question 17

Arden,a sales manager for a Best Buy electronics store,is putting together a training seminar for his sales force.He wants to use the five dimensions of service quality to emphasize the importance of follow-up in the selling process.Provide an example of each of the five service quality dimensions that Arden could use in training his Best Buy sales staff.

Accepted Answer

Answers will vary,but Arden's five dimen...

Question 18

All of the following are steps in the B2C personal selling process except

Accepted Answer

A)   generate and qualify leads.
B)   preapproach.
C)   request for proposal.
D)   closing the sale.
E)   follow-up.F) A) and B)
G) B) and D)

Question 19

Sales experts have identified five key personal traits that are often found in successful salespeople.List and define these five traits.

Accepted Answer

Personality: Good salespeople are friend...

Question 20

Studies have found that customers are typically ready to make a purchase decision well before salespeople attempt to close the sale.Salespeople can learn when to close the sale by

Accepted Answer

A)   listening to customers and paying attention to their body language.
B)   keeping accurate records regarding how long it took to close sales in the past.
C)   asking sales personnel to estimate the average time before customers are ready to close.
D)   using the same selling process for all customers.
E)   monitoring and mimicking the closing process used by their sales managers.F) A) and B)
G) A) and C)

Exam 20: Personal Selling and Sales Management

It is the company's responsibility,not the salesperson's,to ensure that all dealings with the customer are ethical and legal.

Correct Answer
verified

Sales experts have identified five key personal traits that are often found in successful salespeople.List and define these five traits.

Correct Answer
verified
Personality: Good salespeople are friend...
View Answer

The four main types of financial rewards for sales representatives are salaries,commissions,bonuses,and sales contests.

Correct Answer
verified

Your best friend is considering a career in sales.What benefits of a sales career would you explain to your friend?

Correct Answer
verified
Personal selling provides flexibility.Un...
View Answer

Correct Answer
verified

One of the advantages of personal selling over other types of marketing communication is that

Correct Answer
verified

Sales representatives add value for customers by doing all of the following except

Correct Answer
verified

One of the disadvantages associated with personal selling is

Correct Answer
verified

If you had a small business and needed a sales force but did not wish to hire anyone,you could use the services of an independent agent.

Correct Answer
verified

Imagine that you are a sales manager at IBM.What sales training techniques will you use to train your sales force? Explain the benefits of each of the options presented in the text.

Correct Answer
verified
An on-the-job training program is excell...
View Answer

Yara has identified an attractive potential customer for her biodiesel home power system.She knows the customer is concerned about the environment and has considerable financial resources.The customer is also a respected leader among wealthy environmentalists in the area.Next Yara will

Correct Answer
verified

Chesnee works in the office of a building materials company.One of her jobs is to identify new building projects and to determine who will make the building materials purchase decisions.Chesnee is involved in the _______________ step of the selling process.

Correct Answer
verified

What is the advantage to the firm of paying salespeople based on straight commission?

Correct Answer
verified
Commission is a percentage of the sales ...
View Answer

Correct Answer
verified
Answers will vary,but Arden's five dimen...
View Answer

During the preapproach stage,a salesperson usually conducts additional research about prospects and

Correct Answer
verified

Boris tells a colleague about a major prospect he plans to call on in the next few days and asks the colleague to pretend to be a customer while he makes his sales presentation.Boris and his colleague are engaged in

Correct Answer
verified

All of the following are steps in the B2C personal selling process except

Correct Answer
verified

Whereas objective measures seek to assess salespeople's behavior,subjective measures are quantitative.

Correct Answer
verified

Studies have found that customers are typically ready to make a purchase decision well before salespeople attempt to close the sale.Salespeople can learn when to close the sale by

Correct Answer
verified

Which of the following best describes a company sales force?

Correct Answer
verified

Exam 20: Personal Selling and Sales Management

It is the company's responsibility,not the salesperson's,to ensure that all dealings with the customer are ethical and legal.

Correct AnswerverifiedShow Answer

Sales experts have identified five key personal traits that are often found in successful salespeople.List and define these five traits.

Correct AnswerverifiedPersonality: Good salespeople are friend...View AnswerShow Answer

The four main types of financial rewards for sales representatives are salaries,commissions,bonuses,and sales contests.

Correct AnswerverifiedShow Answer

Your best friend is considering a career in sales.What benefits of a sales career would you explain to your friend?

Correct AnswerverifiedPersonal selling provides flexibility.Un...View AnswerShow Answer

Correct AnswerverifiedShow Answer

One of the advantages of personal selling over other types of marketing communication is that

Correct AnswerverifiedShow Answer

Sales representatives add value for customers by doing all of the following except

Correct AnswerverifiedShow Answer

One of the disadvantages associated with personal selling is

Correct AnswerverifiedShow Answer

If you had a small business and needed a sales force but did not wish to hire anyone,you could use the services of an independent agent.

Correct AnswerverifiedShow Answer

Imagine that you are a sales manager at IBM.What sales training techniques will you use to train your sales force? Explain the benefits of each of the options presented in the text.

Correct AnswerverifiedAn on-the-job training program is excell...View AnswerShow Answer

Yara has identified an attractive potential customer for her biodiesel home power system.She knows the customer is concerned about the environment and has considerable financial resources.The customer is also a respected leader among wealthy environmentalists in the area.Next Yara will

Correct AnswerverifiedShow Answer

Chesnee works in the office of a building materials company.One of her jobs is to identify new building projects and to determine who will make the building materials purchase decisions.Chesnee is involved in the _______________ step of the selling process.

Correct AnswerverifiedShow Answer

What is the advantage to the firm of paying salespeople based on straight commission?

Correct AnswerverifiedCommission is a percentage of the sales ...View AnswerShow Answer

Correct AnswerverifiedAnswers will vary,but Arden's five dimen...View AnswerShow Answer

During the preapproach stage,a salesperson usually conducts additional research about prospects and

Correct AnswerverifiedShow Answer

Boris tells a colleague about a major prospect he plans to call on in the next few days and asks the colleague to pretend to be a customer while he makes his sales presentation.Boris and his colleague are engaged in

Correct AnswerverifiedShow Answer

All of the following are steps in the B2C personal selling process except

Correct AnswerverifiedShow Answer

Whereas objective measures seek to assess salespeople's behavior,subjective measures are quantitative.

Correct AnswerverifiedShow Answer

Studies have found that customers are typically ready to make a purchase decision well before salespeople attempt to close the sale.Salespeople can learn when to close the sale by

Correct AnswerverifiedShow Answer

Which of the following best describes a company sales force?

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified
Personality: Good salespeople are friend...
View Answer

Correct Answer
verified

Correct Answer
verified
Personal selling provides flexibility.Un...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
An on-the-job training program is excell...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Commission is a percentage of the sales ...
View Answer

Correct Answer
verified
Answers will vary,but Arden's five dimen...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified