Question 1

Warren has just finished his sales presentation.He knows that half the battle is asking questions.What is the other half?

Accepted Answer

The other half is ca...

Question 2

Potential customers are called marks.

Accepted Answer

A) True 
 B)False

Question 3

Experts estimate that the average cost of a single B2B sales call is about

Accepted Answer

A)   $50.
B)   $190.
C)   $600.
D)   $1,000.
E)   $1,500.F) A) and E)
G) A) and D)

Question 4

The process of salespeople creating blogs to draw customers in and generate leads is a process known as

Accepted Answer

A)   telemarketing.
B)   inbound marketing.
C)   target marketing.
D)   test marketing.
E)   team selling.F) C) and E)
G) All of the above

Question 5

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) A) and D)
G) B) and D)

Question 6

Warren is debating between spending the money needed to hire a sales force and using advertising and promotion to sell his products.What benefits of hiring a sales force will Warren weigh in his decision?

Accepted Answer

Warren will consider the fact ...

Question 7

What is relationship selling?

Accepted Answer

It is a sales philosophy and p...

Question 8

After installing a new HVAC system,what should Frank's Heating & Air Conditioning do,according to the personal selling process?

Accepted Answer

The next step is follow-up.Fra...

Question 9

Mohinder sells small-business health insurance programs,working on straight commission.Closing the sale is an extremely stressful point in the selling process for him.If he does not close the sale,the most likely outcome will be

Accepted Answer

A)   his quota will be increased.
B)   he will generate no income.
C)   his quota will be lowered.
D)   his bonus will not exceed his commission.
E)   he will get a salary reduction.F) All of the above
G) B) and D)

Question 10

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

Exam 20: Personal Selling and Sales Management

Warren has just finished his sales presentation.He knows that half the battle is asking questions.What is the other half?

Correct Answer
verified
The other half is ca...
View Answer

The process of salespeople creating blogs to draw customers in and generate leads is a process known as

Correct Answer
verified

Mohinder sells small-business health insurance programs,working on straight commission.Closing the sale is an extremely stressful point in the selling process for him.If he does not close the sale,the most likely outcome will be

Correct Answer
verified

Experts estimate that the average cost of a single B2B sales call is about

Correct Answer
verified

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

Warren is debating between spending the money needed to hire a sales force and using advertising and promotion to sell his products.What benefits of hiring a sales force will Warren weigh in his decision?

Correct Answer
verified
Warren will consider the fact ...
View Answer

After installing a new HVAC system,what should Frank's Heating & Air Conditioning do,according to the personal selling process?

Correct Answer
verified
The next step is follow-up.Fra...
View Answer

Potential customers are called marks.

Correct Answer
verified

One of the disadvantages associated with personal selling is

Correct Answer
verified

What is relationship selling?

Correct Answer
verified
It is a sales philosophy and p...
View Answer

Exam 20: Personal Selling and Sales Management

Warren has just finished his sales presentation.He knows that half the battle is asking questions.What is the other half?

Correct AnswerverifiedThe other half is ca...View AnswerShow Answer

The process of salespeople creating blogs to draw customers in and generate leads is a process known as

Correct AnswerverifiedShow Answer

Mohinder sells small-business health insurance programs,working on straight commission.Closing the sale is an extremely stressful point in the selling process for him.If he does not close the sale,the most likely outcome will be

Correct AnswerverifiedShow Answer

Experts estimate that the average cost of a single B2B sales call is about

Correct AnswerverifiedShow 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

Warren is debating between spending the money needed to hire a sales force and using advertising and promotion to sell his products.What benefits of hiring a sales force will Warren weigh in his decision?

Correct AnswerverifiedWarren will consider the fact ...View AnswerShow Answer

After installing a new HVAC system,what should Frank's Heating & Air Conditioning do,according to the personal selling process?

Correct AnswerverifiedThe next step is follow-up.Fra...View AnswerShow Answer

Potential customers are called marks.

Correct AnswerverifiedShow Answer

One of the disadvantages associated with personal selling is

Correct AnswerverifiedShow Answer

What is relationship selling?

Correct AnswerverifiedIt is a sales philosophy and p...View AnswerShow Answer

Correct Answer
verified
The other half is ca...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Warren will consider the fact ...
View Answer

Correct Answer
verified
The next step is follow-up.Fra...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
It is a sales philosophy and p...
View Answer