Question 1

An order getter is a:

Accepted Answer

A)  salesperson who specializes in identifying, analyzing, and solving customer problems, but who 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 obtaining qualified leads.E) All of the above
F) None of the above

Question 2

Which type of sales presentation would be suitable for an inexperienced,less knowledgeable salesperson?

Accepted Answer

A)  need-satisfaction presentation
B)  canned sales presentation
C)  stimulus-response presentation
D)  cold canvassingE) A) and C)
F) A) and B)

Question 3

Which of the following activities is NOT a part of account management policies?

Accepted Answer

A)  specifying whom salespeople should contact
B)  determining the types of selling activities
C)  preparing a job analysis
D)  deciding how sales activities will be carried outE) A) and B)
F) A) and C)

Question 4

Which type of compensation plan - straight salary,straight commission,or combination -is most useful when compensating new salespeople? When are the other plans useful?

Accepted Answer

The answer of Which type of compensation plan - straight...

Question 5

Relationship selling is described by all of the following,except:

Accepted Answer

A)  makes customer value creation possible.
B)  builds ties to customers based on a salesperson's attention and commitment to customer needs over time.
C)  focuses on creating short-term sales.
D)  involves mutual respect and trust among buyers and sellers.E) A) and B)
F) B) and D)

Question 6

Salesforce is a tool that can be used in:

Accepted Answer

A)  Sales management
B)  Team selling
C)  Personal selling
D)  Relationship marketingE) A) and C)
F) C) and D)

Question 7

Two selling styles associated with the need-satisfaction presentation format are:

Accepted Answer

A)  adaptive selling and confrontational selling.
B)  suggestive selling and supportive selling.
C)  adaptive selling and suggestive selling.
D)  adaptive selling and consultative selling.E) A) and D)
F) All of the above

Question 8

SRC Refrigeration markets refrigerated display cases for flowers.At the end of her sales presentation,the SRC salesperson asks,"Will you be wanting to make monthly payments of $75 with a 10 percent down payment or will you be writing a cheque for the full amount today?" She has just executed a(n) :

Accepted Answer

A)  assumptive close.
B)  consultative close.
C)  proactive close.
D)  urgency close.E) All of the above
F) A) and C)

Question 9

How does relationship selling create customer value?

Accepted Answer

A)  by expressing periodic concerns about sizes of orders
B)  by providing discounts based on the length of the customer relationship
C)  by using a common sales promotion for each sales call
D)  by identifying creative solutions to customer problemsE) A) and B)
F) A) and C)

Question 10

Salespeople should focus their time on selling products to:

Accepted Answer

A)  opinion leaders
B)  leads
C)  prospects
D)  qualified prospectsE) All of the above
F) A) and C)

Question 11

Describe how Twitter can be used effectively in the sales process.

Accepted Answer

The answer of Describe how Twitter can be used effectively...

Question 12

Which of the following is NOT a variable used in the workload method of determining salesforce size?

Accepted Answer

A)  number of customers
B)  length of an average call
C)  average yearly salary
D)  average amount of selling time available per yearE) B) and C)
F) A) and B)

Question 13

Mail Boxes Etc.(MBE) established a strategic relationship with UPS,whereby UPS took a 10 percent equity position in MBE.The combination of the resources and the expertise of MBE and UPS helped the sale of MBE franchises.The two companies engaged in _____ in which they shared customer,competitive,and company information for each other's mutual benefit and,in turn,to benefit MBE's customers.

Accepted Answer

A)  partnership selling
B)  strategic pairing
C)  creative selling
D)  synergistic marketingE) B) and C)
F) All of the above

Question 14

Three closing techniques are used when a salesperson believes a buyer is about ready to make a purchase.They are _____ closes.

Accepted Answer

A)  assumptive, trial, and presumptive
B)  presumptive, trial, and final
C)  trial, assumptive, and urgency
D)  trial, final, and urgencyE) A) and B)
F) A) and C)

Question 15

As part of performing their jobs,sales managers will do each of the following EXCEPT:

Accepted Answer

A)  set objectives for the salesforce.
B)  organize the salesforce.
C)  evaluate the performance of individual salespeople.
D)  create follow-up advertising and direct mail literature.E) B) and C)
F) A) and B)

Question 16

A variation of the customer organization structure is:

Accepted Answer

A)  Sales management
B)  Formula selling
C)  Adaptive selling
D)  Key account managementE) A) and B)
F) A) and C)

Question 17

Doug Ames sells Mercedes Benz automobiles.While making his sales presentation to a newly qualified prospect,the prospect said,"Doug,I would really like to buy the car,but,you know,the price of the automobile is just too high".In order to answer the prospect's objection,Ames responded,"Sir,you are correct.The price of the Mercedes Benz automobile is high because of what you are getting for that price." Ames then proceeded to describe the quality of the materials used in the car,the high resale value of the car,the dependability,and the prestige associated with the Mercedes Benz.What technique did Ames use to handle the prospect's objection?

Accepted Answer

A)  the acknowledge and convert technique
B)  the agree and neutralize technique
C)  the denial technique
D)  the accept the objection techniqueE) None of the above
F) A) and B)

Question 18

A waitress at a Cracker Barrel restaurant is using _____ when she asks a family if they have left any room for dessert.

Accepted Answer

A)  inquiry selling
B)  suggestive selling
C)  formula selling
D)  method sellingE) C) and D)
F) A) and B)

Question 19

Which stage has the following objectives: gain the prospect's attention,stimulate interest,and build the foundation for the sales presentation itself and the basis for a working relationship?

Accepted Answer

A)  prospecting
B)  preapproach
C)  approach
D)  closeE) All of the above
F) B) and C)

Question 20

During the prospecting stage of personal selling,a salesperson might be encouraged to do all of the following EXCEPT:

Accepted Answer

A)  look for more lead-generating sources.
B)  develop a better set of qualifying criteria.
C)  try to find out the customers' important buying criteria.
D)  use cold canvassing approach.E) C) and D)
F) A) and C)

Exam 18: Personal Selling and Sales Management

How does relationship selling create customer value?

Correct Answer
verified

Salespeople should focus their time on selling products to:

Correct Answer
verified

Three closing techniques are used when a salesperson believes a buyer is about ready to make a purchase.They are _____ closes.

Correct Answer
verified

Salesforce is a tool that can be used in:

Correct Answer
verified

Correct Answer
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Correct Answer
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Which type of compensation plan - straight salary,straight commission,or combination -is most useful when compensating new salespeople? When are the other plans useful?

Correct Answer
verified

Which type of sales presentation would be suitable for an inexperienced,less knowledgeable salesperson?

Correct Answer
verified

As part of performing their jobs,sales managers will do each of the following EXCEPT:

Correct Answer
verified

Two selling styles associated with the need-satisfaction presentation format are:

Correct Answer
verified

A variation of the customer organization structure is:

Correct Answer
verified

Relationship selling is described by all of the following,except:

Correct Answer
verified

Which of the following activities is NOT a part of account management policies?

Correct Answer
verified

A waitress at a Cracker Barrel restaurant is using _____ when she asks a family if they have left any room for dessert.

Correct Answer
verified

SRC Refrigeration markets refrigerated display cases for flowers.At the end of her sales presentation,the SRC salesperson asks,"Will you be wanting to make monthly payments of $75 with a 10 percent down payment or will you be writing a cheque for the full amount today?" She has just executed a(n) :

Correct Answer
verified

An order getter is a:

Correct Answer
verified

Describe how Twitter can be used effectively in the sales process.

Correct Answer
verified

During the prospecting stage of personal selling,a salesperson might be encouraged to do all of the following EXCEPT:

Correct Answer
verified

Which of the following is NOT a variable used in the workload method of determining salesforce size?

Correct Answer
verified

Which stage has the following objectives: gain the prospect's attention,stimulate interest,and build the foundation for the sales presentation itself and the basis for a working relationship?

Correct Answer
verified

Exam 18: Personal Selling and Sales Management

How does relationship selling create customer value?

Correct AnswerverifiedShow Answer

Salespeople should focus their time on selling products to:

Correct AnswerverifiedShow Answer

Three closing techniques are used when a salesperson believes a buyer is about ready to make a purchase.They are _____ closes.

Correct AnswerverifiedShow Answer

Salesforce is a tool that can be used in:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which type of compensation plan - straight salary,straight commission,or combination -is most useful when compensating new salespeople? When are the other plans useful?

Correct AnswerverifiedShow Answer

Which type of sales presentation would be suitable for an inexperienced,less knowledgeable salesperson?

Correct AnswerverifiedShow Answer

As part of performing their jobs,sales managers will do each of the following EXCEPT:

Correct AnswerverifiedShow Answer

Two selling styles associated with the need-satisfaction presentation format are:

Correct AnswerverifiedShow Answer

A variation of the customer organization structure is:

Correct AnswerverifiedShow Answer

Relationship selling is described by all of the following,except:

Correct AnswerverifiedShow Answer

Which of the following activities is NOT a part of account management policies?

Correct AnswerverifiedShow Answer

A waitress at a Cracker Barrel restaurant is using _____ when she asks a family if they have left any room for dessert.

Correct AnswerverifiedShow Answer

SRC Refrigeration markets refrigerated display cases for flowers.At the end of her sales presentation,the SRC salesperson asks,"Will you be wanting to make monthly payments of $75 with a 10 percent down payment or will you be writing a cheque for the full amount today?" She has just executed a(n) :

Correct AnswerverifiedShow Answer

An order getter is a:

Correct AnswerverifiedShow Answer

Describe how Twitter can be used effectively in the sales process.

Correct AnswerverifiedShow Answer

During the prospecting stage of personal selling,a salesperson might be encouraged to do all of the following EXCEPT:

Correct AnswerverifiedShow Answer

Which of the following is NOT a variable used in the workload method of determining salesforce size?

Correct AnswerverifiedShow Answer

Which stage has the following objectives: gain the prospect's attention,stimulate interest,and build the foundation for the sales presentation itself and the basis for a working relationship?

Correct AnswerverifiedShow Answer

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