Question 1

All of the following are problems associated with the poor selection of salespeople EXCEPT which one?

Accepted Answer

A) lower sales volumes 
B) costly turnover of sales staff 
C) lower salesforce productivity 
D) less office support 
E) disrupted customer relationships 
A) lower sales volumes 
B) costly turnover of sales staff 
C) lower salesforce productivity 
D) less office support 
E) disrupted customer relationships

Question 2

An IBM sales representative is giving a product demonstration to a major account IT Manager.Assisting with the demonstration are an engineer,a financial analyst and an information systems specialist.If IBM wins the account,then all four IBM representatives will service the new major account.This is an example of ________.

Accepted Answer

A) team selling 
B) territorial selling 
C) inside selling 
D) prospecting 
E) sales promoting 
A) team selling 
B) territorial selling 
C) inside selling 
D) prospecting 
E) sales promoting

Question 3

Salespeople should know how to recognise ________ signals from the buyer,which can include physical actions such as leaning forward and nodding or questions about prices and credit terms.

Accepted Answer

A) qualifying 
B) approach 
C) objection 
D) closing 
E) follow-up 
A) qualifying 
B) approach 
C) objection 
D) closing 
E) follow-up

Question 4

The salesperson must often approach many prospects to get just a few sales.Although the company supplies some leads,salespeople need skill in finding their own.The best source of leads is ________.

Accepted Answer

The answer of The salesperson must often approach many prospects...

Question 5

The sales role involves a variety of activities.Which of the following is NOT a role typically performed by a salesperson?

Accepted Answer

A) order taker 
B) order getter 
C) creative seller 
D) relationship builder 
E) warehouse assistant 
A) order taker 
B) order getter 
C) creative seller 
D) relationship builder 
E) warehouse assistant

Question 6

The steps that a salesperson follows in the selling process include prospecting and ________,pre-approach,approach,presentation and demonstration,handling objections,closing and follow-up.

Accepted Answer

The answer of The steps that a salesperson follows in...

Question 7

Whom do members of a salesforce typically represent?

Accepted Answer

A) They represent the company to customers. 
B) They represent the company to investors. 
C) They represent the customer to the company. 
D) A and C 
E) All of the above. 
A) They represent the company to customers. 
B) They represent the company to investors. 
C) They represent the customer to the company. 
D) A and C 
E) All of the above.

Question 8

Which of the following is an advantage created by the use of a salesforce automation system?

Accepted Answer

A) lower costs for training sales personnel 
B) increased motivation to acquire new customers 
C) decreased need for an inside salesforce 
D) stronger organisational climate developed by the sales team 
E) salesforce can work more effectively anytime,anywhere. 
A) lower costs for training sales personnel 
B) increased motivation to acquire new customers 
C) decreased need for an inside salesforce 
D) stronger organisational climate developed by the sales team 
E) salesforce can work more effectively anytime,anywhere.

Question 9

A(n)________ quota states the amount the salespeople should sell and how sales should be divided among the company products.

Accepted Answer

The answer of A(n)________ quota states the amount the salespeople...

Question 10

Prospecting is the step in the selling process in which the salesperson ________.

Accepted Answer

A) meets the customer for the first time 
B) learns as much as possible about a prospective customer before making a sales call 
C) identifies qualified potential customers 
D) tells the product's 'value story' to the customer 
E) clarifies and overcomes customer objections to buying 
A) meets the customer for the first time 
B) learns as much as possible about a prospective customer before making a sales call 
C) identifies qualified potential customers 
D) tells the product's 'value story' to the customer 
E) clarifies and overcomes customer objections to buying

Question 11

Salespersons require extensive lists of prospects to generate just a few sales.The best source of information for finding sales leads is ________.

Accepted Answer

A) referrals 
B) Web sources 
C) social networks 
D) directories 
E) None of the above. 
A) referrals 
B) Web sources 
C) social networks 
D) directories 
E) None of the above.

Question 12

Team selling is ideal when customer problems become more complex,and customers become larger and more demanding.Sales teams have the advantages of uncovering problems that an individual would not,and they are better able to develop new opportunities.

Accepted Answer

A) True 
 B)False

Question 13

Today,most salespeople are well-educated,well-trained professionals who are encouraged to work to build and maintain long-term customer relationships by listening to their customers,assessing their needs and organising the company's efforts to solve customer problems.

Accepted Answer

A) True 
 B)False

Question 14

________ selling is the interpersonal arm of the promotion mix,used particularly in complex selling situations such as business-to-business marketing.

Accepted Answer

The answer of ________ selling is the interpersonal arm of...

Question 15

Which of the following best explains why many companies are adopting the team selling approach to service large,complex accounts?

Accepted Answer

A) Products have become too complicated for one salesperson to support. 
B) Customers prefer dealing with many salespeople rather than one salesperson. 
C) Salespeople prefer working in groups because of the opportunity for flexible hours and job sharing. 
D) A group of salespeople assigned to one account is cost effective for corporations. 
E) Fewer skilled salespeople are working in the high-tech industry. 
A) Products have become too complicated for one salesperson to support. 
B) Customers prefer dealing with many salespeople rather than one salesperson. 
C) Salespeople prefer working in groups because of the opportunity for flexible hours and job sharing. 
D) A group of salespeople assigned to one account is cost effective for corporations. 
E) Fewer skilled salespeople are working in the high-tech industry.

Question 16

When customers submit their name to a drawing or 'lucky draw',this is called a ________.

Accepted Answer

A) contest 
B) sweepstake 
C) game 
D) price pack 
E) None of the above. 
A) contest 
B) sweepstake 
C) game 
D) price pack 
E) None of the above.

Question 17

________ ________ is one of the oldest professions in the world.

Accepted Answer

The answer of ________ ________ is one of the oldest...

Question 18

POP promotions include displays and demonstrations that take place at the point of sale.

Accepted Answer

A) True 
 B)False

Question 19

Which description of a salesperson fits best with a contemporary relationship marketing focus and solutions approach?

Accepted Answer

A) hard-sell salesperson 
B) problem-solver salesperson 
C) razzle-dazzle salesperson 
D) salesperson on bonus and not on commission 
E) salesperson on commission and not on salary 
A) hard-sell salesperson 
B) problem-solver salesperson 
C) razzle-dazzle salesperson 
D) salesperson on bonus and not on commission 
E) salesperson on commission and not on salary

Question 20

Complex salesforce structures include those specialised by customer and territory,by product and territory,by product and customer,and by territory,product and customer.

Accepted Answer

A) True 
 B)False

All of the following are problems associated with the poor selection of salespeople EXCEPT which one?

Salespeople should know how to recognise ________ signals from the buyer,which can include physical actions such as leaning forward and nodding or questions about prices and credit terms.

The salesperson must often approach many prospects to get just a few sales.Although the company supplies some leads,salespeople need skill in finding their own.The best source of leads is ________.

The sales role involves a variety of activities.Which of the following is NOT a role typically performed by a salesperson?

The steps that a salesperson follows in the selling process include prospecting and ________,pre-approach,approach,presentation and demonstration,handling objections,closing and follow-up.

Whom do members of a salesforce typically represent?

Which of the following is an advantage created by the use of a salesforce automation system?

A(n)________ quota states the amount the salespeople should sell and how sales should be divided among the company products.

Prospecting is the step in the selling process in which the salesperson ________.

Salespersons require extensive lists of prospects to generate just a few sales.The best source of information for finding sales leads is ________.

Team selling is ideal when customer problems become more complex,and customers become larger and more demanding.Sales teams have the advantages of uncovering problems that an individual would not,and they are better able to develop new opportunities.

Today,most salespeople are well-educated,well-trained professionals who are encouraged to work to build and maintain long-term customer relationships by listening to their customers,assessing their needs and organising the company's efforts to solve customer problems.

________ selling is the interpersonal arm of the promotion mix,used particularly in complex selling situations such as business-to-business marketing.

Which of the following best explains why many companies are adopting the team selling approach to service large,complex accounts?

When customers submit their name to a drawing or 'lucky draw',this is called a ________.

is one of the oldest professions in the world.

POP promotions include displays and demonstrations that take place at the point of sale.

Which description of a salesperson fits best with a contemporary relationship marketing focus and solutions approach?

Complex salesforce structures include those specialised by customer and territory,by product and territory,by product and customer,and by territory,product and customer.

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analysing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Consumer Buyer Behaviour

Business Markets and Business Buyer Behaviour

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services and Brands: Building Customer Value

Developing New Products and Managing the Product

Pricing Strategies: Understanding and Capturing Customer Value

Additional Pricing Considerations

Retailing and Wholesaling

Communicating Customer Value: Integrated Marketing Communications Strategy

Filters

Exam 12: Marketing Channels: Delivering Customer Value

All of the following are problems associated with the poor selection of salespeople EXCEPT which one?

Salespeople should know how to recognise ________ signals from the buyer,which can include physical actions such as leaning forward and nodding or questions about prices and credit terms.

The salesperson must often approach many prospects to get just a few sales.Although the company supplies some leads,salespeople need skill in finding their own.The best source of leads is ________.

The sales role involves a variety of activities.Which of the following is NOT a role typically performed by a salesperson?

The steps that a salesperson follows in the selling process include prospecting and ________,pre-approach,approach,presentation and demonstration,handling objections,closing and follow-up.

Whom do members of a salesforce typically represent?

Which of the following is an advantage created by the use of a salesforce automation system?

A(n)________ quota states the amount the salespeople should sell and how sales should be divided among the company products.

Prospecting is the step in the selling process in which the salesperson ________.

Salespersons require extensive lists of prospects to generate just a few sales.The best source of information for finding sales leads is ________.

Team selling is ideal when customer problems become more complex,and customers become larger and more demanding.Sales teams have the advantages of uncovering problems that an individual would not,and they are better able to develop new opportunities.

Today,most salespeople are well-educated,well-trained professionals who are encouraged to work to build and maintain long-term customer relationships by listening to their customers,assessing their needs and organising the company's efforts to solve customer problems.

________ selling is the interpersonal arm of the promotion mix,used particularly in complex selling situations such as business-to-business marketing.

Which of the following best explains why many companies are adopting the team selling approach to service large,complex accounts?

When customers submit their name to a drawing or 'lucky draw',this is called a ________.

________ ________ is one of the oldest professions in the world.

POP promotions include displays and demonstrations that take place at the point of sale.

Which description of a salesperson fits best with a contemporary relationship marketing focus and solutions approach?

Complex salesforce structures include those specialised by customer and territory,by product and territory,by product and customer,and by territory,product and customer.

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analysing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Consumer Buyer Behaviour

Business Markets and Business Buyer Behaviour

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services and Brands: Building Customer Value

Developing New Products and Managing the Product

Pricing Strategies: Understanding and Capturing Customer Value

Additional Pricing Considerations

Retailing and Wholesaling

Communicating Customer Value: Integrated Marketing Communications Strategy

Filters

is one of the oldest professions in the world.