Question 1

Go-to-market strategies are used by buyers to select a suitable vendor in the buying process.

Accepted Answer

A) True 
 B)False  False

Question 2

Even though personal selling is the most expensive method of communication on a per-person-reached basis,businesses continue to use personal selling because of advantages in:

Accepted Answer

A)  flexibility. 
B)  the number of people reached. 
C)  credibility. 
D)  efficiency. 
E)  control over the content of publicity. 
A)  flexibility. 
B)  the number of people reached. 
C)  credibility. 
D)  efficiency. 
E)  control over the content of publicity. A

Question 3

The cost of a good sold by a seller is $7,500.The selling cost involved in the sale is $150 and the selling price is $8,250.The buyer's profit is $150.The seller's profit is _____.

Accepted Answer

A)  $500 
B)  $300 
C)  $750 
D)  $450 
E)  $600 
A)  $500 
B)  $300 
C)  $750 
D)  $450 
E)  $600 E

Question 4

Which of the following is true of sales in today's world?

Accepted Answer

A)  Many buyers now are buying from the lowest-cost suppliers. 
B)  Buyers are demanding 24/7 service. 
C)  Many buyers now are building competitive advantages by maintaining a distant relationship with their suppliers. 
D)  The salesperson's job ends as soon as the customer places an order. 
E)  All of these 
A)  Many buyers now are buying from the lowest-cost suppliers. 
B)  Buyers are demanding 24/7 service. 
C)  Many buyers now are building competitive advantages by maintaining a distant relationship with their suppliers. 
D)  The salesperson's job ends as soon as the customer places an order. 
E)  All of these

Question 5

Laura works for Seminole Textiles.As part of her job,she calls on upholsterers,towel and sheet manufacturers,and other customers of the Seminole distributors to encourage them to use more Seminole textiles which they would order from their distributor,not directly from Seminole.Laura is a:

Accepted Answer

A)  distributor rep. 
B)  trade salesperson. 
C)  missionary salesperson. 
D)  trade partner. 
E)  retail salesperson. 
A)  distributor rep. 
B)  trade salesperson. 
C)  missionary salesperson. 
D)  trade partner. 
E)  retail salesperson.

Question 6

Personal selling is the craft of persuading people to buy what they do not want and do not need for more than it is worth.

Accepted Answer

A) True 
 B)False

Question 7

Why do many organizations use integrated marketing communications?

Accepted Answer

Organizations use integrated marketing c

Question 8

A customer relationship management (CRM)system is a system that organizes information about customers,their needs,company information,and sales information.

Accepted Answer

A) True 
 B)False

Question 9

In a selling situation,buyers usually exclude the selling price of a good while calculating their profit.

Accepted Answer

A) True 
 B)False

Question 10

Generally,salespeople spend more than 50 percent of their time on-site in face-to-face meetings with customers and prospects.

Accepted Answer

A) True 
 B)False

Question 11

In the context of the content and delivery of a marketing message,which of the following methods of communication is more difficult to control than others?

Accepted Answer

A)  Television 
B)  Radio 
C)  Sales promotion 
D)  Advertising 
E)  Word of mouth 
A)  Television 
B)  Radio 
C)  Sales promotion 
D)  Advertising 
E)  Word of mouth

Question 12

George is a new salesperson in his firm.He is assigned to attract new buyers by visiting their homes and demonstrating the features of the firm's products.Though he is insensitive and rude to most people,he is valued by his management because he is able to generate new ideas and tactics that retain existing customers.His ability to innovate has helped improve his performance at his firm.Which of the following statements is true about George?

Accepted Answer

A)  George is an inside salesperson. 
B)  George has a high level of emotional intelligence. 
C)  George relies on team selling rather than selling alone. 
D)  George is a creative salesperson. 
E)  George specializes in internal selling. 
A)  George is an inside salesperson. 
B)  George has a high level of emotional intelligence. 
C)  George relies on team selling rather than selling alone. 
D)  George is a creative salesperson. 
E)  George specializes in internal selling.

Question 13

What is the role of a salesperson as an information provider?

Accepted Answer

In their reporting activities,salespeopl

Question 14

To promote its products,Valerie's firm has always depended solely on advertising in the local newspaper and occasional direct mail programs.Valerie suggests using integrated marketing communications because:

Accepted Answer

A)  no single communication vehicle is free of weaknesses. 
B)  it would reduce their advertising costs. 
C)  a sustainable competitive advantage can only be derived from alternative advertising. 
D)  it will lengthen their channels of distribution. 
E)  it will serve as a competitive intelligence tool. 
A)  no single communication vehicle is free of weaknesses. 
B)  it would reduce their advertising costs. 
C)  a sustainable competitive advantage can only be derived from alternative advertising. 
D)  it will lengthen their channels of distribution. 
E)  it will serve as a competitive intelligence tool.

Question 15

How is being customer-centric different from the stereotype image of salespeople?

Accepted Answer

Being customer-centric means making the

Question 16

Organizations whose go-to-market strategies rely heavily on advertising and publicity are called sales force-intensive organizations.

Accepted Answer

A) True 
 B)False

Question 17

Compared with team selling,salesperson who work alone:

Accepted Answer

A)  have higher job satisfaction. 
B)  have higher levels of emotional intelligence. 
C)  spend more than 90 percent of their time in internal selling. 
D)  have higher levels of confidence and optimism. 
E)  have higher turnover intentions. 
A)  have higher job satisfaction. 
B)  have higher levels of emotional intelligence. 
C)  spend more than 90 percent of their time in internal selling. 
D)  have higher levels of confidence and optimism. 
E)  have higher turnover intentions.

Question 18

How is value measured for a seller and for a buyer?

Accepted Answer

For a seller,value or profit would be th

Question 19

Compare personal selling with other marketing communication methods in terms of control,flexibility,credibility,and cost.

Accepted Answer

Personal selling provides greater contro

Question 20

Describe the personality profile for the ideal salesperson.

Accepted Answer

There is no such profile,but successful

Go-to-market strategies are used by buyers to select a suitable vendor in the buying process.

Even though personal selling is the most expensive method of communication on a per-person-reached basis,businesses continue to use personal selling because of advantages in:

The cost of a good sold by a seller is $7,500.The selling cost involved in the sale is $150 and the selling price is $8,250.The buyer's profit is $150.The seller's profit is _____.

Which of the following is true of sales in today's world?

Laura works for Seminole Textiles.As part of her job,she calls on upholsterers,towel and sheet manufacturers,and other customers of the Seminole distributors to encourage them to use more Seminole textiles which they would order from their distributor,not directly from Seminole.Laura is a:

Personal selling is the craft of persuading people to buy what they do not want and do not need for more than it is worth.

Why do many organizations use integrated marketing communications?

A customer relationship management (CRM)system is a system that organizes information about customers,their needs,company information,and sales information.

In a selling situation,buyers usually exclude the selling price of a good while calculating their profit.

Generally,salespeople spend more than 50 percent of their time on-site in face-to-face meetings with customers and prospects.

In the context of the content and delivery of a marketing message,which of the following methods of communication is more difficult to control than others?

What is the role of a salesperson as an information provider?

To promote its products,Valerie's firm has always depended solely on advertising in the local newspaper and occasional direct mail programs.Valerie suggests using integrated marketing communications because:

How is being customer-centric different from the stereotype image of salespeople?

Organizations whose go-to-market strategies rely heavily on advertising and publicity are called sales force-intensive organizations.

Compared with team selling,salesperson who work alone:

How is value measured for a seller and for a buyer?

Compare personal selling with other marketing communication methods in terms of control,flexibility,credibility,and cost.

Describe the personality profile for the ideal salesperson.

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters

Exam 1: Selling and Salespeople

Go-to-market strategies are used by buyers to select a suitable vendor in the buying process.

Even though personal selling is the most expensive method of communication on a per-person-reached basis,businesses continue to use personal selling because of advantages in:

The cost of a good sold by a seller is $7,500.The selling cost involved in the sale is $150 and the selling price is $8,250.The buyer's profit is $150.The seller's profit is _____.

Which of the following is true of sales in today's world?

Laura works for Seminole Textiles.As part of her job,she calls on upholsterers,towel and sheet manufacturers,and other customers of the Seminole distributors to encourage them to use more Seminole textiles which they would order from their distributor,not directly from Seminole.Laura is a:

Personal selling is the craft of persuading people to buy what they do not want and do not need for more than it is worth.

Why do many organizations use integrated marketing communications?

A customer relationship management (CRM)system is a system that organizes information about customers,their needs,company information,and sales information.

In a selling situation,buyers usually exclude the selling price of a good while calculating their profit.

Generally,salespeople spend more than 50 percent of their time on-site in face-to-face meetings with customers and prospects.

In the context of the content and delivery of a marketing message,which of the following methods of communication is more difficult to control than others?

What is the role of a salesperson as an information provider?

To promote its products,Valerie's firm has always depended solely on advertising in the local newspaper and occasional direct mail programs.Valerie suggests using integrated marketing communications because:

How is being customer-centric different from the stereotype image of salespeople?

Organizations whose go-to-market strategies rely heavily on advertising and publicity are called sales force-intensive organizations.

Compared with team selling,salesperson who work alone:

How is value measured for a seller and for a buyer?

Compare personal selling with other marketing communication methods in terms of control,flexibility,credibility,and cost.

Describe the personality profile for the ideal salesperson.

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters