Question 1

_____ is the trait of having imagination and inventiveness and using them to come up with new solutions and ideas.

Accepted Answer

A)  Emotional intelligence 
B)  Agility 
C)  Creativity 
D)  Optimism 
E)  Empathy 
A)  Emotional intelligence 
B)  Agility 
C)  Creativity 
D)  Optimism 
E)  Empathy

Question 2

What are six sigma selling programs?

Accepted Answer

Six sigma selling programs are designed

Question 3

Which of the following statements about how salespeople spend their time each week is true?

Accepted Answer

A)  Salespeople typically spend the least amount of time in an average week traveling and sitting in waiting areas. 
B)  Most of the selling done by salespeople today is done over the telephone. 
C)  Salespeople spend less than 2 hours per week on administrative tasks. 
D)  Salespeople spend more time in meetings,working with support people in their companies,traveling,waiting for a sales interview,doing paperwork,and servicing customers than in face-to-face selling. 
E)  None of these 
A)  Salespeople typically spend the least amount of time in an average week traveling and sitting in waiting areas. 
B)  Most of the selling done by salespeople today is done over the telephone. 
C)  Salespeople spend less than 2 hours per week on administrative tasks. 
D)  Salespeople spend more time in meetings,working with support people in their companies,traveling,waiting for a sales interview,doing paperwork,and servicing customers than in face-to-face selling. 
E)  None of these

Question 4

_____ work for a manufacturer and promote the manufacturer's products to other firms that buy the products from distributors or other manufacturers,not directly from the salesperson's firm.

Accepted Answer

A)  Distributor reps 
B)  Industrial salespeople 
C)  Missionary salespeople 
D)  Trade partners 
E)  Retail salespeople 
A)  Distributor reps 
B)  Industrial salespeople 
C)  Missionary salespeople 
D)  Trade partners 
E)  Retail salespeople

Question 5

What is customer lifetime value?

Accepted Answer

The sum of a customer's purchases over t

Question 6

The selling price of a product is $8,000.The cost and hassle involved in buying the product is $175.The benefit received from the product to a buyer is labelled "A." The seller's profit is $400.In this case,which of the following equations will accurately calculate the buyer's profit?

Accepted Answer

A)  A + $8,000 
B)  $8,000 + $400 
C)  $8,000 - A 
D)  A - ($8,000 + $175) 
E)  (A + $400)- $175 
A)  A + $8,000 
B)  $8,000 + $400 
C)  $8,000 - A 
D)  A - ($8,000 + $175) 
E)  (A + $400)- $175

Question 7

Selling capital goods to manufacturers is much easier than selling cookies to consumers.

Accepted Answer

A) True 
 B)False

Question 8

A seller's profit is _____.

Accepted Answer

A)  the cost of goods sold minus the marketing margin 
B)  the selling price minus the cost of goods sold and selling costs 
C)  the marginal difference between the asset price and cost of sales 
D)  the benefits received - (the selling price + time and effort to purchase) 
E)  the relative price + the absolute cost 
A)  the cost of goods sold minus the marketing margin 
B)  the selling price minus the cost of goods sold and selling costs 
C)  the marginal difference between the asset price and cost of sales 
D)  the benefits received - (the selling price + time and effort to purchase) 
E)  the relative price + the absolute cost

Question 9

What type of people would most likely be interested in selling?

Accepted Answer

Many people do not want to spend long ho

Question 10

Relative to publicity,what are the major advantages and disadvantages of personal selling?

Accepted Answer

Greater control and flexibilit

Question 11

Which of the following statements is true about sales promotion?

Accepted Answer

A)  It is the cheapest method of personal communication. 
B)  It is more flexible than personal selling. 
C)  It offers incentives to customers to purchase products during a specific period. 
D)  It restricts a firm from controlling the content and exact delivery of its marketing message. 
E)  It is more reliable than the word-of-mouth method of marketing communication. 
A)  It is the cheapest method of personal communication. 
B)  It is more flexible than personal selling. 
C)  It offers incentives to customers to purchase products during a specific period. 
D)  It restricts a firm from controlling the content and exact delivery of its marketing message. 
E)  It is more reliable than the word-of-mouth method of marketing communication.

Question 12

What sales situations require high creativity?

Accepted Answer

Situations that require high creativity

Question 13

Many sales jobs do not involve building long-term partnerships.

Accepted Answer

A) True 
 B)False

Question 14

Customers develop long-term relationships with salespeople who are dependable and trustworthy.

Accepted Answer

A) True 
 B)False

Question 15

After making two major sales calls,Jennifer spent time in her hotel room submitting information about the calls over the Internet to her company.Jennifer was providing information to her firm's:

Accepted Answer

A)  distribution channel efficacy system. 
B)  customer relationship management system. 
C)  business simulation system. 
D)  NAICS control center system. 
E)  situational management system. 
A)  distribution channel efficacy system. 
B)  customer relationship management system. 
C)  business simulation system. 
D)  NAICS control center system. 
E)  situational management system.

Question 16

Salespeople are like entrepreneurs because:

Accepted Answer

A)  they do not have to invest in themselves. 
B)  integrated marketing communications eliminate investment risk. 
C)  manufacturers trust salespeople to be corporate-centric. 
D)  of the unusual freedom and flexibility in doing their jobs. 
E)  they have to spend a lot of time in a structured work environment. 
A)  they do not have to invest in themselves. 
B)  integrated marketing communications eliminate investment risk. 
C)  manufacturers trust salespeople to be corporate-centric. 
D)  of the unusual freedom and flexibility in doing their jobs. 
E)  they have to spend a lot of time in a structured work environment.

Question 17

Which of the following is true of inside salespeople?

Accepted Answer

A)  They spend considerable time in the customer's place of business. 
B)  They communicate with the customer face-to-face. 
C)  They are very involved in problem solving with customers. 
D)  They typically communicate with customers by telephone or computer. 
E)  None of these 
A)  They spend considerable time in the customer's place of business. 
B)  They communicate with the customer face-to-face. 
C)  They are very involved in problem solving with customers. 
D)  They typically communicate with customers by telephone or computer. 
E)  None of these

Question 18

In the context of communicating marketing message to customers,firms have more control on unpaid methods of communication than on paid methods of communication.

Accepted Answer

A) True 
 B)False

Question 19

How does the type of benefits provided by products and services affect the nature of the sales job?

Accepted Answer

Products such as chemicals and trucks ty

Question 20

One of the advantages of personal selling is that it is the most _____ method used to communicate with customers.

Accepted Answer

A)  credible 
B)  reasonable 
C)  generic 
D)  defensive 
E)  flexible 
A)  credible 
B)  reasonable 
C)  generic 
D)  defensive 
E)  flexible

_____ is the trait of having imagination and inventiveness and using them to come up with new solutions and ideas.

What are six sigma selling programs?

Which of the following statements about how salespeople spend their time each week is true?

_____ work for a manufacturer and promote the manufacturer's products to other firms that buy the products from distributors or other manufacturers,not directly from the salesperson's firm.

What is customer lifetime value?

The selling price of a product is $8,000.The cost and hassle involved in buying the product is $175.The benefit received from the product to a buyer is labelled "A." The seller's profit is $400.In this case,which of the following equations will accurately calculate the buyer's profit?

Selling capital goods to manufacturers is much easier than selling cookies to consumers.

A seller's profit is _____.

What type of people would most likely be interested in selling?

Relative to publicity,what are the major advantages and disadvantages of personal selling?

Which of the following statements is true about sales promotion?

What sales situations require high creativity?

Many sales jobs do not involve building long-term partnerships.

Customers develop long-term relationships with salespeople who are dependable and trustworthy.

After making two major sales calls,Jennifer spent time in her hotel room submitting information about the calls over the Internet to her company.Jennifer was providing information to her firm's:

Salespeople are like entrepreneurs because:

Which of the following is true of inside salespeople?

In the context of communicating marketing message to customers,firms have more control on unpaid methods of communication than on paid methods of communication.

How does the type of benefits provided by products and services affect the nature of the sales job?

One of the advantages of personal selling is that it is the most _____ method used to communicate with customers.

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

_____ is the trait of having imagination and inventiveness and using them to come up with new solutions and ideas.

What are six sigma selling programs?

Which of the following statements about how salespeople spend their time each week is true?

_____ work for a manufacturer and promote the manufacturer's products to other firms that buy the products from distributors or other manufacturers,not directly from the salesperson's firm.

What is customer lifetime value?

The selling price of a product is $8,000.The cost and hassle involved in buying the product is $175.The benefit received from the product to a buyer is labelled "A." The seller's profit is $400.In this case,which of the following equations will accurately calculate the buyer's profit?

Selling capital goods to manufacturers is much easier than selling cookies to consumers.

A seller's profit is _____.

What type of people would most likely be interested in selling?

Relative to publicity,what are the major advantages and disadvantages of personal selling?

Which of the following statements is true about sales promotion?

What sales situations require high creativity?

Many sales jobs do not involve building long-term partnerships.

Customers develop long-term relationships with salespeople who are dependable and trustworthy.

After making two major sales calls,Jennifer spent time in her hotel room submitting information about the calls over the Internet to her company.Jennifer was providing information to her firm's:

Salespeople are like entrepreneurs because:

Which of the following is true of inside salespeople?

In the context of communicating marketing message to customers,firms have more control on unpaid methods of communication than on paid methods of communication.

How does the type of benefits provided by products and services affect the nature of the sales job?

One of the advantages of personal selling is that it is the most _____ method used to communicate with customers.

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