Question 1

The reason information supplied through publicity is usually considered more credible than information supplied by a salesperson is that:

Accepted Answer

A)  salespeople are considered unethical. 
B)  the information supplied through publicity is perceived to be independent. 
C)  the general public has more information than the average salesperson. 
D)  publicity costs more than personal selling. 
E)  organizations have control over information when it is disseminated through publicity. 
A)  salespeople are considered unethical. 
B)  the information supplied through publicity is perceived to be independent. 
C)  the general public has more information than the average salesperson. 
D)  publicity costs more than personal selling. 
E)  organizations have control over information when it is disseminated through publicity.

Question 2

The financial rewards of selling are independent of the level of skill of the salesperson and the sophistication needed to do the job.

Accepted Answer

A) True 
 B)False

Question 3

One of the advantages of personal selling as compared to advertising is that:

Accepted Answer

A)  salespeople can be closely supervised. 
B)  salespeople can become very persuasive,since they give an identical sales presentation to so many different people. 
C)  salespeople can rely on puffery. 
D)  salespeople can change their message if they find their customers losing interest. 
E)  all of these. 
A)  salespeople can be closely supervised. 
B)  salespeople can become very persuasive,since they give an identical sales presentation to so many different people. 
C)  salespeople can rely on puffery. 
D)  salespeople can change their message if they find their customers losing interest. 
E)  all of these.

Question 4

When LeAnn called on a long-time customer,she realized that the man was upset about the loss of his pet and took the time to listen to his problem.She was able to sympathize with the customer's recent loss of a pet by using her:

Accepted Answer

A)  emotional intelligence. 
B)  adaptive learning. 
C)  environmental awareness. 
D)  generative learning. 
E)  behavioral intelligence. 
A)  emotional intelligence. 
B)  adaptive learning. 
C)  environmental awareness. 
D)  generative learning. 
E)  behavioral intelligence.

Question 5

A person who _____ would probably find a career in sales attractive.

Accepted Answer

A)  wants a nine-to-five job 
B)  wants to work in an office 
C)  is not motivated by financial rewards 
D)  likes independence and is willing to take responsibility 
E)  does not like to take responsibility 
A)  wants a nine-to-five job 
B)  wants to work in an office 
C)  is not motivated by financial rewards 
D)  likes independence and is willing to take responsibility 
E)  does not like to take responsibility

Question 6

Which of the following is an example of selling?

Accepted Answer

A)  A college student asking a professor to let him enroll in a course that is closed for admissions 
B)  An employee making a presentation at a job interview 
C)  An engineer convincing his manager to support his R&D activity 
D)  A salesperson talking about the advantages of the washing machines at his store 
E)  All of these 
A)  A college student asking a professor to let him enroll in a course that is closed for admissions 
B)  An employee making a presentation at a job interview 
C)  An engineer convincing his manager to support his R&D activity 
D)  A salesperson talking about the advantages of the washing machines at his store 
E)  All of these

Question 7

The phrase "customer-centric" means making the customer the center of everything a salesperson does.

Accepted Answer

A) True 
 B)False

Question 8

In a selling situation,the seller's profit is the benefits received minus the selling price.

Accepted Answer

A) True 
 B)False

Question 9

The goal of selling is merely to promote a product or service.

Accepted Answer

A) True 
 B)False

Question 10

What are manufacturers' agents?

Accepted Answer

They are independent businesspeople who

Question 11

Gwen is researching ways to sell her new product.She is considering Internet sales,hiring sales reps,using a manufacturer's rep,and several other options.Gwen is considering:

Accepted Answer

A)  her multi-channel mission. 
B)  her go-to-market strategies. 
C)  her customer-centric circle. 
D)  the lifetime marketing value of her customers. 
E)  her firm's integrated marketing communication system. 
A)  her multi-channel mission. 
B)  her go-to-market strategies. 
C)  her customer-centric circle. 
D)  the lifetime marketing value of her customers. 
E)  her firm's integrated marketing communication system.

Question 12

Most of the skills required to be a successful salesperson:

Accepted Answer

A)  are associated with intellectual achievement. 
B)  can be learned. 
C)  are the focus of six sigma selling programs. 
D)  create a value proposition. 
E)  are skills that people are born with and cannot be learned. 
A)  are associated with intellectual achievement. 
B)  can be learned. 
C)  are the focus of six sigma selling programs. 
D)  create a value proposition. 
E)  are skills that people are born with and cannot be learned.

Question 13

What six factors are used to describe sales jobs?

Accepted Answer

Descriptions of sales jobs often focus o

Question 14

Joshua represents a large drug manufacturer and calls on physicians to explain to them the benefits of prescribing his firm's products for their patients.Joshua is a missionary salesperson.

Accepted Answer

A) True 
 B)False

Question 15

Missionary salespeople:

Accepted Answer

A)  work for retailers. 
B)  are an essential part of the consumer products distribution channel. 
C)  frequently call on people who influence a buying decision but who do not actually place the order. 
D)  never directly contact consumers. 
E)  do not have any role to play in the business-to-business model. 
A)  work for retailers. 
B)  are an essential part of the consumer products distribution channel. 
C)  frequently call on people who influence a buying decision but who do not actually place the order. 
D)  never directly contact consumers. 
E)  do not have any role to play in the business-to-business model.

Question 16

A missionary salesperson's job is to approach distributors and encourage them to sell the manufacturer's products.

Accepted Answer

A) True 
 B)False

Question 17

When All-Star Productions Inc.releases a new movie,it usually advertises on television,gives out sales promotion items at fast-food restaurants,creates a website for the movie,holds special showings,and encourages people to talk about the movie.This coordination of all the efforts is called:

Accepted Answer

A)  generative marketing. 
B)  tactical marketing. 
C)  integrated marketing communications. 
D)  the marketing concept. 
E)  relationship marketing. 
A)  generative marketing. 
B)  tactical marketing. 
C)  integrated marketing communications. 
D)  the marketing concept. 
E)  relationship marketing.

Question 18

Robert works long hours in his firm,making calls to household consumers.Unlike other salespeople in his team,he is not required to visit customers' residences to sell products.He also handles the customer grievance helpline of his firm.Which of the following statements is true about Robert?

Accepted Answer

A)  Robert is an expert in field sales. 
B)  Robert is a distributor salesperson. 
C)  Robert is a manufacturer's agent. 
D)  Robert is a missionary salesperson. 
E)  Robert is an inside salesperson. 
A)  Robert is an expert in field sales. 
B)  Robert is a distributor salesperson. 
C)  Robert is a manufacturer's agent. 
D)  Robert is a missionary salesperson. 
E)  Robert is an inside salesperson.

Question 19

Relative to advertising,what is the major advantage and disadvantage of personal selling?

Accepted Answer

Relative to advertising,the ma

Question 20

_____ is the ability to effectively understand and use one's own feelings and the feelings of people with whom one interacts.

Accepted Answer

A)  Emotional intelligence 
B)  Adaptive learning 
C)  Environmental awareness 
D)  Generative learning 
E)  Behavioral intelligence 
A)  Emotional intelligence 
B)  Adaptive learning 
C)  Environmental awareness 
D)  Generative learning 
E)  Behavioral intelligence

The reason information supplied through publicity is usually considered more credible than information supplied by a salesperson is that:

The financial rewards of selling are independent of the level of skill of the salesperson and the sophistication needed to do the job.

One of the advantages of personal selling as compared to advertising is that:

When LeAnn called on a long-time customer,she realized that the man was upset about the loss of his pet and took the time to listen to his problem.She was able to sympathize with the customer's recent loss of a pet by using her:

A person who _____ would probably find a career in sales attractive.

Which of the following is an example of selling?

The phrase "customer-centric" means making the customer the center of everything a salesperson does.

In a selling situation,the seller's profit is the benefits received minus the selling price.

The goal of selling is merely to promote a product or service.

What are manufacturers' agents?

Gwen is researching ways to sell her new product.She is considering Internet sales,hiring sales reps,using a manufacturer's rep,and several other options.Gwen is considering:

Most of the skills required to be a successful salesperson:

What six factors are used to describe sales jobs?

Joshua represents a large drug manufacturer and calls on physicians to explain to them the benefits of prescribing his firm's products for their patients.Joshua is a missionary salesperson.

Missionary salespeople:

A missionary salesperson's job is to approach distributors and encourage them to sell the manufacturer's products.

When All-Star Productions Inc.releases a new movie,it usually advertises on television,gives out sales promotion items at fast-food restaurants,creates a website for the movie,holds special showings,and encourages people to talk about the movie.This coordination of all the efforts is called:

Robert works long hours in his firm,making calls to household consumers.Unlike other salespeople in his team,he is not required to visit customers' residences to sell products.He also handles the customer grievance helpline of his firm.Which of the following statements is true about Robert?

Relative to advertising,what is the major advantage and disadvantage of personal selling?

_____ is the ability to effectively understand and use one's own feelings and the feelings of people with whom one interacts.

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

The reason information supplied through publicity is usually considered more credible than information supplied by a salesperson is that:

The financial rewards of selling are independent of the level of skill of the salesperson and the sophistication needed to do the job.

One of the advantages of personal selling as compared to advertising is that:

When LeAnn called on a long-time customer,she realized that the man was upset about the loss of his pet and took the time to listen to his problem.She was able to sympathize with the customer's recent loss of a pet by using her:

A person who _____ would probably find a career in sales attractive.

Which of the following is an example of selling?

The phrase "customer-centric" means making the customer the center of everything a salesperson does.

In a selling situation,the seller's profit is the benefits received minus the selling price.

The goal of selling is merely to promote a product or service.

What are manufacturers' agents?

Gwen is researching ways to sell her new product.She is considering Internet sales,hiring sales reps,using a manufacturer's rep,and several other options.Gwen is considering:

Most of the skills required to be a successful salesperson:

What six factors are used to describe sales jobs?

Joshua represents a large drug manufacturer and calls on physicians to explain to them the benefits of prescribing his firm's products for their patients.Joshua is a missionary salesperson.

Missionary salespeople:

A missionary salesperson's job is to approach distributors and encourage them to sell the manufacturer's products.

When All-Star Productions Inc.releases a new movie,it usually advertises on television,gives out sales promotion items at fast-food restaurants,creates a website for the movie,holds special showings,and encourages people to talk about the movie.This coordination of all the efforts is called:

Robert works long hours in his firm,making calls to household consumers.Unlike other salespeople in his team,he is not required to visit customers' residences to sell products.He also handles the customer grievance helpline of his firm.Which of the following statements is true about Robert?

Relative to advertising,what is the major advantage and disadvantage of personal selling?

_____ is the ability to effectively understand and use one's own feelings and the feelings of people with whom one interacts.

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