Question 1

How do field salespeople differ from inside salespeople?

Accepted Answer

Field salespeople spend considerable tim

Question 2

Manufacturers' Representatives Inc.(MRI)is an independent company that employs sales representatives to sell the products of many different producers.MRI's sales reps sell these products to wholesalers and retailers.MRI receives a commission from the producers for the products it sells.MRI is an example of a:

Accepted Answer

A)  manufacturers' agent. 
B)  selling agent. 
C)  missionary sales agency. 
D)  partnership selling strategy. 
E)  production agent. 
A)  manufacturers' agent. 
B)  selling agent. 
C)  missionary sales agency. 
D)  partnership selling strategy. 
E)  production agent.

Question 3

Selling analytics is an attempt to gain insights into customers by using data mining and analytic techniques.

Accepted Answer

A) True 
 B)False

Question 4

Advertising is the most costly method of communication for selling firms.

Accepted Answer

A) True 
 B)False

Question 5

Identify the situation in which the creativity level of a salesperson is low.

Accepted Answer

A)  When customer participation in decision making is high 
B)  When new solutions are to be provided to customers 
C)  When services rather than products are to be sold to customers 
D)  When goods are to be sold to an existing customer 
E)  When products sold to customers are intangible in nature 
A)  When customer participation in decision making is high 
B)  When new solutions are to be provided to customers 
C)  When services rather than products are to be sold to customers 
D)  When goods are to be sold to an existing customer 
E)  When products sold to customers are intangible in nature

Question 6

A salesperson's job does not end when the customer places an order.

Accepted Answer

A) True 
 B)False

Question 7

Sandra's marketing strategy is a go-to-market strategy.She relies heavily on salespeople for marketing her products.Sandra's organization is a(n)_____.

Accepted Answer

A)  public relations organization 
B)  organization that focuses exclusively on customer value 
C)  sales force-intensive organization 
D)  organization with a missionary strategy 
E)  all of these 
A)  public relations organization 
B)  organization that focuses exclusively on customer value 
C)  sales force-intensive organization 
D)  organization with a missionary strategy 
E)  all of these

Question 8

What do distributor salespeople do?

Accepted Answer

Distributor salespeople sell products ma

Question 9

On average,salespeople spend less than 50 percent of their time on face-to-face meetings with customers and prospects.What are they doing with the rest of their time?

Accepted Answer

Salespeople spend more than 50 percent o

Question 10

Six sigma selling programs are designed to reduce and eliminate errors in the selling system.

Accepted Answer

A) True 
 B)False

Question 11

If salespeople want to sell effectively,they have to recognize that the buyer has needs that are met not only by the product but also by the selling process itself.

Accepted Answer

A) True 
 B)False

Question 12

The Personal Value Equation of a buyer is the selling price minus the benefits received.

Accepted Answer

A) True 
 B)False

Question 13

Why do companies spend money on personal selling when there are so many less-expensive alternatives?

Accepted Answer

The higher cost of personal selling is j

Question 14

Manufacturers' agents:

Accepted Answer

A)  actually take ownership of the products they sell. 
B)  are independent businesspeople. 
C)  are paid a monthly fee for their services. 
D)  typically call on people who may influence a sale and not those who actually place the order. 
E)  are accurately described by all of these. 
A)  actually take ownership of the products they sell. 
B)  are independent businesspeople. 
C)  are paid a monthly fee for their services. 
D)  typically call on people who may influence a sale and not those who actually place the order. 
E)  are accurately described by all of these.

Question 15

List the four aspects of emotional intelligence.

Accepted Answer

The four aspects are: (1)knowing one's o

Question 16

Salespeople coordinate the activities within their firms to solve customer problems.

Accepted Answer

A) True 
 B)False

Question 17

Normally,missionary salespeople and local distributor salespeople for the same firm are intensively competitive with each other as each strives to take business away from the other.

Accepted Answer

A) True 
 B)False

Question 18

Which of the following products would most likely be the hardest for a new salesperson to sell?

Accepted Answer

A)  Laptops for students 
B)  Horse trailers 
C)  Management consulting services 
D)  Office supplies to existing customers 
E)  Restaurant tablecloths 
A)  Laptops for students 
B)  Horse trailers 
C)  Management consulting services 
D)  Office supplies to existing customers 
E)  Restaurant tablecloths

Question 19

Publicity is a form of unpaid marketing communication between buyers and the selling firm.

Accepted Answer

A) True 
 B)False

Question 20

_____ sell products made by a number of manufacturers to businesses.

Accepted Answer

A)  Distributor salespeople 
B)  Trade salespeople 
C)  Runners 
D)  Manufacturers' customer service representatives 
E)  Retail salespeople 
A)  Distributor salespeople 
B)  Trade salespeople 
C)  Runners 
D)  Manufacturers' customer service representatives 
E)  Retail salespeople

How do field salespeople differ from inside salespeople?

Selling analytics is an attempt to gain insights into customers by using data mining and analytic techniques.

Advertising is the most costly method of communication for selling firms.

Identify the situation in which the creativity level of a salesperson is low.

A salesperson's job does not end when the customer places an order.

Sandra's marketing strategy is a go-to-market strategy.She relies heavily on salespeople for marketing her products.Sandra's organization is a(n)_____.

What do distributor salespeople do?

On average,salespeople spend less than 50 percent of their time on face-to-face meetings with customers and prospects.What are they doing with the rest of their time?

Six sigma selling programs are designed to reduce and eliminate errors in the selling system.

If salespeople want to sell effectively,they have to recognize that the buyer has needs that are met not only by the product but also by the selling process itself.

The Personal Value Equation of a buyer is the selling price minus the benefits received.

Why do companies spend money on personal selling when there are so many less-expensive alternatives?

Manufacturers' agents:

List the four aspects of emotional intelligence.

Salespeople coordinate the activities within their firms to solve customer problems.

Normally,missionary salespeople and local distributor salespeople for the same firm are intensively competitive with each other as each strives to take business away from the other.

Which of the following products would most likely be the hardest for a new salesperson to sell?

Publicity is a form of unpaid marketing communication between buyers and the selling firm.

_____ sell products made by a number of manufacturers to businesses.

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

How do field salespeople differ from inside salespeople?

Selling analytics is an attempt to gain insights into customers by using data mining and analytic techniques.

Advertising is the most costly method of communication for selling firms.

Identify the situation in which the creativity level of a salesperson is low.

A salesperson's job does not end when the customer places an order.

Sandra's marketing strategy is a go-to-market strategy.She relies heavily on salespeople for marketing her products.Sandra's organization is a(n)_____.

What do distributor salespeople do?

On average,salespeople spend less than 50 percent of their time on face-to-face meetings with customers and prospects.What are they doing with the rest of their time?

Six sigma selling programs are designed to reduce and eliminate errors in the selling system.

If salespeople want to sell effectively,they have to recognize that the buyer has needs that are met not only by the product but also by the selling process itself.

The Personal Value Equation of a buyer is the selling price minus the benefits received.

Why do companies spend money on personal selling when there are so many less-expensive alternatives?

Manufacturers' agents:

List the four aspects of emotional intelligence.

Salespeople coordinate the activities within their firms to solve customer problems.

Normally,missionary salespeople and local distributor salespeople for the same firm are intensively competitive with each other as each strives to take business away from the other.

Which of the following products would most likely be the hardest for a new salesperson to sell?

Publicity is a form of unpaid marketing communication between buyers and the selling firm.

_____ sell products made by a number of manufacturers to businesses.

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