Question 1

Which of the following occurs when a customer and a company representative exchange information and develop learning relationships?

Accepted Answer

A)  Transactional selling 
B)  An intervention 
C)  Customer profiling 
D)  An interaction 
A)  Transactional selling 
B)  An intervention 
C)  Customer profiling 
D)  An interaction

Question 2

Describe how the relationship selling model differs from traditional (or transactional)personal selling.

Accepted Answer

Answers will vary.Historically,marketing

Question 3

In personal selling,costs of promoting a product or service can be controlled by

Accepted Answer

A)  promoting a product to both qualified and nonqualified prospects. 
B)  promoting undifferentiated sales messages toward prospective consumers. 
C)  purchasing advertising and sales promotion in large amounts. 
D)  adjusting the size of the sales force in one-person increments. 
A)  promoting a product to both qualified and nonqualified prospects. 
B)  promoting undifferentiated sales messages toward prospective consumers. 
C)  purchasing advertising and sales promotion in large amounts. 
D)  adjusting the size of the sales force in one-person increments.

Question 4

Personal selling provides a brief and precise explanation of the product.

Accepted Answer

A) True 
 B)False

Question 5

Unlike consumer-focused salespeople,business-focused salespeople

Accepted Answer

A)  require customers to come directly to a retail store. 
B)  call on other companies to sell their products. 
C)  shorten the sales process time. 
D)  do not travel to customer locations. 
A)  require customers to come directly to a retail store. 
B)  call on other companies to sell their products. 
C)  shorten the sales process time. 
D)  do not travel to customer locations.

Question 6

When customers try to pit suppliers against each other to drive down the price of the product,the salesperson should offer an initial discount and then raise the price later on.

Accepted Answer

A) True 
 B)False

Question 7

Effective sales management begins with

Accepted Answer

A)  determining sales goals to be met by the salesforce. 
B)  determining the most efficient structure for the sales force. 
C)  specifying the sales force size. 
D)  designing a compensation plan. 
A)  determining sales goals to be met by the salesforce. 
B)  determining the most efficient structure for the sales force. 
C)  specifying the sales force size. 
D)  designing a compensation plan.

Question 8

The prevailing view of personal selling is mostly concerned with making one-time sales and then moving on to the next prospect.

Accepted Answer

A) True 
 B)False

Question 9

Cold calling is a process of finding out about potential clients from friends,business contacts,coworkers,acquaintances,and fellow members in professional and civic organizations.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following is NOT true of sales force compensation?

Accepted Answer

A)  Compensation needs to be competitive enough to attract and motivate the best salespeople. 
B)  Companies and industries with lower levels of compensation have lower turnover rates. 
C)  Recognition and rewards may help increase overall sales volume. 
D)  Sales managers often offer rewards or incentives to motivate their sales force. 
A)  Compensation needs to be competitive enough to attract and motivate the best salespeople. 
B)  Companies and industries with lower levels of compensation have lower turnover rates. 
C)  Recognition and rewards may help increase overall sales volume. 
D)  Sales managers often offer rewards or incentives to motivate their sales force.

Question 11

A sales manager's sole function is to maximize sales at a reasonable cost while also maximizing profits.

Accepted Answer

A) True 
 B)False

Question 12

LaPizza is a restaurant that recently implemented a new system to identify and gather information about its regular customers.It rewards these customers by giving them gift coupons and cash prizes.This practice is an example of _____.

Accepted Answer

A)  organizational optimization 
B)  profit maximization 
C)  total quality management 
D)  customer relationship management 
A)  organizational optimization 
B)  profit maximization 
C)  total quality management 
D)  customer relationship management

Question 13

Briefly explain the impact of technology on personal selling.

Accepted Answer

Answers will vary.E-business-that is,the

Question 14

Why do salespeople need to conduct thorough and continued follow-up with clients?

Accepted Answer

A)  Conducting post-sale follow-ups gives rise to cognitive dissonance. 
B)  Customers today are more loyal toward brands and vendors than before. 
C)  Most businesses depend on repeat sales,which depend on follow-up by the salesperson. 
D)  Buyers look for the best deal when they experience good post-sale follow-up. 
A)  Conducting post-sale follow-ups gives rise to cognitive dissonance. 
B)  Customers today are more loyal toward brands and vendors than before. 
C)  Most businesses depend on repeat sales,which depend on follow-up by the salesperson. 
D)  Buyers look for the best deal when they experience good post-sale follow-up.

Question 15

A sales presentation is a written document that outlines how a company's product or service will meet or exceed the client's needs.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following refers to a purchase situation involving a personal,paid-for communication between two people in an attempt to influence each other?

Accepted Answer

A)  Personal selling 
B)  Sales promotion 
C)  Relationship selling 
D)  Promotional selling 
A)  Personal selling 
B)  Sales promotion 
C)  Relationship selling 
D)  Promotional selling

Question 17

Mandy's Inc.is a well-known supplier of industrial goods.While selling goods,it provides personalized benefits to each customer.It focuses on developing trust over time instead of transacting one-time sales.This is an example of _____ selling.

Accepted Answer

A)  price-based 
B)  relationship 
C)  discount 
D)  persuasive 
A)  price-based 
B)  relationship 
C)  discount 
D)  persuasive

Question 18

The point at which a customer and a company representative exchange information and develop learning relationships is called __________.

Accepted Answer

A)  interaction 
B)  knowledge exchange 
C)  knowledge management 
D)  touch points 
A)  interaction 
B)  knowledge exchange 
C)  knowledge management 
D)  touch points

Question 19

Which statement is true of the developing and proposing solutions step in the personal selling process?

Accepted Answer

A)  Developing and proposing solutions is a step in the selling process that comes before the final purchase transaction. 
B)  Customers are more likely to remember what salespeople say rather than how they present themselves in their sales presentation. 
C)  Formal presentation is an ineffective tool to answering customer's needs. 
D)  The quality of both the sales proposal and the sales presentation can make or break the sale. 
A)  Developing and proposing solutions is a step in the selling process that comes before the final purchase transaction. 
B)  Customers are more likely to remember what salespeople say rather than how they present themselves in their sales presentation. 
C)  Formal presentation is an ineffective tool to answering customer's needs. 
D)  The quality of both the sales proposal and the sales presentation can make or break the sale.

Question 20

Which term refers to developing product or service offerings customized for a customer segment and then pricing and communicating these offerings for the purpose of enhancing customer relationships?

Accepted Answer

A)  Transaction management 
B)  Campaign management 
C)  Sales Promotion 
D)  Lead qualification 
A)  Transaction management 
B)  Campaign management 
C)  Sales Promotion 
D)  Lead qualification

Which of the following occurs when a customer and a company representative exchange information and develop learning relationships?

Describe how the relationship selling model differs from traditional (or transactional)personal selling.

In personal selling,costs of promoting a product or service can be controlled by

Personal selling provides a brief and precise explanation of the product.

Unlike consumer-focused salespeople,business-focused salespeople

When customers try to pit suppliers against each other to drive down the price of the product,the salesperson should offer an initial discount and then raise the price later on.

Effective sales management begins with

The prevailing view of personal selling is mostly concerned with making one-time sales and then moving on to the next prospect.

Cold calling is a process of finding out about potential clients from friends,business contacts,coworkers,acquaintances,and fellow members in professional and civic organizations.

Which of the following is NOT true of sales force compensation?

A sales manager's sole function is to maximize sales at a reasonable cost while also maximizing profits.

LaPizza is a restaurant that recently implemented a new system to identify and gather information about its regular customers.It rewards these customers by giving them gift coupons and cash prizes.This practice is an example of _____.

Briefly explain the impact of technology on personal selling.

Why do salespeople need to conduct thorough and continued follow-up with clients?

A sales presentation is a written document that outlines how a company's product or service will meet or exceed the client's needs.

Which of the following refers to a purchase situation involving a personal,paid-for communication between two people in an attempt to influence each other?

Mandy's Inc.is a well-known supplier of industrial goods.While selling goods,it provides personalized benefits to each customer.It focuses on developing trust over time instead of transacting one-time sales.This is an example of _____ selling.

The point at which a customer and a company representative exchange information and develop learning relationships is called __________.

Which statement is true of the developing and proposing solutions step in the personal selling process?

Which term refers to developing product or service offerings customized for a customer segment and then pricing and communicating these offerings for the purpose of enhancing customer relationships?

An Overview of Marketing

Strategic Planning and Competitive Advantage

Ethics and Social Responsibility

The Marketing Environment

Developing a Global Vision

Consumer Decision Making

Business Marketing

Segmenting and Targeting Markets

Marketing Research

Product Concepts

Developing and Managing Products

Services and Nonprofit Organization Marketing

Supply Chain Management and Marketing Channels

Retailing

Marketing Communications

Advertising,public Relations,and Sales Promotion

Social Media and Marketing

Pricing Concepts

Filters

Exam 17: Personal Selling and Sales Management

Which of the following occurs when a customer and a company representative exchange information and develop learning relationships?

Describe how the relationship selling model differs from traditional (or transactional)personal selling.

In personal selling,costs of promoting a product or service can be controlled by

Personal selling provides a brief and precise explanation of the product.

Unlike consumer-focused salespeople,business-focused salespeople

When customers try to pit suppliers against each other to drive down the price of the product,the salesperson should offer an initial discount and then raise the price later on.

Effective sales management begins with

The prevailing view of personal selling is mostly concerned with making one-time sales and then moving on to the next prospect.

Cold calling is a process of finding out about potential clients from friends,business contacts,coworkers,acquaintances,and fellow members in professional and civic organizations.

Which of the following is NOT true of sales force compensation?

A sales manager's sole function is to maximize sales at a reasonable cost while also maximizing profits.

LaPizza is a restaurant that recently implemented a new system to identify and gather information about its regular customers.It rewards these customers by giving them gift coupons and cash prizes.This practice is an example of _____.

Briefly explain the impact of technology on personal selling.

Why do salespeople need to conduct thorough and continued follow-up with clients?

A sales presentation is a written document that outlines how a company's product or service will meet or exceed the client's needs.

Which of the following refers to a purchase situation involving a personal,paid-for communication between two people in an attempt to influence each other?

Mandy's Inc.is a well-known supplier of industrial goods.While selling goods,it provides personalized benefits to each customer.It focuses on developing trust over time instead of transacting one-time sales.This is an example of _____ selling.

The point at which a customer and a company representative exchange information and develop learning relationships is called __________.

Which statement is true of the developing and proposing solutions step in the personal selling process?

Which term refers to developing product or service offerings customized for a customer segment and then pricing and communicating these offerings for the purpose of enhancing customer relationships?

An Overview of Marketing

Strategic Planning and Competitive Advantage

Ethics and Social Responsibility

The Marketing Environment

Developing a Global Vision

Consumer Decision Making

Business Marketing

Segmenting and Targeting Markets

Marketing Research

Product Concepts

Developing and Managing Products

Services and Nonprofit Organization Marketing

Supply Chain Management and Marketing Channels

Retailing

Marketing Communications

Advertising,public Relations,and Sales Promotion

Social Media and Marketing

Pricing Concepts

Filters