Exam 18: Personal Selling and Sales Management

Discuss the ethics of salespeople asking their customers for information about such things as the pricing and promotion strategies of the salesperson's competitors.

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Question 1

Correct Answer:

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Research indicates that 25 percent of North American salespeople engaged in
business-to-business selling consider the practice of asking for competitive information unethic The Japanese consider the practice to be more unethical than Americans. It can be argued that i want to survive in a competitive marketplace you have to know what your competitors are
doing so you can outmaneuver them and/or outsmart them. Few generals have won battles by ignoring military intelligence about the enemy. However, some salespeople and some
companies are not faced with significant competitive pressures, in which case it is easy to ignore the competition and hope to succeed simply by doing the best they can for their
customers and their firms.

When Tracy went to work as a new sales rep for Paradise Candles, she was told to use the following speech in her sales presentations: "Hello, Mr./Mrs. (customer name), my name is (your name here). I'm calling for Paradise Candles. We carry the best wax-burning mechanical candles available in the commercial decorating industry." Paradise instructed Tracy to use:

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Question 2

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"Add 100 new customers per month" is an example of setting a __________objective.

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Question 3

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Argue for or against the following statement: "The future of sales will be mobile and fully automated."

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Question 4

Many retail clerks are:

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Question 5

Which of the following statements should the salesperson use to accept the objection?

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Question 6

Which form of personal selling has the lowest requirement for problem solving?

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Question 7

A significantly lower cost per sales call (in the range of $20 to $25)and little or no field expense accounts for_________ has widespread appeal.

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Question 8

Lindsey Smith's success rests on the following four pillars: (1)a commitment to creating value for clients, (2)seek to serve clients as a trusted consultant, (3)reinforce the company's competitive advantage, and (4)_________.

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Question 9

Salesforce CRM is an example of a technology that is designed to make the sales function more effective and efficient. Salesforce would be considered a__________tool.

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Question 10

White Chemical Company is examining its selling strategy and one of the issues it believes needs attention is the role its sales staff has in undertaking sales support (non-selling)activities; yet it wants to keep the salespeople directed towards increasing sales for the next year. If you did NOT know which plan it presently uses, what advice would you give?

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Question 11

Which type of salesperson would routinely be involved in an industrial straight rebuy situation?

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Question 12

A waitress at a Cracker Barrel restaurant is using _ they have left any room for dessert.___________ when she asks a family if

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Question 13

John is a salesperson for Ford vehicles in charge of large corporate leased accounts (such as car rental agencies). He stops in to see his contact at Suncor Energy, one of his large corporate accounts, once every two months and often lets his contact test drive a new car for free to keep him interested and develop a strong personal bond. John is likely focused on which aspect of selling?

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Question 14

Describe how Twitter can be used effectively in the sales process.

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Question 15

The increasing importance of nurturing long-term and widespread relationships with customers has led many firms to adopt a selling approach, which uses several professionals to make a sale and win a contract. This approach is called:

(Multiple Choice)

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Question 16

At which stage in the personal selling process would the salesperson obtain further information on the prospect and decide on the best method of approach?

(Multiple Choice)

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Question 17

For every sale, Michael gets 10 percent of the total purchase amount. This is his only form of compensation. This is referred to as a:

(Multiple Choice)

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Question 18

Which type of personal selling presentation is the most consistent with the marketing concept?

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Question 19

Sales management is most accurately defined as the:

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Question 20

Showing 1 - 20 of 211

Discuss the ethics of salespeople asking their customers for information about such things as the pricing and promotion strategies of the salesperson's competitors.

"Add 100 new customers per month" is an example of setting a __________objective.

Argue for or against the following statement: "The future of sales will be mobile and fully automated."

Many retail clerks are:

Which of the following statements should the salesperson use to accept the objection?

Which form of personal selling has the lowest requirement for problem solving?

A significantly lower cost per sales call (in the range of $20 to $25)and little or no field expense accounts for_________ has widespread appeal.

Lindsey Smith's success rests on the following four pillars: (1)a commitment to creating value for clients, (2)seek to serve clients as a trusted consultant, (3)reinforce the company's competitive advantage, and (4)_________.

Salesforce CRM is an example of a technology that is designed to make the sales function more effective and efficient. Salesforce would be considered a__________tool.

Which type of salesperson would routinely be involved in an industrial straight rebuy situation?

A waitress at a Cracker Barrel restaurant is using _ they have left any room for dessert.___________ when she asks a family if

Describe how Twitter can be used effectively in the sales process.

The increasing importance of nurturing long-term and widespread relationships with customers has led many firms to adopt a selling approach, which uses several professionals to make a sale and win a contract. This approach is called:

At which stage in the personal selling process would the salesperson obtain further information on the prospect and decide on the best method of approach?

For every sale, Michael gets 10 percent of the total purchase amount. This is his only form of compensation. This is referred to as a:

Which type of personal selling presentation is the most consistent with the marketing concept?

Sales management is most accurately defined as the:

Creating Customer Value, Relationships, and Experiences Through Marketing

Developing Successful Marketing Strategies

Scanning the Marketing Environment

Ethics and Social Responsibility for Sustainable Marketing

Consumer Behaviour

Understanding Organizations As Customers

Reaching Global Markets

Marketing Research: From Information to Action

Market Segmentation, Targeting, and Positioning

Developing New Products and Services

Managing Products and Brands

Managing Services

Pricing Products and Services

Managing Marketing Channels and Supply Chains

Retailing

Integrated Marketing Communications and Direct Marketing

Advertising, Sales Promotion, and Public Relations

Pulling It All Together: the Strategic Marketing Process

Using Social Media and Mobile Marketing to Connect With Consumers

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