Question 1

During the presentation stage, a salesperson may encounter objections. What are the six basic types of objections, and how should they be handled?

Accepted Answer

The answer of During the presentation stage, a salesperson may...

Question 2

Which of the following statements about order getters is true?

Accepted Answer

A) Order getters handle orders obtained on inbound telemarketing. 
B) Order getters often replenish a retailer's inventories. 
C) Order getters typically process reorders for products already sold by the company. 
D) Order getters require considerable product knowledge. 
A) Order getters handle orders obtained on inbound telemarketing. 
B) Order getters often replenish a retailer's inventories. 
C) Order getters typically process reorders for products already sold by the company. 
D) Order getters require considerable product knowledge.

Question 3

Describe how job descriptions translate into a statement of job qualifications and the components of each?

Accepted Answer

The answer of Describe how job descriptions translate into a...

Question 4

Which of the following is NOT an example of behavioural measures used to evaluate salespeople?

Accepted Answer

A) appearance and professional demeanor 
B) accounts generated and profit achieved 
C) assessment of salesperson's attitude and attention to customers 
D) product knowledge and selling and communication skills 
A) appearance and professional demeanor 
B) accounts generated and profit achieved 
C) assessment of salesperson's attitude and attention to customers 
D) product knowledge and selling and communication skills

Question 5

Which of the following does NOT have a type of sales job?

Accepted Answer

A) order getter 
B) outside order taker 
C) account supervisor 
D) salesclerk 
A) order getter 
B) outside order taker 
C) account supervisor 
D) salesclerk

Question 6

Rona, Home Depot, and Canadian Tire are considered major accounts of Char-Broil BBQs. As such, they dedicate a specific person to each one of these clients, as opposed to one for all three. This approach is referred to as:

Accepted Answer

A) Key account management 
B) Relationship selling 
C) Customer account management 
D) Relationship marketing 
A) Key account management 
B) Relationship selling 
C) Customer account management 
D) Relationship marketing

Question 7

Research indicates that 25 percent of North American salespeople engaged in ________ selling consider it unethical to explicitly ask customers about competitor strategies such as pricing practices, product development efforts, and trade and
Promotion programs.

Accepted Answer

A) trial-close 
B) missionary 
C) order-taking 
D) business-to-business 
A) trial-close 
B) missionary 
C) order-taking 
D) business-to-business

Question 8

FloNetwork, Inc. is a company that has developed automation solutions for electronic marketing. Its software is able to handle all aspects of permission marketing-based campaigns from list generation and e-mail deployment to real-time tracking and
In-depth analysis. To sell its system, the company conducts educational programs
Targeted to the technical staff in a prospective customer's information technology (IT)department. In this situation, FloNetworks uses:

Accepted Answer

A) trial close selling. 
B) conference selling. 
C) seminar selling. 
D) sales managed selling. 
A) trial close selling. 
B) conference selling. 
C) seminar selling. 
D) sales managed selling.

Question 9

SRC Refrigeration sells refrigerated display cases for flowers. When its salesperson asks a retailer, "Do you want to order the two-door model 350F or the Model 719F with the single door?" he has executed which stage of the selling process?

Accepted Answer

A) handling objections 
B) approach 
C) presentation 
D) close 
A) handling objections 
B) approach 
C) presentation 
D) close

Question 10

Which of the following statements regarding sales compensation plans is most accurate?

Accepted Answer

A) Ineffective practices often lead to costly salesforce turnovers. 
B) Non-monetary rewards are not very effective as salesforce motivators. 
C) New recruits are often more productive than seasoned professionals. 
D) The most preferred compensation plan among sales people is the straight commission plan. 
A) Ineffective practices often lead to costly salesforce turnovers. 
B) Non-monetary rewards are not very effective as salesforce motivators. 
C) New recruits are often more productive than seasoned professionals. 
D) The most preferred compensation plan among sales people is the straight commission plan.

Question 11

ABB is a Swiss-based manufacturer of industrial equipment with annual sales of $30 billion. At one time, ABB had a salesforce that sold only generators, one that only sold boilers, another that only sold transformers, and so forth. Each of its salespeople was an expert on the product line he or she sold. Its salesforce was organized by product. Then it adopted a customer organizational
structure. Why might ABB have adopted a customer organization?

Accepted Answer

The answer of ABB is a Swiss-based manufacturer of industrial...

Question 12

Outside order-getting salespeople tend to spend most of their time each week performing which activity?

Accepted Answer

A) travelling 
B) selling by phone 
C) servicing accounts 
D) administrative tasks 
A) travelling 
B) selling by phone 
C) servicing accounts 
D) administrative tasks

Question 13

Encyclopedia Britannica pays to have a business reply card bound into magazines adjacent to its advertisement. The ad asks people to return the card for more information on how its encyclopedias can help children do better in school. Encyclopedia Britannica is engaging in

Accepted Answer

A) sales follow-up. 
B) data-mining. 
C) prospecting. 
D) order taking. 
A) sales follow-up. 
B) data-mining. 
C) prospecting. 
D) order taking.

Question 14

Marilyn called the Butterball hotline to learn how to prepare her Thanksgiving turkey and dressing. The toll-free number that Butterball uses each holiday season to provide information on how to prepare turkey is an example of __________.

Accepted Answer

A) inbound telemarketing 
B) multichannel selling 
C) outbound telemarketing 
D) interactive marketing 
A) inbound telemarketing 
B) multichannel selling 
C) outbound telemarketing 
D) interactive marketing

Question 15

Which of the following statements describes the major difference between a prospect and a qualified prospect?

Accepted Answer

A) Qualified prospects have not only the need or desire for your product, but they have the ability and authority to purchase it; prospects are missing either ability, or the authority to purchase. 
B) Prospects are more likely than qualified prospects to become customers. 
C) There are far more qualified prospects than prospects. 
D) During the sales presentation, prospects are more likely to raise objections than qualified prospects. 
A) Qualified prospects have not only the need or desire for your product, but they have the ability and authority to purchase it; prospects are missing either ability, or the authority to purchase. 
B) Prospects are more likely than qualified prospects to become customers. 
C) There are far more qualified prospects than prospects. 
D) During the sales presentation, prospects are more likely to raise objections than qualified prospects.

Question 16

During the sales presentation, the prospect interrupted the salesperson's presentation and said, "Wait a minute; this looks like it's going to cost too much." The salesperson responded, "I think you'll be delighted with how relatively inexpensive this program is. I'll address the subject of price in just a moment." Which objection-handling technique has the salesperson used?

Accepted Answer

A) Agree and neutralize. 
B) Acknowledge and convert the objection. 
C) Denial. 
D) Postpone. 
A) Agree and neutralize. 
B) Acknowledge and convert the objection. 
C) Denial. 
D) Postpone.

Question 17

Which type of sales support personnel concentrate on performing promotional activities but generally do not solicit actual sales orders?

Accepted Answer

A) outside order getters 
B) missionary salespeople 
C) sales engineers 
D) inside order getters 
A) outside order getters 
B) missionary salespeople 
C) sales engineers 
D) inside order getters

Question 18

Two selling styles associated with the need-satisfaction presentation format are:

Accepted Answer

A) suggestive selling and supportive selling. 
B) adaptive selling and consultative selling. 
C) adaptive selling and suggestive selling. 
D) adaptive selling and confrontational selling. 
A) suggestive selling and supportive selling. 
B) adaptive selling and consultative selling. 
C) adaptive selling and suggestive selling. 
D) adaptive selling and confrontational selling.

Question 19

The HR department at Future Shop needs to hire new salespeople. To ensure they hire effectively, they first complete a study, often referred to as a:

Accepted Answer

A) performance contract 
B) sales plan 
C) job description 
D) job analysis 
A) performance contract 
B) sales plan 
C) job description 
D) job analysis

Question 20

Two types of order takers exist; _________visit customers and replenish inventory stocks of resellers, and_________ typically answer simple questions, take orders, and
Complete transactions with customers.

Accepted Answer

A) missionary salespeople; inside order takers 
B) inside order takers; outside order takers 
C) salesclerks; telemarketers 
D) outside order takers; inside order takers 
A) missionary salespeople; inside order takers 
B) inside order takers; outside order takers 
C) salesclerks; telemarketers 
D) outside order takers; inside order takers

During the presentation stage, a salesperson may encounter objections. What are the six basic types of objections, and how should they be handled?

Which of the following statements about order getters is true?

Describe how job descriptions translate into a statement of job qualifications and the components of each?

Which of the following is NOT an example of behavioural measures used to evaluate salespeople?

Which of the following does NOT have a type of sales job?

Rona, Home Depot, and Canadian Tire are considered major accounts of Char-Broil BBQs. As such, they dedicate a specific person to each one of these clients, as opposed to one for all three. This approach is referred to as:

Research indicates that 25 percent of North American salespeople engaged in ________ selling consider it unethical to explicitly ask customers about competitor strategies such as pricing practices, product development efforts, and trade and Promotion programs.

SRC Refrigeration sells refrigerated display cases for flowers. When its salesperson asks a retailer, "Do you want to order the two-door model 350F or the Model 719F with the single door?" he has executed which stage of the selling process?

Which of the following statements regarding sales compensation plans is most accurate?

Outside order-getting salespeople tend to spend most of their time each week performing which activity?

Encyclopedia Britannica pays to have a business reply card bound into magazines adjacent to its advertisement. The ad asks people to return the card for more information on how its encyclopedias can help children do better in school. Encyclopedia Britannica is engaging in

Marilyn called the Butterball hotline to learn how to prepare her Thanksgiving turkey and dressing. The toll-free number that Butterball uses each holiday season to provide information on how to prepare turkey is an example of __________.

Which of the following statements describes the major difference between a prospect and a qualified prospect?

Which type of sales support personnel concentrate on performing promotional activities but generally do not solicit actual sales orders?

Two selling styles associated with the need-satisfaction presentation format are:

The HR department at Future Shop needs to hire new salespeople. To ensure they hire effectively, they first complete a study, often referred to as a:

Two types of order takers exist; _visit customers and replenish inventory stocks of resellers, and_ typically answer simple questions, take orders, and Complete transactions with customers.

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

Filters

Exam 18: Personal Selling and Sales Management

During the presentation stage, a salesperson may encounter objections. What are the six basic types of objections, and how should they be handled?

Which of the following statements about order getters is true?

Describe how job descriptions translate into a statement of job qualifications and the components of each?

Which of the following is NOT an example of behavioural measures used to evaluate salespeople?

Which of the following does NOT have a type of sales job?

Rona, Home Depot, and Canadian Tire are considered major accounts of Char-Broil BBQs. As such, they dedicate a specific person to each one of these clients, as opposed to one for all three. This approach is referred to as:

Research indicates that 25 percent of North American salespeople engaged in ________ selling consider it unethical to explicitly ask customers about competitor strategies such as pricing practices, product development efforts, and trade and Promotion programs.

SRC Refrigeration sells refrigerated display cases for flowers. When its salesperson asks a retailer, "Do you want to order the two-door model 350F or the Model 719F with the single door?" he has executed which stage of the selling process?

Which of the following statements regarding sales compensation plans is most accurate?

Outside order-getting salespeople tend to spend most of their time each week performing which activity?

Encyclopedia Britannica pays to have a business reply card bound into magazines adjacent to its advertisement. The ad asks people to return the card for more information on how its encyclopedias can help children do better in school. Encyclopedia Britannica is engaging in

Marilyn called the Butterball hotline to learn how to prepare her Thanksgiving turkey and dressing. The toll-free number that Butterball uses each holiday season to provide information on how to prepare turkey is an example of __________.

Which of the following statements describes the major difference between a prospect and a qualified prospect?

Which type of sales support personnel concentrate on performing promotional activities but generally do not solicit actual sales orders?

Two selling styles associated with the need-satisfaction presentation format are:

The HR department at Future Shop needs to hire new salespeople. To ensure they hire effectively, they first complete a study, often referred to as a:

Two types of order takers exist; _________visit customers and replenish inventory stocks of resellers, and_________ typically answer simple questions, take orders, and Complete transactions with customers.

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

Filters

Two types of order takers exist; _visit customers and replenish inventory stocks of resellers, and_ typically answer simple questions, take orders, and Complete transactions with customers.