Question 1

List and describe four types of sales relationships.

Accepted Answer

1)Transactional Relationships-Each sale

Question 2

List and describe the four different types of sales positions.

Accepted Answer

1)Missionary Salesperson-A salesperson w

Question 3

Explain how a typical sales process takes place.

Accepted Answer

The sales process begins with the pre-ap

Question 4

Missionary salespeople call on retailers and provide them assistance with merchandising and selling products to consumers.

Accepted Answer

A) True 
 B)False

Question 5

Boundary spanners typically are the first to learn about _____.

Accepted Answer

what compe

Question 6

A sales pipeline is also known as a _____.

Accepted Answer

A)  sales cycle 
B)  sales force 
C)  sales mission 
D)  sales strategy 
E)  sales lead 
A)  sales cycle 
B)  sales force 
C)  sales mission 
D)  sales strategy 
E)  sales lead

Question 7

Sales executives typically focus solely on sales.

Accepted Answer

A) True 
 B)False

Question 8

Short-term bonus payments that companies use to encourage salespeople to sell certain products are known as _____.

Accepted Answer

A)  sales promotion incentive funds 
B)  selective promotion inducement funds 
C)  sales promotion inducement funds 
D)  special promotion inducement funds 
E)  special promotion incentive funds 
A)  sales promotion incentive funds 
B)  selective promotion inducement funds 
C)  sales promotion inducement funds 
D)  special promotion inducement funds 
E)  special promotion incentive funds

Question 9

Serving one large customer can often be less profitable than serving smaller customers because large customers receive quantity discounts.

Accepted Answer

A) True 
 B)False

Question 10

The Universal Commercial Code governs _____.

Accepted Answer

The answer of The Universal Commercial Code governs _____....

Question 11

Independent agents are salespeople who _____ employees of the company.

Accepted Answer

The answer of Independent agents are salespeople who _____ employees...

Question 12

Due to the stagnating economy,Shelly must find ways to cut expenses.A great way for her to do this is to decrease sales promotions and increase sales staff.

Accepted Answer

A) True 
 B)False

Question 13

Managing the collaboration of new product design is often the function of salespeople when products are _____.

Accepted Answer

The answer of Managing the collaboration of new product design...

Question 14

How do salespeople create value?

Accepted Answer

Salespeople create value by understandin

Question 15

Qualifying involves:

Accepted Answer

A)  gathering contact information for someone who might be interested in a salesperson's product. 
B)  finalizing a budget and the need for a product. 
C)  a person or organization who has indicated that they are not going to purchase a product. 
D)  asking questions to determine whether a buyer is likely to become a customer. 
E)  asking about the mode of payment to close a sale. 
A)  gathering contact information for someone who might be interested in a salesperson's product. 
B)  finalizing a budget and the need for a product. 
C)  a person or organization who has indicated that they are not going to purchase a product. 
D)  asking questions to determine whether a buyer is likely to become a customer. 
E)  asking about the mode of payment to close a sale.

Question 16

Independent lead management systems are information systems that are able to track leads all the way from the point at which the marketer identifies them to when they are closed.

Accepted Answer

A) True 
 B)False

Question 17

Information entered into CRM systems can aid marketing managers in understanding their competition better.

Accepted Answer

A) True 
 B)False

Question 18

A request for a commitment or decision from the buyer is known as a(n)_____.

Accepted Answer

The answer of A request for a commitment or decision...

Question 19

In addition to ethical issues that salespeople face,list some types of ethical issues sales managers face.

Accepted Answer

-Ensuring that hiring,compensation,and o

Question 20

_____ may influence a buyer's decision,but the decision remains with the buyer.

Accepted Answer

A)  Manipulation 
B)  Exploitation 
C)  Persuasion 
D)  Misuse of resources 
E)  Deception 
A)  Manipulation 
B)  Exploitation 
C)  Persuasion 
D)  Misuse of resources 
E)  Deception

List and describe four types of sales relationships.

List and describe the four different types of sales positions.

Explain how a typical sales process takes place.

Missionary salespeople call on retailers and provide them assistance with merchandising and selling products to consumers.

Boundary spanners typically are the first to learn about _____.

A sales pipeline is also known as a _____.

Sales executives typically focus solely on sales.

Short-term bonus payments that companies use to encourage salespeople to sell certain products are known as _____.

Serving one large customer can often be less profitable than serving smaller customers because large customers receive quantity discounts.

The Universal Commercial Code governs _____.

Independent agents are salespeople who _____ employees of the company.

Due to the stagnating economy,Shelly must find ways to cut expenses.A great way for her to do this is to decrease sales promotions and increase sales staff.

Managing the collaboration of new product design is often the function of salespeople when products are _____.

How do salespeople create value?

Qualifying involves:

Independent lead management systems are information systems that are able to track leads all the way from the point at which the marketer identifies them to when they are closed.

Information entered into CRM systems can aid marketing managers in understanding their competition better.

A request for a commitment or decision from the buyer is known as a(n)_____.

In addition to ethical issues that salespeople face,list some types of ethical issues sales managers face.

_____ may influence a buyer's decision,but the decision remains with the buyer.

What Is Marketing?

Strategic Planning

Consumer Behavior: How People Make Buying Decisions

Business Buying Behavior

Market Segmenting, Targeting, and Positioning

Creating Offerings

Developing and Managing Offerings

Using Marketing Channels to Create Value for Customers

Using Supply Chains to Create Value for Customers

Gathering and Using Information: Marketing Research and Market Intelligence

Integrated Marketing Communications and the Changing Media Landscape

Public Relations, Social Media, and Sponsorships

Customer Satisfaction, Loyalty, and Empowerment

Price,the Only Revenue Generator

The Marketing Plan

Filters

Exam 13: Professional Selling

List and describe four types of sales relationships.

List and describe the four different types of sales positions.

Explain how a typical sales process takes place.

Missionary salespeople call on retailers and provide them assistance with merchandising and selling products to consumers.

Boundary spanners typically are the first to learn about _____.

A sales pipeline is also known as a _____.

Sales executives typically focus solely on sales.

Short-term bonus payments that companies use to encourage salespeople to sell certain products are known as _____.

Serving one large customer can often be less profitable than serving smaller customers because large customers receive quantity discounts.

The Universal Commercial Code governs _____.

Independent agents are salespeople who _____ employees of the company.

Due to the stagnating economy,Shelly must find ways to cut expenses.A great way for her to do this is to decrease sales promotions and increase sales staff.

Managing the collaboration of new product design is often the function of salespeople when products are _____.

How do salespeople create value?

Qualifying involves:

Independent lead management systems are information systems that are able to track leads all the way from the point at which the marketer identifies them to when they are closed.

Information entered into CRM systems can aid marketing managers in understanding their competition better.

A request for a commitment or decision from the buyer is known as a(n)_____.

In addition to ethical issues that salespeople face,list some types of ethical issues sales managers face.

_____ may influence a buyer's decision,but the decision remains with the buyer.

What Is Marketing?

Strategic Planning

Consumer Behavior: How People Make Buying Decisions

Business Buying Behavior

Market Segmenting, Targeting, and Positioning

Creating Offerings

Developing and Managing Offerings

Using Marketing Channels to Create Value for Customers

Using Supply Chains to Create Value for Customers

Gathering and Using Information: Marketing Research and Market Intelligence

Integrated Marketing Communications and the Changing Media Landscape

Public Relations, Social Media, and Sponsorships

Customer Satisfaction, Loyalty, and Empowerment

Price,the Only Revenue Generator

The Marketing Plan

Filters