Exam 19: Personal Selling and Sales Management

If you are hired as a sales manager, you will be responsible for recruiting, selecting, training, motivating, compensating, and evaluating the sales force.

Johan works at an electronics store. In addition to his salary, he receives 2 percent of the sales dollars he brings in each month. This extra 2 percent is called a

For salespeople who practice ________, an unsuccessful close one day may lay the groundwork for a successful close during the next meeting.

The Consumer Electronics Conference is an example of a(n)

Salespeople should be evaluated and rewarded only for those activities and outcomes that

Sonja spends much of her time checking inventories, processing straight rebuys, and making sure that everything is going smoothly. Sonja is primarily a(n)

Gabe knows that he needs to ask a series of questions early in his sales presentation, but he also knows that he

For maximum impact, the sales reward is more important than the way in which it is operationalized.

Whether or not a salesperson will go through all five steps of the selling process depends on the sales situation and

Nicki just made a huge sale and she is thrilled because she knows she will receive a percentage of the sales revenue. This percentage is known as a

Under a commission system, salespeople have only one objective-make the sale.

Parker is creating a sales force for his new hydrogen-powered vehicles company. What questions will Parker will need to address when creating a sales force?

The attitudes that Sankha's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether they renew each year. He needs to ________ by quickly addressing any problems that occur.

What basic rule should be used in creating sales evaluation criteria?

If it is a company's policy to intentionally mislead potential customers about some aspect of a product, a sales rep that carries out this policy by misleading the customer cannot be held legally accountable.

Explain the ethical and legal issues that may arise between a salesperson and the customer.

Mary works as a salesperson in a retail shoe store. Of the five stages in the selling process, Mary is least likely to engage in

Good salespeople know the types of reservations buyers are likely to raise.

Darrell is debating between spending the money needed to hire a sales force and using advertising and promotion to sell his products. What benefits of hiring a sales force will Darrell weigh in his decision?

Gadar is a new agent for a financial services company. She decides to join the local chamber of commerce, the local association of businesswomen, and the local chapter of the United Way organization. Gadar is attempting to use ________ to generate leads.