Question 1

Knowledge workers are people who succeed by adding value to information.

Accepted Answer

A) True 
 B)False

Question 2

Of the following activities routinely performed by salespeople,which one contributes LEAST financially to both the salesperson and the company?

Accepted Answer

A) service calls 
B) face-to-face selling 
C) telephone selling 
D) waiting and traveling 
E) billing clients 
A) service calls 
B) face-to-face selling 
C) telephone selling 
D) waiting and traveling 
E) billing clients

Question 3

To effectively and efficiently sell the product,what type of salespeople should the company hire?

Accepted Answer

A) inside sales reps 
B) outside sales reps 
C) detail reps 
D) missionary reps 
E) direct sales reps 
A) inside sales reps 
B) outside sales reps 
C) detail reps 
D) missionary reps 
E) direct sales reps

Question 4

Some top-performing salespeople earn more than their managers. This compensation is most likely made up of:

Accepted Answer

A) bonuses only 
B) base salary,commissions,bonuses,and incentives 
C) commissions and charge-backs 
D) bonuses and dividends 
E) IPOs and base salary 
A) bonuses only 
B) base salary,commissions,bonuses,and incentives 
C) commissions and charge-backs 
D) bonuses and dividends 
E) IPOs and base salary

Question 5

There is a pay gap between men and women in the field of sales,with men earning more than women. Despite this,sales represents an excellent financial opportunity for women for which of the following reasons?

Accepted Answer

A) The pay gap in sales is less than the pay gap in the workforce overall. 
B) The pay gap varies from company to company. 
C) The pay gap is only an issue in certain industries. 
D) The psychic income from sales is equivalent to the value of the pay gap. 
E) The psychic income from sales cannot be quantified. 
A) The pay gap in sales is less than the pay gap in the workforce overall. 
B) The pay gap varies from company to company. 
C) The pay gap is only an issue in certain industries. 
D) The psychic income from sales is equivalent to the value of the pay gap. 
E) The psychic income from sales cannot be quantified.

Question 6

The customer service representatives employed by the company for after-sales support are likely to need:

Accepted Answer

A) training to learn to speak standard American English and lose accents they have 
B) to be instructed in basic telephone manners and standards of politeness 
C) mileage allowances for the time they will spend visiting client sites to physically install the software 
D) special sales skills that allow them to close particularly difficult sales 
E) specialized technical skills to assist customer companies in installing and implementing the software 
A) training to learn to speak standard American English and lose accents they have 
B) to be instructed in basic telephone manners and standards of politeness 
C) mileage allowances for the time they will spend visiting client sites to physically install the software 
D) special sales skills that allow them to close particularly difficult sales 
E) specialized technical skills to assist customer companies in installing and implementing the software

Question 7

Despite her interest in sales,Roni is concerned when she learns that,on average,female salespeople make less money than do male salespeople. Which one of the following statements is most likely true?

Accepted Answer

A) Male salespeople have controlled the industry for almost a century,so there is no reason to think female salespeople will ever be able to equal male earnings. 
B) Male salespeople would like to earn salaries equal to the salaries of female salespeople,but industry regulations have set their starting salaries at unequal rates. 
C) Female salespeople will never earn as much as male salespeople will in certain industries,such as heavy industry and transportation. 
D) Female salespeople make less money than male salespeople do because they must take care of their families and therefore cannot be as focused on their jobs as men are. 
E) The difference between the average earnings of female and male salespeople is less than the difference between the average earnings of female and male workers in other professions. 
A) Male salespeople have controlled the industry for almost a century,so there is no reason to think female salespeople will ever be able to equal male earnings. 
B) Male salespeople would like to earn salaries equal to the salaries of female salespeople,but industry regulations have set their starting salaries at unequal rates. 
C) Female salespeople will never earn as much as male salespeople will in certain industries,such as heavy industry and transportation. 
D) Female salespeople make less money than male salespeople do because they must take care of their families and therefore cannot be as focused on their jobs as men are. 
E) The difference between the average earnings of female and male salespeople is less than the difference between the average earnings of female and male workers in other professions.

Question 8

A start-up has developed a business-to-business product that allows for integration of inventory, billing, shipping, teleconferencing, and webinar functions. This allows salespeople to demonstrate, check inventory, close a sale, and ship the product during a presentation with the client in person or by webinar.
-How does a sales rep most likely create value for the customer with this product?

Accepted Answer

A) Sell the customer the exact components that will integrate with the customer's current system. 
B) Speed the transaction along so that the customer can purchase quickly. 
C) Offer a lower price if the customer buys more than one system. 
D) Offer to demonstrate the product in the customer's office. 
E) Allow the customer to see a demo of the product online to see how they will be able to use the product. 
A) Sell the customer the exact components that will integrate with the customer's current system. 
B) Speed the transaction along so that the customer can purchase quickly. 
C) Offer a lower price if the customer buys more than one system. 
D) Offer to demonstrate the product in the customer's office. 
E) Allow the customer to see a demo of the product online to see how they will be able to use the product.

Question 9

Examples of industries in the service channel include convention centers,banking,and advertising.

Accepted Answer

A) True 
 B)False

Question 10

A(n)________ works for the manufacturer. This salesperson must have detailed and precise technical knowledge.

Accepted Answer

The answer of A(n)________ works for the manufacturer. This salesperson...

Question 11

What event contributed most to the increased need for telecommunications salespeople?

Accepted Answer

A) deregulation of telephone service 
B) anti-trust suits brought against the telecommunications industry 
C) financial improprieties in the telecommunications industry 
D) creation of a national regulatory committee for telephone service 
E) development of voice-over-IP(VoIP)technologies 
A) deregulation of telephone service 
B) anti-trust suits brought against the telecommunications industry 
C) financial improprieties in the telecommunications industry 
D) creation of a national regulatory committee for telephone service 
E) development of voice-over-IP(VoIP)technologies

Question 12

Which of the following sectors would NOT be considered part of the service industry?

Accepted Answer

A) hotel 
B) insurance 
C) banking 
D) real estate 
E) chemicals 
A) hotel 
B) insurance 
C) banking 
D) real estate 
E) chemicals

Question 13

Right before graduation,Roni receives two job offers. One is for a sales position and offers a base salary of $30,000 plus commissions. The other is for a marketing assistant position and offers a straight salary of $40,000. Which of the following is likely to be true about the two positions?

Accepted Answer

A) The sales job could end up paying more than the marketing job if Roni does well and makes more than $10,000 in commissions. 
B) The sales and marketing positions will have roughly equivalent duties,but different salaries. 
C) Roni will need more training to do the marketing job than to do the sales job. 
D) The marketing job pays more in salary because it is more demanding than the sales job is. 
E) The sales job relies more on personality and the marketing job relies more on skills. 
A) The sales job could end up paying more than the marketing job if Roni does well and makes more than $10,000 in commissions. 
B) The sales and marketing positions will have roughly equivalent duties,but different salaries. 
C) Roni will need more training to do the marketing job than to do the sales job. 
D) The marketing job pays more in salary because it is more demanding than the sales job is. 
E) The sales job relies more on personality and the marketing job relies more on skills.

Question 14

A sales representative for Dell who is selling a new form of sophisticated routing-to-server software would likely be classified as a sales engineer.

Accepted Answer

A) True 
 B)False

Question 15

Name four categories of employees who use sales techniques in their daily jobs but would not necessarily consider themselves salespeople.

Accepted Answer

1.Managers
2.Profess

Question 16

On average,an experienced,high-performing salesperson will find the highest compensation opportunities with which type of selling?

Accepted Answer

A) feature/benefit 
B) transactional 
C) value-added 
D) solution 
E) directed 
A) feature/benefit 
B) transactional 
C) value-added 
D) solution 
E) directed

Question 17

Sanchez's success is due largely to the fact that:

Accepted Answer

A) he was born with the personality of a successful salesperson and capitalized on that 
B) he understood the key factors involved in becoming an excellent salesperson and worked to develop skills to support those factors 
C) he has unlimited energy and makes more cold calls than any other salesperson at his level in the company 
D) he knows how to persuade prospects to buy the products he is selling 
E) men tend to be more successful at selling industrial products than women are 
A) he was born with the personality of a successful salesperson and capitalized on that 
B) he understood the key factors involved in becoming an excellent salesperson and worked to develop skills to support those factors 
C) he has unlimited energy and makes more cold calls than any other salesperson at his level in the company 
D) he knows how to persuade prospects to buy the products he is selling 
E) men tend to be more successful at selling industrial products than women are

Question 18

Sanchez and his department are most likely using which of the following sales methods?

Accepted Answer

A) unified selling 
B) value-added selling 
C) transactional selling 
D) traditional selling 
E) economy selling 
A) unified selling 
B) value-added selling 
C) transactional selling 
D) traditional selling 
E) economy selling

Question 19

In a well-structured sales department,inside and outside salespeople often:

Accepted Answer

A) compete for sales and customers 
B) duplicate their efforts and increase the company's cost per sale 
C) work together to generate leads,close sales,and provide service 
D) exchange leads depending on what the expected sales will be 
E) combine their monthly sales figures to increase commissions 
A) compete for sales and customers 
B) duplicate their efforts and increase the company's cost per sale 
C) work together to generate leads,close sales,and provide service 
D) exchange leads depending on what the expected sales will be 
E) combine their monthly sales figures to increase commissions

Question 20

The target client for this system is likely to be a client company that:

Accepted Answer

A) is interested in using technology to sell to clients,but has not started yet because they don't know exactly what their needs are or how their clients will react 
B) has a stable base of clients that have been with them for years and place consistent orders 
C) has enough familiarity with using technology to sell to clients to know that an integrated system will increase sales efficiency 
D) focuses exclusively on selling services and not products,so that they can conduct business exclusively over the internet 
E) is expanding into new markets and needs help with supply chain efficiency and logistics 
A) is interested in using technology to sell to clients,but has not started yet because they don't know exactly what their needs are or how their clients will react 
B) has a stable base of clients that have been with them for years and place consistent orders 
C) has enough familiarity with using technology to sell to clients to know that an integrated system will increase sales efficiency 
D) focuses exclusively on selling services and not products,so that they can conduct business exclusively over the internet 
E) is expanding into new markets and needs help with supply chain efficiency and logistics

Knowledge workers are people who succeed by adding value to information.

Of the following activities routinely performed by salespeople,which one contributes LEAST financially to both the salesperson and the company?

To effectively and efficiently sell the product,what type of salespeople should the company hire?

Some top-performing salespeople earn more than their managers. This compensation is most likely made up of:

There is a pay gap between men and women in the field of sales,with men earning more than women. Despite this,sales represents an excellent financial opportunity for women for which of the following reasons?

The customer service representatives employed by the company for after-sales support are likely to need:

Despite her interest in sales,Roni is concerned when she learns that,on average,female salespeople make less money than do male salespeople. Which one of the following statements is most likely true?

Examples of industries in the service channel include convention centers,banking,and advertising.

A(n)________ works for the manufacturer. This salesperson must have detailed and precise technical knowledge.

What event contributed most to the increased need for telecommunications salespeople?

Which of the following sectors would NOT be considered part of the service industry?

Right before graduation,Roni receives two job offers. One is for a sales position and offers a base salary of $30,000 plus commissions. The other is for a marketing assistant position and offers a straight salary of $40,000. Which of the following is likely to be true about the two positions?

A sales representative for Dell who is selling a new form of sophisticated routing-to-server software would likely be classified as a sales engineer.

Name four categories of employees who use sales techniques in their daily jobs but would not necessarily consider themselves salespeople.

On average,an experienced,high-performing salesperson will find the highest compensation opportunities with which type of selling?

Sanchez's success is due largely to the fact that:

Sanchez and his department are most likely using which of the following sales methods?

In a well-structured sales department,inside and outside salespeople often:

The target client for this system is likely to be a client company that:

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: The Foundation for Partnering Relationships That Create Value

Creating Value with a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer with Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value with the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: The Key to Greater Sales Productivity

Management of the Sales Force

Filters

Exam 1: Relationship Selling Opportunities in the Information Economy

Knowledge workers are people who succeed by adding value to information.

Of the following activities routinely performed by salespeople,which one contributes LEAST financially to both the salesperson and the company?

To effectively and efficiently sell the product,what type of salespeople should the company hire?

Some top-performing salespeople earn more than their managers. This compensation is most likely made up of:

There is a pay gap between men and women in the field of sales,with men earning more than women. Despite this,sales represents an excellent financial opportunity for women for which of the following reasons?

The customer service representatives employed by the company for after-sales support are likely to need:

Despite her interest in sales,Roni is concerned when she learns that,on average,female salespeople make less money than do male salespeople. Which one of the following statements is most likely true?

Examples of industries in the service channel include convention centers,banking,and advertising.

A(n)________ works for the manufacturer. This salesperson must have detailed and precise technical knowledge.

What event contributed most to the increased need for telecommunications salespeople?

Which of the following sectors would NOT be considered part of the service industry?

Right before graduation,Roni receives two job offers. One is for a sales position and offers a base salary of $30,000 plus commissions. The other is for a marketing assistant position and offers a straight salary of $40,000. Which of the following is likely to be true about the two positions?

A sales representative for Dell who is selling a new form of sophisticated routing-to-server software would likely be classified as a sales engineer.

Name four categories of employees who use sales techniques in their daily jobs but would not necessarily consider themselves salespeople.

On average,an experienced,high-performing salesperson will find the highest compensation opportunities with which type of selling?

Sanchez's success is due largely to the fact that:

Sanchez and his department are most likely using which of the following sales methods?

In a well-structured sales department,inside and outside salespeople often:

The target client for this system is likely to be a client company that:

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: The Foundation for Partnering Relationships That Create Value

Creating Value with a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer with Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value with the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: The Key to Greater Sales Productivity

Management of the Sales Force

Filters