Question 1

Which of the following is an activity that would most likely be performed by a customer service representative(CSR)?

Accepted Answer

A) processing employee paperwork 
B) delivering supplies to the factory floor 
C) providing telephone support for installation 
D) calling on prospects to sell them the product 
E) reconciling bank statements with accounting records 
A) processing employee paperwork 
B) delivering supplies to the factory floor 
C) providing telephone support for installation 
D) calling on prospects to sell them the product 
E) reconciling bank statements with accounting records

Question 2

Once an entrepreneur's company is successful,the entrepreneur no longer has to sell.

Accepted Answer

A) True 
 B)False

Question 3

Salespeople today need to have more education and skills than salespeople did in the past.

Accepted Answer

A) True 
 B)False

Question 4

The CEO of SwiftLink spends one week each month going to sales appointments with various salespeople in the company. In addition to assisting the salespeople with presentations,a likely reason the CEO goes on sales calls is to:

Accepted Answer

A) gather information on customer needs and preferences 
B) deduct mileage on his vehicle as a way to offset taxes 
C) undercut the salespeople in underperforming divisions of SwiftLink 
D) ensure that the salespeople do not give volume discount pricing 
E) trade information to customers in exchange for information on competitors 
A) gather information on customer needs and preferences 
B) deduct mileage on his vehicle as a way to offset taxes 
C) undercut the salespeople in underperforming divisions of SwiftLink 
D) ensure that the salespeople do not give volume discount pricing 
E) trade information to customers in exchange for information on competitors

Question 5

The three prescriptions involved in developing a personal-selling philosophy are to adopt the marketing concept,to assume the role of problem solver or partner in helping customers make informed and intelligent business decisions,and to:

Accepted Answer

A) value personal selling 
B) assess risk accurately. 
C) learn skills of persuasion 
D) overcome objections 
E) create a pipeline 
A) value personal selling 
B) assess risk accurately. 
C) learn skills of persuasion 
D) overcome objections 
E) create a pipeline

Question 6

Salespeople in the U.S. report that they work in sales primarily to:

Accepted Answer

A) be promoted to management 
B) avoid working traditional hours 
C) have greater flexibility with retirement 
D) make more money 
E) generate pension credits 
A) be promoted to management 
B) avoid working traditional hours 
C) have greater flexibility with retirement 
D) make more money 
E) generate pension credits

Question 7

Sales engineers are people with extensive knowledge of their product who also:

Accepted Answer

A) provide service on the product after the sale 
B) develop the product as part of the research and development team 
C) communicate the benefits of the product to the customers 
D) have advanced degrees in science or technology 
E) have graduate-level sales training 
A) provide service on the product after the sale 
B) develop the product as part of the research and development team 
C) communicate the benefits of the product to the customers 
D) have advanced degrees in science or technology 
E) have graduate-level sales training

Question 8

Commercial vendors who provide sales training offer courses based on:

Accepted Answer

A) Universal Sales Theory 
B) the theories of Dale Carnegie and Napoleon Hill 
C) a variety of sales approaches dating back decades 
D) modern sales approaches that have been regression-tested 
E) graduate-level MBA sales work 
A) Universal Sales Theory 
B) the theories of Dale Carnegie and Napoleon Hill 
C) a variety of sales approaches dating back decades 
D) modern sales approaches that have been regression-tested 
E) graduate-level MBA sales work

Question 9

The primary task of a detail salesperson is to develop goodwill and stimulate demand for products.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following describes a category of sales personnel in the field of manufacturing?

Accepted Answer

A) sales engineer 
B) field researcher 
C) comptroller 
D) technical support representative 
E) research and development director 
A) sales engineer 
B) field researcher 
C) comptroller 
D) technical support representative 
E) research and development director

Question 11

Which one of the following people would LEAST likely be considered a"knowledge worker"?

Accepted Answer

A) someone who performs research to discover new information 
B) someone who takes current research and uses it to facilitate a task 
C) someone who relays information from one party to another without changing it 
D) someone who puts information in a format that allows others to access it 
E) someone who uses information to solve a problem 
A) someone who performs research to discover new information 
B) someone who takes current research and uses it to facilitate a task 
C) someone who relays information from one party to another without changing it 
D) someone who puts information in a format that allows others to access it 
E) someone who uses information to solve a problem

Question 12

Managers do not need sales skills because they need to obtain information from clients,not communicate information to clients.

Accepted Answer

A) True 
 B)False

Question 13

Salespeople are competitive with workers in other positions when being considered for promotion to positions of greater responsibilities because salespeople:

Accepted Answer

A) have limited opportunities for advancement in the sales department 
B) are compensated primarily through psychic income 
C) have worked for many companies in their careers 
D) have numerous opportunities to advance to middle-management ranks 
E) have high visibility within companies already relative to other positions 
A) have limited opportunities for advancement in the sales department 
B) are compensated primarily through psychic income 
C) have worked for many companies in their careers 
D) have numerous opportunities to advance to middle-management ranks 
E) have high visibility within companies already relative to other positions

Question 14

Salespeople are most likely considered knowledge workers because they:

Accepted Answer

A) position and lay out information in a way that helps buyers understand it 
B) gain knowledge of the product before they can sell it 
C) repeat a script that they are given by their managers 
D) develop an understanding of the best practices of sales 
E) create products themselves before they sell them 
A) position and lay out information in a way that helps buyers understand it 
B) gain knowledge of the product before they can sell it 
C) repeat a script that they are given by their managers 
D) develop an understanding of the best practices of sales 
E) create products themselves before they sell them

Question 15

Knowledge workers need selling skills to communicate information to consumers.

Accepted Answer

A) True 
 B)False

Which of the following is an activity that would most likely be performed by a customer service representative(CSR)?

Once an entrepreneur's company is successful,the entrepreneur no longer has to sell.

Salespeople today need to have more education and skills than salespeople did in the past.

The CEO of SwiftLink spends one week each month going to sales appointments with various salespeople in the company. In addition to assisting the salespeople with presentations,a likely reason the CEO goes on sales calls is to:

The three prescriptions involved in developing a personal-selling philosophy are to adopt the marketing concept,to assume the role of problem solver or partner in helping customers make informed and intelligent business decisions,and to:

Salespeople in the U.S. report that they work in sales primarily to:

Sales engineers are people with extensive knowledge of their product who also:

Commercial vendors who provide sales training offer courses based on:

The primary task of a detail salesperson is to develop goodwill and stimulate demand for products.

Which of the following describes a category of sales personnel in the field of manufacturing?

Which one of the following people would LEAST likely be considered a"knowledge worker"?

Managers do not need sales skills because they need to obtain information from clients,not communicate information to clients.

Salespeople are competitive with workers in other positions when being considered for promotion to positions of greater responsibilities because salespeople:

Salespeople are most likely considered knowledge workers because they:

Knowledge workers need selling skills to communicate information to consumers.

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

Which of the following is an activity that would most likely be performed by a customer service representative(CSR)?

Once an entrepreneur's company is successful,the entrepreneur no longer has to sell.

Salespeople today need to have more education and skills than salespeople did in the past.

The CEO of SwiftLink spends one week each month going to sales appointments with various salespeople in the company. In addition to assisting the salespeople with presentations,a likely reason the CEO goes on sales calls is to:

The three prescriptions involved in developing a personal-selling philosophy are to adopt the marketing concept,to assume the role of problem solver or partner in helping customers make informed and intelligent business decisions,and to:

Salespeople in the U.S. report that they work in sales primarily to:

Sales engineers are people with extensive knowledge of their product who also:

Commercial vendors who provide sales training offer courses based on:

The primary task of a detail salesperson is to develop goodwill and stimulate demand for products.

Which of the following describes a category of sales personnel in the field of manufacturing?

Which one of the following people would LEAST likely be considered a"knowledge worker"?

Managers do not need sales skills because they need to obtain information from clients,not communicate information to clients.

Salespeople are competitive with workers in other positions when being considered for promotion to positions of greater responsibilities because salespeople:

Salespeople are most likely considered knowledge workers because they:

Knowledge workers need selling skills to communicate information to consumers.

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