Question 1

The sales process begins with:

Accepted Answer

A)  training the sales force. 
B)  locating qualified prospective customers. 
C)  planning the sales presentation. 
D)  planning the sales dialogue. 
E)  making an appointment to see a customer. 
A)  training the sales force. 
B)  locating qualified prospective customers. 
C)  planning the sales presentation. 
D)  planning the sales dialogue. 
E)  making an appointment to see a customer. B

Question 2

Which of the following distinguishes personal selling from other forms of marketing communications such as advertising and public relations?

Accepted Answer

A)  The opportunity to react immediately to customer feedback during sales presentations 
B)  The existence of a universal code of ethics for salespeople 
C)  The ability to influence customers 
D)  The lack of decision-making autonomy for salespeople 
E)  The availability of a well-established routine for salespeople 
A)  The opportunity to react immediately to customer feedback during sales presentations 
B)  The existence of a universal code of ethics for salespeople 
C)  The ability to influence customers 
D)  The lack of decision-making autonomy for salespeople 
E)  The availability of a well-established routine for salespeople A

Question 3

Maria, a medical insurance agent, informs prospective customers about the potential health issues associated with current lifestyles. She successfully sells insurance policies by convincing them that a medical insurance offers financial assistance in case of an illness. In this scenario, Maria most likely uses the _____ approach to personal selling.

Accepted Answer

A)  stimulus response 
B)  need satisfaction 
C)  consultative 
D)  mental states 
E)  problem-solving 
A)  stimulus response 
B)  need satisfaction 
C)  consultative 
D)  mental states 
E)  problem-solving A

Question 4

Which of the following is a key difference between trust-based relationship selling and transaction-focused traditional selling?

Accepted Answer

A)  In trust-based relationship selling, the customer is the primary focus, whereas in transaction-focused traditional selling, the salesperson is the primary focus. 
B)  In trust-based relationship selling, the nature of communication is one-way, whereas in transaction-focused traditional selling, the nature of communication is two-way. 
C)  In  trust-based relationship selling, the salesperson is isolated from the customer's decision-making process, whereas in transaction-focused traditional selling, the salesperson is actively involved in the customer's decision-making process. 
D)  In trust-based relationship selling, the desired outcome is order volume, whereas in transaction-focused traditional selling, the desired outcome is mutual benefits. 
E)  In trust-based relationship selling, the salesperson plays the role of making calls and closing sales, whereas in transaction-focused traditional selling, the salesperson plays the role of a business consultant. 
A)  In trust-based relationship selling, the customer is the primary focus, whereas in transaction-focused traditional selling, the salesperson is the primary focus. 
B)  In trust-based relationship selling, the nature of communication is one-way, whereas in transaction-focused traditional selling, the nature of communication is two-way. 
C)  In  trust-based relationship selling, the salesperson is isolated from the customer's decision-making process, whereas in transaction-focused traditional selling, the salesperson is actively involved in the customer's decision-making process. 
D)  In trust-based relationship selling, the desired outcome is order volume, whereas in transaction-focused traditional selling, the desired outcome is mutual benefits. 
E)  In trust-based relationship selling, the salesperson plays the role of making calls and closing sales, whereas in transaction-focused traditional selling, the salesperson plays the role of a business consultant.

Question 5

Who among the following are called farmers?

Accepted Answer

A)  Order-takers 
B)  Order-getters 
C)  Inside sales 
D)  Pioneers 
E)  Detailers 
A)  Order-takers 
B)  Order-getters 
C)  Inside sales 
D)  Pioneers 
E)  Detailers

Question 6

During a sales presentation on his company's new range of laptops and their specifications, Daniel was interrupted by a few members of the audience who informed him that they were unable understand the marketing and technical jargons used in the presentation. Daniel altered his message accordingly and adjusted the presentation so that everyone could understand his message. In this scenario, Daniel most likely used _____.

Accepted Answer

A)  adaptive selling 
B)  mental states selling 
C)  stimulus response selling 
D)  consultative selling 
E)  the formula approach to selling 
A)  adaptive selling 
B)  mental states selling 
C)  stimulus response selling 
D)  consultative selling 
E)  the formula approach to selling

Question 7

Which of the following statements is true of sales as a career?

Accepted Answer

A)  The demand for sales professionals is expected to decrease in the next five years. 
B)  Sales as a profession does not offer much job security as salespeople spend a majority of their time on nonselling activities. 
C)  Salespeople cannot switch industries easily, as different industries need different sales skills. 
D)  Salespeople receive constant, immediate feedback on their job performance. 
E)  Sales as a profession is monotonous, and salespeople have a well-established routine. 
A)  The demand for sales professionals is expected to decrease in the next five years. 
B)  Sales as a profession does not offer much job security as salespeople spend a majority of their time on nonselling activities. 
C)  Salespeople cannot switch industries easily, as different industries need different sales skills. 
D)  Salespeople receive constant, immediate feedback on their job performance. 
E)  Sales as a profession is monotonous, and salespeople have a well-established routine.

Question 8

The term _____ refers to the series of conversations between buyers and sellers that take place over time in an attempt to build relationships.

Accepted Answer

A)  sales advertising 
B)  sales dialogue 
C)  sales lead 
D)  customer value 
E)  economic stimulus 
A)  sales advertising 
B)  sales dialogue 
C)  sales lead 
D)  customer value 
E)  economic stimulus

Question 9

It is imperative that salespeople are honest and candid with customers because of the increasing emphasis on:

Accepted Answer

A)  pushing products to customers and moving on. 
B)  generating profits for the selling firm. 
C)  maintaining long-term relationships with customers. 
D)  abiding by the universal code of ethics for salespeople. 
E)  using transaction-focused traditional selling. 
A)  pushing products to customers and moving on. 
B)  generating profits for the selling firm. 
C)  maintaining long-term relationships with customers. 
D)  abiding by the universal code of ethics for salespeople. 
E)  using transaction-focused traditional selling.

Question 10

Sean, a sales manager at Placit Store, is tasked with generating sales revenue, maintaining customer relationships, and performing sales support activities. This scenario illustrates the _____.

Accepted Answer

A)  combination sales job concept 
B)  inside-sales operation 
C)  job of technical support salespeople 
D)  job of missionary salespeople 
E)  job of pioneers 
A)  combination sales job concept 
B)  inside-sales operation 
C)  job of technical support salespeople 
D)  job of missionary salespeople 
E)  job of pioneers

Question 11

Sylvia, a young college graduate, is looking for a job as a sales professional because it offers her the opportunity to interact with customers from different ethnic groups. She is not interested in a traditional office job or any job that involves routine work. In the context of the features of sales jobs, Sylvia is attracted to the characteristic of _____.

Accepted Answer

A)  job security 
B)  job variety 
C)  independence 
D)  high compensation 
E)  immediate feedback 
A)  job security 
B)  job variety 
C)  independence 
D)  high compensation 
E)  immediate feedback

Question 12

When salespeople alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations, they are using _____.

Accepted Answer

A)  value-based selling 
B)  stimulus response selling 
C)  mental states selling 
D)  adaptive selling 
E)  the formula approach to selling 
A)  value-based selling 
B)  stimulus response selling 
C)  mental states selling 
D)  adaptive selling 
E)  the formula approach to selling

Question 13

In a fluctuating economy, salespeople make invaluable contributions by assisting in recovery cycles and by helping to sustain periods of relative prosperity.

Accepted Answer

A) True 
 B)False

Question 14

_____ helps a salesperson to determine if a prospective customer should be targeted for further sales attention.

Accepted Answer

A)  Customer value 
B)  Sales dialogue 
C)  Inside sales 
D)  Sales support 
E)  Continued affirmation 
A)  Customer value 
B)  Sales dialogue 
C)  Inside sales 
D)  Sales support 
E)  Continued affirmation

Question 15

In the context of consultative selling, salespeople play the role of a _____ when they support customers, even when an immediate sale is not expected.

Accepted Answer

A)  negotiation expert 
B)  strategic orchestrator 
C)  revenue producer 
D)  long-term ally 
E)  business consultant 
A)  negotiation expert 
B)  strategic orchestrator 
C)  revenue producer 
D)  long-term ally 
E)  business consultant

Question 16

Which of the following approaches to personal selling forces a salesperson to plan the sales presentation prior to calling on a customer?

Accepted Answer

A)  Need satisfaction selling 
B)  Mental states selling 
C)  Problem-solving selling 
D)  Consultative selling 
E)  Adaptive selling 
A)  Need satisfaction selling 
B)  Mental states selling 
C)  Problem-solving selling 
D)  Consultative selling 
E)  Adaptive selling

Question 17

Unlike need satisfaction selling, stimulus response selling focuses on customers rather than on salespeople .

Accepted Answer

A) True 
 B)False

Question 18

The three phases of the sales process are initiating, developing, and enhancing customer relationships.

Accepted Answer

A) True 
 B)False

Question 19

Salespeople play an important role in market research and in providing feedback to their firms because:

Accepted Answer

A)  they are trained through a widely accepted certification program in market research. 
B)  they spend a lot of time in direct contact with their customers. 
C)  the jobs of salespeople have a well-established routine that allows them to get a general idea of their customers . 
D)  they are trained in providing feedback to their managers. 
E)  salespeople are solely concerned with their firm's profitability in bottom-line terms . 
A)  they are trained through a widely accepted certification program in market research. 
B)  they spend a lot of time in direct contact with their customers. 
C)  the jobs of salespeople have a well-established routine that allows them to get a general idea of their customers . 
D)  they are trained in providing feedback to their managers. 
E)  salespeople are solely concerned with their firm's profitability in bottom-line terms .

Question 20

The independence of action traditionally enjoyed by salespeople is frequently a byproduct of decentralized sales operations in which salespeople live and work away from headquarters.

Accepted Answer

A) True 
 B)False

The sales process begins with:

Which of the following distinguishes personal selling from other forms of marketing communications such as advertising and public relations?

Which of the following is a key difference between trust-based relationship selling and transaction-focused traditional selling?

Who among the following are called farmers?

Which of the following statements is true of sales as a career?

The term _____ refers to the series of conversations between buyers and sellers that take place over time in an attempt to build relationships.

It is imperative that salespeople are honest and candid with customers because of the increasing emphasis on:

Sean, a sales manager at Placit Store, is tasked with generating sales revenue, maintaining customer relationships, and performing sales support activities. This scenario illustrates the _____.

When salespeople alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations, they are using _____.

In a fluctuating economy, salespeople make invaluable contributions by assisting in recovery cycles and by helping to sustain periods of relative prosperity.

_____ helps a salesperson to determine if a prospective customer should be targeted for further sales attention.

In the context of consultative selling, salespeople play the role of a _____ when they support customers, even when an immediate sale is not expected.

Which of the following approaches to personal selling forces a salesperson to plan the sales presentation prior to calling on a customer?

Unlike need satisfaction selling, stimulus response selling focuses on customers rather than on salespeople .

The three phases of the sales process are initiating, developing, and enhancing customer relationships.

Salespeople play an important role in market research and in providing feedback to their firms because:

The independence of action traditionally enjoyed by salespeople is frequently a byproduct of decentralized sales operations in which salespeople live and work away from headquarters.

Building the Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialog

Planning Sales Dialog and Presentations

Sales Dialog: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value: Self-Leadership and Teamwork

Filters

Exam 1: Overview of Personal Selling

The sales process begins with:

Which of the following distinguishes personal selling from other forms of marketing communications such as advertising and public relations?

Which of the following is a key difference between trust-based relationship selling and transaction-focused traditional selling?

Who among the following are called farmers?

Which of the following statements is true of sales as a career?

The term _____ refers to the series of conversations between buyers and sellers that take place over time in an attempt to build relationships.

It is imperative that salespeople are honest and candid with customers because of the increasing emphasis on:

Sean, a sales manager at Placit Store, is tasked with generating sales revenue, maintaining customer relationships, and performing sales support activities. This scenario illustrates the _____.

When salespeople alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations, they are using _____.

In a fluctuating economy, salespeople make invaluable contributions by assisting in recovery cycles and by helping to sustain periods of relative prosperity.

_____ helps a salesperson to determine if a prospective customer should be targeted for further sales attention.

In the context of consultative selling, salespeople play the role of a _____ when they support customers, even when an immediate sale is not expected.

Which of the following approaches to personal selling forces a salesperson to plan the sales presentation prior to calling on a customer?

Unlike need satisfaction selling, stimulus response selling focuses on customers rather than on salespeople .

The three phases of the sales process are initiating, developing, and enhancing customer relationships.

Salespeople play an important role in market research and in providing feedback to their firms because:

The independence of action traditionally enjoyed by salespeople is frequently a byproduct of decentralized sales operations in which salespeople live and work away from headquarters.

Building the Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialog

Planning Sales Dialog and Presentations

Sales Dialog: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value: Self-Leadership and Teamwork

Filters