Exam 1: Overview of Personal Selling

Ethan is a young salesperson who is tasked with establishing and maintaining good relationships with his customers. Whenever he approaches a customer to sell his product, he begins a series of conversations with the customer to determine his or her needs, communicates how the product can create value for the customer, and negotiates a business deal with the customer and earns his or her commitment. In this scenario, Ethan most likely engages in _____.

Mark is a sales support personnel who works for LiveLife Inc., a pharmaceutical company that specializes in developing drugs for cancer. On a typical day at work, he meets several physicians and gives them information about the capabilities and limitations of the drugs being developed and manufactured by the company. Thus, he can be called a(n) _____.

Salespeople are concerned only with sales revenue and not with overall profitability.

In the context of mental states selling, which of the following tactics can a salesperson use to draw the attention of a prospective customer to a product?

Which of the following helps marketing and sales personnel to be good candidates for upper management positions?

While acting as agents of innovation, salespeople invariably encounter openness to and acceptance of change from consumers in the latter stages of the diffusion process.

_____ is an extension of need satisfaction selling.

John is a salesperson who relies heavily on creating sales strategies centered around gaining his customers' confidence and meeting their needs. He primarily focuses on delivering customer value. In this context, John most likely relies on _____.

Which of the following is a characteristic of sales careers?

Which of the following is a difference between pioneers and order-getters?

Tim is a member of the sales department at Fresh-O-Veggie, a large grocery store. One of his major tasks includes sending weekly emails to existing customers about the latest discounts on products. He is also responsible for calling on customers and procuring routine reorders of stock items. Tim's role at Fresh-O-Veggie describes the role of a(n)_____.

In the context of the attributes required for a successful sales career, _____ refers to an individual's openness to change and devotion to continual learning .

Natalie is a college graduate who is seeking a career in sales. She would prefer to interact with her customers on an individual basis before, during, and after a sale rather than directing her communications at mass markets. In this context, Natalie should look for a job that is specialized in _____.

Which of the following is the first step in the need satisfaction approach to selling?

A salesperson who follows the trust-based relationship selling strategy is expected to:

Consumers who are likely to be early adopters of an innovation often rely on salespeople as a tertiary source of information.

The term _____ refers to the process whereby new products, services, and ideas are distributed to the members of society.

Two types of new-business salespeople are order-takers and order-getters .

Which of the following is true of need satisfaction selling?

_____ should most likely be used when salespeople encounter buyers with different personalities, communications styles, needs, and goals.