Question 1

Unlike consumer-focused salespeople,business-focused salespeople:

Accepted Answer

A) ​require customers to come directly to a retail store. 
B) call on other companies to sell their products. 
C) shorten the sales process time. 
D) ​do not travel to customer locations. 
A) ​require customers to come directly to a retail store. 
B) call on other companies to sell their products. 
C) shorten the sales process time. 
D) ​do not travel to customer locations.

Question 2

In the selling process,which of the following statements is true of developing and proposing solutions?

Accepted Answer

A) ​The immediate step after presenting the sales proposal is the final purchase transaction. 
B) Often, customers are more likely to remember what salespeople say than how they present themselves. 
C) It is better to depend on a formal presentation than on a salesperson's ability to handle customer objections. 
D) ​The quality of both the sales proposal and the presentation can make or break the sale. 
A) ​The immediate step after presenting the sales proposal is the final purchase transaction. 
B) Often, customers are more likely to remember what salespeople say than how they present themselves. 
C) It is better to depend on a formal presentation than on a salesperson's ability to handle customer objections. 
D) ​The quality of both the sales proposal and the presentation can make or break the sale.

Question 3

A good salesperson perceives objections as a hindrance to the purchase decision.

Accepted Answer

A) True 
 B)False

Question 4

Mandy's Inc.is a well-known supplier of industrial goods.While selling goods,it provides personalized benefits to each customer.It focuses on developing trust over time instead of one-time sales.This is an example of _____.

Accepted Answer

A) ​price-based selling 
B) relationship selling 
C) discount selling 
D) ​persuasive selling 
A) ​price-based selling 
B) relationship selling 
C) discount selling 
D) ​persuasive selling

Question 5

Glenda,a sales representative for Revo Appliances Inc.,had to deliver a presentation on her company's latest offering: an innovative food processor.Her target clients were senior managers and chefs from a reputed restaurant.After her presentation,Glenda faced tough objections from her clients who were skeptical about the product's necessity and usefulness.As a good salesperson,how should Glenda respond to this situation?

Accepted Answer

A) ​She must ignore the specifications of the product's competitors. 
B) She must offer a steep introductory discount and increase the price later. 
C) She must suggest to her company the use of testimonials as a sales strategy rather than personal selling. 
D) ​She must consider the objections as a legitimate part of the purchase decision. 
A) ​She must ignore the specifications of the product's competitors. 
B) She must offer a steep introductory discount and increase the price later. 
C) She must suggest to her company the use of testimonials as a sales strategy rather than personal selling. 
D) ​She must consider the objections as a legitimate part of the purchase decision.

Question 6

_____ is a sales practice that involves building,maintaining,and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships.

Accepted Answer

A) ​Price-based selling 
B) Adaptive selling 
C) Stimulus-response selling 
D) ​Relationship selling 
A) ​Price-based selling 
B) Adaptive selling 
C) Stimulus-response selling 
D) ​Relationship selling

Question 7

Thefinalstageofsalesmanagementiscompensating and motivating the sales force.

Accepted Answer

A) True 
 B)False

Question 8

Effective sales management begins with:

Accepted Answer

A) ​determining sales goals. 
B) determining the most efficient structure for the sales force. 
C) specifying the sales force size. 
D) ​designing a compensation plan. 
A) ​determining sales goals. 
B) determining the most efficient structure for the sales force. 
C) specifying the sales force size. 
D) ​designing a compensation plan.

Question 9

Which of the following statements is true of traditional selling?

Accepted Answer

A) ​It allows ample time for detailed follow-up with customers after a sale. 
B) It results in more win-win transactions for salespeople than relationship selling. 
C) Minimal effort is placed on asking questions to identify customer needs. 
D) ​High emphasis is placed on matching customers' needs and wants to the benefits of the product. 
A) ​It allows ample time for detailed follow-up with customers after a sale. 
B) It results in more win-win transactions for salespeople than relationship selling. 
C) Minimal effort is placed on asking questions to identify customer needs. 
D) ​High emphasis is placed on matching customers' needs and wants to the benefits of the product.

Question 10

Differentiate between qualified and unqualified leads.

Accepted Answer

Answers will vary.When a prospect shows

Question 11

A sales presentation is a written document or professional presentation that outlines how a company's product or service will meet or exceed the client's needs.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following makes it necessary for salespeople to conduct thorough and continued follow-up with the clients?

Accepted Answer

A) ​Conducting postsales follow-up gives rise to cognitive dissonance. 
B) In present times, customers are more loyal toward brands and vendors than before. 
C) Most businesses depend on repeat sales, which depend on follow-up by the salesperson. 
D) ​Buyers are more inclined to look for the best deal when they experience good postsale follow-up. 
A) ​Conducting postsales follow-up gives rise to cognitive dissonance. 
B) In present times, customers are more loyal toward brands and vendors than before. 
C) Most businesses depend on repeat sales, which depend on follow-up by the salesperson. 
D) ​Buyers are more inclined to look for the best deal when they experience good postsale follow-up.

Question 13

In personal selling,costs of promoting a product or service can be controlled by:

Accepted Answer

A) ​promoting a product to both qualified and nonqualified prospects. 
B) promoting undifferentiated sales messages toward prospective consumers. 
C) purchasing advertising and sales promotions in large amounts. 
D) ​adjusting the size of the sales force in one-person increments. 
A) ​promoting a product to both qualified and nonqualified prospects. 
B) promoting undifferentiated sales messages toward prospective consumers. 
C) purchasing advertising and sales promotions in large amounts. 
D) ​adjusting the size of the sales force in one-person increments.

Question 14

Fournotts Corp.,an electronic equipment manufacturer,collects data about its customers through customer interactions.On the basis of the data,the firm customizes its products and servicesaccording to the needs of the appropriate customer segments.This is an example of effective _____.

Accepted Answer

A) ​transaction management 
B) campaign management 
C) lead generation 
D) ​lead qualification 
A) ​transaction management 
B) campaign management 
C) lead generation 
D) ​lead qualification

Question 15

Laelle Inc.,a leading manufacturer of industrial air conditioners,has developed a new air conditioner with high cooling capacity.To identify potential clients who will be interested in the new air conditioner,the company has sent out pamphlets to many firms along with its contact details for anyone interested.This scenario illustrates _____.

Accepted Answer

A) ​needs assessment 
B) lead generation 
C) sales presentation 
D) ​knowledge management 
A) ​needs assessment 
B) lead generation 
C) sales presentation 
D) ​knowledge management

Question 16

Personal selling is especially needed for complex or new goods and services.

Accepted Answer

A) True 
 B)False

Question 17

_____ involves determining a sales prospect's recognized need,buying power,and receptivity and accessibility of a sales prospect.

Accepted Answer

A) ​Negotiation 
B) Customization 
C) Lead reciprocity 
D) ​Lead qualification 
A) ​Negotiation 
B) Customization 
C) Lead reciprocity 
D) ​Lead qualification

Question 18

Identify a true statement about salesforce training.

Accepted Answer

A) ​It is done by giving compensation to employees. 
B) It can occur during sales meetings, annual meetings, or during the course of everyday business. 
C) Training does not take place in the field or using online modules. 
D) ​Conducting job training in the field via a live sales call provides real world experience for a trainee. 
A) ​It is done by giving compensation to employees. 
B) It can occur during sales meetings, annual meetings, or during the course of everyday business. 
C) Training does not take place in the field or using online modules. 
D) ​Conducting job training in the field via a live sales call provides real world experience for a trainee.

Question 19

Which of the following is a combination of sales automation and Internet technology that some marketers are using in an effort to enhance customer satisfaction and bring in more business?

Accepted Answer

A) ​Preapproach model 
B) Attribution model 
C) Geolocation 
D) ​Automated e-mail follow-up marketing 
A) ​Preapproach model 
B) Attribution model 
C) Geolocation 
D) ​Automated e-mail follow-up marketing

Question 20

During the preapproach stage of the selling process,a salesperson should:

Accepted Answer

A) ​provide information about various referrals and discounts available. 
B) learn as much as possible about a prospect's organization and its buyers. 
C) create point-of-purchase displays. 
D) ​handle price objections and close the sale. 
A) ​provide information about various referrals and discounts available. 
B) learn as much as possible about a prospect's organization and its buyers. 
C) create point-of-purchase displays. 
D) ​handle price objections and close the sale.

Unlike consumer-focused salespeople,business-focused salespeople:

In the selling process,which of the following statements is true of developing and proposing solutions?

A good salesperson perceives objections as a hindrance to the purchase decision.

Mandy's Inc.is a well-known supplier of industrial goods.While selling goods,it provides personalized benefits to each customer.It focuses on developing trust over time instead of one-time sales.This is an example of _____.

_____ is a sales practice that involves building,maintaining,and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships.

Thefinalstageofsalesmanagementiscompensating and motivating the sales force.

Effective sales management begins with:

Which of the following statements is true of traditional selling?

Differentiate between qualified and unqualified leads.

A sales presentation is a written document or professional presentation that outlines how a company's product or service will meet or exceed the client's needs.

Which of the following makes it necessary for salespeople to conduct thorough and continued follow-up with the clients?

In personal selling,costs of promoting a product or service can be controlled by:

Fournotts Corp.,an electronic equipment manufacturer,collects data about its customers through customer interactions.On the basis of the data,the firm customizes its products and servicesaccording to the needs of the appropriate customer segments.This is an example of effective _____.

Personal selling is especially needed for complex or new goods and services.

_____ involves determining a sales prospect's recognized need,buying power,and receptivity and accessibility of a sales prospect.

Identify a true statement about salesforce training.

Which of the following is a combination of sales automation and Internet technology that some marketers are using in an effort to enhance customer satisfaction and bring in more business?

During the preapproach stage of the selling process,a salesperson should:

An Overview of Marketing

Strategic Planning for Competitive Advantage

Ethics and Social Responsibility

The Marketing Environment

Developing a Global Vision

Consumer Decision Making

Business Marketing

Segmenting and Targeting Markets

Marketing Research

Product Concepts

Developing and Managing Products

Services and Nonprofit Organization Marketing

Supply Chain Management and Marketing Channels

Retailing

Marketing Communications

Advertising, Public Relations and Sales Promotion

Social Media and Marketing

Pricing Concepts

Filters

Exam 17: Personal Selling and Sales Management

Unlike consumer-focused salespeople,business-focused salespeople:

In the selling process,which of the following statements is true of developing and proposing solutions?

A good salesperson perceives objections as a hindrance to the purchase decision.

Mandy's Inc.is a well-known supplier of industrial goods.While selling goods,it provides personalized benefits to each customer.It focuses on developing trust over time instead of one-time sales.This is an example of _____.

_____ is a sales practice that involves building,maintaining,and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships.

Thefinalstageofsalesmanagementiscompensating and motivating the sales force.

Effective sales management begins with:

Which of the following statements is true of traditional selling?

Differentiate between qualified and unqualified leads.

A sales presentation is a written document or professional presentation that outlines how a company's product or service will meet or exceed the client's needs.

Which of the following makes it necessary for salespeople to conduct thorough and continued follow-up with the clients?

In personal selling,costs of promoting a product or service can be controlled by:

Fournotts Corp.,an electronic equipment manufacturer,collects data about its customers through customer interactions.On the basis of the data,the firm customizes its products and servicesaccording to the needs of the appropriate customer segments.This is an example of effective _____.

Personal selling is especially needed for complex or new goods and services.

_____ involves determining a sales prospect's recognized need,buying power,and receptivity and accessibility of a sales prospect.

Identify a true statement about salesforce training.

Which of the following is a combination of sales automation and Internet technology that some marketers are using in an effort to enhance customer satisfaction and bring in more business?

During the preapproach stage of the selling process,a salesperson should:

An Overview of Marketing

Strategic Planning for Competitive Advantage

Ethics and Social Responsibility

The Marketing Environment

Developing a Global Vision

Consumer Decision Making

Business Marketing

Segmenting and Targeting Markets

Marketing Research

Product Concepts

Developing and Managing Products

Services and Nonprofit Organization Marketing

Supply Chain Management and Marketing Channels

Retailing

Marketing Communications

Advertising, Public Relations and Sales Promotion

Social Media and Marketing

Pricing Concepts

Filters