Question 1

AIDA stands for

Accepted Answer

A)  attention-interest-desire-action. 
B)  attraction-interest-desire-accomplishment. 
C)  attention-income-development-action. 
D)  attrition-investment-detection-attraction. 
A)  attention-interest-desire-action. 
B)  attraction-interest-desire-accomplishment. 
C)  attention-income-development-action. 
D)  attrition-investment-detection-attraction.

Question 2

One way the sales force can be structured is by type of customer.

Accepted Answer

A) True 
 B)False

Question 3

Factors charged to the personal selling budget includes all of the following EXCEPT:

Accepted Answer

A)  training costs 
B)  promotional materials 
C)  cost-of-goods sold 
D)  salaries and benefits 
A)  training costs 
B)  promotional materials 
C)  cost-of-goods sold 
D)  salaries and benefits

Question 4

There are two basic presentation formats available to salespeople for the presentation:

Accepted Answer

A)  canned; AIDA 
B)  need development; need awareness 
C)  consultative selling; telemarketing 
D)  trial close; straightforward 
A)  canned; AIDA 
B)  need development; need awareness 
C)  consultative selling; telemarketing 
D)  trial close; straightforward

Question 5

______________ involves providing feedback to the firm on trends in overall demand and competitors activities.

Accepted Answer

A)  Market analysis 
B)  Sales forecasting 
C)  Buyer behavior analysis 
D)  Customer relationship management 
A)  Market analysis 
B)  Sales forecasting 
C)  Buyer behavior analysis 
D)  Customer relationship management

Question 6

By listening carefully, a salesperson can

Accepted Answer

A)  accord uniqueness to each potential buyer. 
B)  manage a set of buying-selling relationship for mutual benefit. 
C)  control the communication. 
D)  close the sale. 
A)  accord uniqueness to each potential buyer. 
B)  manage a set of buying-selling relationship for mutual benefit. 
C)  control the communication. 
D)  close the sale.

Question 7

A source of satisfaction to individual buyers is the source (company) superiority.

Accepted Answer

A) True 
 B)False

Question 8

If the salesperson has correctly followed the personal selling process then the sale will essentially "close itself."

Accepted Answer

A) True 
 B)False

Question 9

While______________ selling involves many members of an organization meeting with the client_____________ selling involves many clients meeting with the seller.

Accepted Answer

A)  missionary; outside 
B)  team; seminar 
C)  system; seminar 
D)  inside order taking; outside order taking 
A)  missionary; outside 
B)  team; seminar 
C)  system; seminar 
D)  inside order taking; outside order taking

Question 10

An outside order taker typically calls on business buyers or members of the trade channel and performs relatively routine tasks related to orders for inventory replenishment.

Accepted Answer

A) True 
 B)False

Question 11

The decision on sales force structure is driven by two considerations:___________________________and .

Accepted Answer

A)  qualitative; quantitative considerations 
B)  the nature of the product; the nature of the market 
C)  internal; external resources 
D)  funds needed; funds available 
A)  qualitative; quantitative considerations 
B)  the nature of the product; the nature of the market 
C)  internal; external resources 
D)  funds needed; funds available

Question 12

Discuss the need satisfaction presentation method. Identify and explain the three different buyer's need-states considered in this approach.

Accepted Answer

The need satisfaction method is a custom

Question 13

A canned presentation has a sales person recite, nearly verbatim, a prepared sales pitch.

Accepted Answer

A) True 
 B)False

Question 14

Discuss the affect of Sales Force Automation (SFA) and the Internet on the personal selling function. How can these tools help the salesperson and the customer? Are they any drawbacks to these tools?

Accepted Answer

Sales Force Automation (SFA) is the inco

Question 15

An outside order taker, such as a retail clerk, simply takes payment for products or services.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following is NOT one of the major methods of budgeting for personal selling?

Accepted Answer

A)  percentage-of-sales 
B)  competitive-parity 
C)  objective-and-task method 
D)  commission 
A)  percentage-of-sales 
B)  competitive-parity 
C)  objective-and-task method 
D)  commission

Question 17

If a salesperson can____________________________ in the encounter, the potential buyer will be able to learn quickly and accurately what the firm has to offer.

Accepted Answer

A)  control the communication 
B)  manage a set of buying-selling relationships 
C)  manage buyer behavior analysis 
D)  facilitate customer service 
A)  control the communication 
B)  manage a set of buying-selling relationships 
C)  manage buyer behavior analysis 
D)  facilitate customer service

Question 18

If there are significant nonselling tasks in a sales job then the most appropriate compensation method is

Accepted Answer

A)  salary. 
B)  commission. 
C)  a combination of salary and commission. 
D)  hourly. 
A)  salary. 
B)  commission. 
C)  a combination of salary and commission. 
D)  hourly.

Question 19

It is at the initial contact that the salesperson should try to close the sale first. This is known as a trial close.

Accepted Answer

A) True 
 B)False

Question 20

Jane coordinated the delivery to her customer of the X-5000 Super Unit. She arranged financing and also oversaw installation. Finally she trained the customer's staff in the proper operation of the X-5000. Jane is specifically engaged in

Accepted Answer

A)  sales coordination. 
B)  market analysis. 
C)  customer service. 
D)  customer relationship management. 
A)  sales coordination. 
B)  market analysis. 
C)  customer service. 
D)  customer relationship management.

AIDA stands for

One way the sales force can be structured is by type of customer.

Factors charged to the personal selling budget includes all of the following EXCEPT:

There are two basic presentation formats available to salespeople for the presentation:

______________ involves providing feedback to the firm on trends in overall demand and competitors activities.

By listening carefully, a salesperson can

A source of satisfaction to individual buyers is the source (company) superiority.

If the salesperson has correctly followed the personal selling process then the sale will essentially "close itself."

While__ selling involves many members of an organization meeting with the client_ selling involves many clients meeting with the seller.

An outside order taker typically calls on business buyers or members of the trade channel and performs relatively routine tasks related to orders for inventory replenishment.

The decision on sales force structure is driven by two considerations:___________________________and .

Discuss the need satisfaction presentation method. Identify and explain the three different buyer's need-states considered in this approach.

A canned presentation has a sales person recite, nearly verbatim, a prepared sales pitch.

Discuss the affect of Sales Force Automation (SFA) and the Internet on the personal selling function. How can these tools help the salesperson and the customer? Are they any drawbacks to these tools?

An outside order taker, such as a retail clerk, simply takes payment for products or services.

Which of the following is NOT one of the major methods of budgeting for personal selling?

If a salesperson can____________________________ in the encounter, the potential buyer will be able to learn quickly and accurately what the firm has to offer.

If there are significant nonselling tasks in a sales job then the most appropriate compensation method is

It is at the initial contact that the salesperson should try to close the sale first. This is known as a trial close.

Jane coordinated the delivery to her customer of the X-5000 Super Unit. She arranged financing and also oversaw installation. Finally she trained the customer's staff in the proper operation of the X-5000. Jane is specifically engaged in

The World of Integrated Marketing Communication

The Promotion Industry

The Evolution of Promoting Brands

Understanding the Marketing Environment: Segmentation, Targeting, and Positioning

Understanding Buyer Behavior and the Communication Process

The Regulatory and Ethical Environment of Promotions

The International Market Environment for Brand Promotion

Messaging and Media Strategies

The Internet

Direct Marketing and Personal Selling

Sales Promotion and Point of Purchase

Sponsorship, Product Placements, and Branded Entertainment

Public Relations, Influencer Marketing, Social Media, and Corporate Advertising

Measuring the Effectiveness of Brand Promotions

Filters

Exam 14: Personal Selling and Sales Management

AIDA stands for

One way the sales force can be structured is by type of customer.

Factors charged to the personal selling budget includes all of the following EXCEPT:

There are two basic presentation formats available to salespeople for the presentation:

______________ involves providing feedback to the firm on trends in overall demand and competitors activities.

By listening carefully, a salesperson can

A source of satisfaction to individual buyers is the source (company) superiority.

If the salesperson has correctly followed the personal selling process then the sale will essentially "close itself."

While______________ selling involves many members of an organization meeting with the client_____________ selling involves many clients meeting with the seller.

An outside order taker typically calls on business buyers or members of the trade channel and performs relatively routine tasks related to orders for inventory replenishment.

The decision on sales force structure is driven by two considerations:___________________________and .

Discuss the need satisfaction presentation method. Identify and explain the three different buyer's need-states considered in this approach.

A canned presentation has a sales person recite, nearly verbatim, a prepared sales pitch.

Discuss the affect of Sales Force Automation (SFA) and the Internet on the personal selling function. How can these tools help the salesperson and the customer? Are they any drawbacks to these tools?

An outside order taker, such as a retail clerk, simply takes payment for products or services.

Which of the following is NOT one of the major methods of budgeting for personal selling?

If a salesperson can____________________________ in the encounter, the potential buyer will be able to learn quickly and accurately what the firm has to offer.

If there are significant nonselling tasks in a sales job then the most appropriate compensation method is

It is at the initial contact that the salesperson should try to close the sale first. This is known as a trial close.

Jane coordinated the delivery to her customer of the X-5000 Super Unit. She arranged financing and also oversaw installation. Finally she trained the customer's staff in the proper operation of the X-5000. Jane is specifically engaged in

The World of Integrated Marketing Communication

The Promotion Industry

The Evolution of Promoting Brands

Understanding the Marketing Environment: Segmentation, Targeting, and Positioning

Understanding Buyer Behavior and the Communication Process

The Regulatory and Ethical Environment of Promotions

The International Market Environment for Brand Promotion

Messaging and Media Strategies

The Internet

Direct Marketing and Personal Selling

Sales Promotion and Point of Purchase

Sponsorship, Product Placements, and Branded Entertainment

Public Relations, Influencer Marketing, Social Media, and Corporate Advertising

Measuring the Effectiveness of Brand Promotions

Filters

While__ selling involves many members of an organization meeting with the client_ selling involves many clients meeting with the seller.