Question 1

_____ occurs when a customer and a company representative exchange information and develop learning relationships.

Accepted Answer

A) Traditional selling 
B) An intervention 
C) Customer profiling 
D) An interaction 
A) Traditional selling 
B) An intervention 
C) Customer profiling 
D) An interaction

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

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) The preapproach model 
B) The attribution model 
C) Geolocation home automation 
D) Automated e-mail follow-up marketing 
A) The preapproach model 
B) The attribution model 
C) Geolocation home automation 
D) Automated e-mail follow-up marketing

Question 4

Maggie's Apparel Inc. manufactures apparel for men and women. It calls on other retailers to sell its products. The salespeople at Maggie's Apparel also travel to its customers' locations to finalize sales deals. In this scenario, the salespeople at Maggie's Apparel are _____.

Accepted Answer

A) business-focused salespeople 
B) consumer-focused salespeople 
C) opinion leaders 
D) late adopters 
A) business-focused salespeople 
B) consumer-focused salespeople 
C) opinion leaders 
D) late adopters

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 competing products. 
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 competing products. 
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

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 7

Briefly explain the impact of technology on personal selling.

Accepted Answer

Answers will vary. E-business-buying, se

Question 8

In the selling process, which of the following is true of the needs assessment of prospective clients by salespeople?

Accepted Answer

A) It should be carried out when the salesperson is developing the sales proposal. 
B) It requires the salesperson be aware of regulation and legislation that affect the industry. 
C) It ignores the impact of competition on the demand of the product being sold. 
D) It does not give a comprehensive result for instances where relationship selling is used. 
A) It should be carried out when the salesperson is developing the sales proposal. 
B) It requires the salesperson be aware of regulation and legislation that affect the industry. 
C) It ignores the impact of competition on the demand of the product being sold. 
D) It does not give a comprehensive result for instances where relationship selling is used.

Question 9

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

Accepted Answer

A) Conducting post-sales follow-up gives rise to cognitive dissonance. 
B) In present times, customers are more loyal toward brands and vendors now 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 post-sale follow-up. 
A) Conducting post-sales follow-up gives rise to cognitive dissonance. 
B) In present times, customers are more loyal toward brands and vendors now 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 post-sale follow-up.

Question 10

_____ describes the ''homework'' that must be done by a salesperson before he or she contacts a prospect.

Accepted Answer

A) Prequalification 
B) Preapproach 
C) Networking 
D) Cold calling 
A) Prequalification 
B) Preapproach 
C) Networking 
D) Cold calling

Question 11

_____ is the ultimate goal of a new trend in marketing that focuses on understanding consumers as individuals instead of as part of a group.

Accepted Answer

A) Organizational optimization 
B) Profit maximization 
C) Total quality management 
D) Customer relationship management 
A) Organizational optimization 
B) Profit maximization 
C) Total quality management 
D) Customer relationship management

Question 12

Point-of-sale interaction is a touch point in stores or information kiosks that uses software to enable customers to easily provide information about themselves without feeling violated.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following statements is true of traditional selling?

Accepted Answer

A) It allows ample time for a 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 a 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 14

Personal selling is more important than advertising and sales promotion if the products being sold:

Accepted Answer

A) are standardized. 
B) have many consumers. 
C) have a low value. 
D) are technically complex. 
A) are standardized. 
B) have many consumers. 
C) have a low value. 
D) are technically complex.

Question 15

Differentiate between traditional personal selling and relationship selling.

Accepted Answer

Answers will vary. Traditional personal

Question 16

A sales manager's only job is to maximize sales at a reasonable cost while also maximizing profits.

Accepted Answer

A) True 
 B)False

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

While recruiting the sales force, sales managers prefer salespeople who:

Accepted Answer

A) often avoid getting involved in unlikely sales. 
B) get their point across confidently without being overbearing or aggressive. 
C) ensure that there is no negotiation during the process of closing a sale. 
D) are transaction oriented rather than relationship oriented. 
A) often avoid getting involved in unlikely sales. 
B) get their point across confidently without being overbearing or aggressive. 
C) ensure that there is no negotiation during the process of closing a sale. 
D) are transaction oriented rather than relationship oriented.

Question 19

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 20

Which of the following is part of defining the sales goal of a company?

Accepted Answer

A) Assigning quotas to salespeople 
B) Evaluating the sales force 
C) Training new salespeople 
D) Designing the sales force structure 
A) Assigning quotas to salespeople 
B) Evaluating the sales force 
C) Training new salespeople 
D) Designing the sales force structure

_____ occurs when a customer and a company representative exchange information and develop learning relationships.

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

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?

Maggie's Apparel Inc. manufactures apparel for men and women. It calls on other retailers to sell its products. The salespeople at Maggie's Apparel also travel to its customers' locations to finalize sales deals. In this scenario, the salespeople at Maggie's Apparel are _____.

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.

Briefly explain the impact of technology on personal selling.

In the selling process, which of the following is true of the needs assessment of prospective clients by salespeople?

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

_____ describes the ''homework'' that must be done by a salesperson before he or she contacts a prospect.

_____ is the ultimate goal of a new trend in marketing that focuses on understanding consumers as individuals instead of as part of a group.

Point-of-sale interaction is a touch point in stores or information kiosks that uses software to enable customers to easily provide information about themselves without feeling violated.

Which of the following statements is true of traditional selling?

Personal selling is more important than advertising and sales promotion if the products being sold:

Differentiate between traditional personal selling and relationship selling.

A sales manager's only job is to maximize sales at a reasonable cost while also maximizing profits.

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

While recruiting the sales force, sales managers prefer salespeople who:

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 _____.

Which of the following is part of defining the sales goal of a company?

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

_____ occurs when a customer and a company representative exchange information and develop learning relationships.

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

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?

Maggie's Apparel Inc. manufactures apparel for men and women. It calls on other retailers to sell its products. The salespeople at Maggie's Apparel also travel to its customers' locations to finalize sales deals. In this scenario, the salespeople at Maggie's Apparel are _____.

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.

Briefly explain the impact of technology on personal selling.

In the selling process, which of the following is true of the needs assessment of prospective clients by salespeople?

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

_____ describes the ''homework'' that must be done by a salesperson before he or she contacts a prospect.

_____ is the ultimate goal of a new trend in marketing that focuses on understanding consumers as individuals instead of as part of a group.

Point-of-sale interaction is a touch point in stores or information kiosks that uses software to enable customers to easily provide information about themselves without feeling violated.

Which of the following statements is true of traditional selling?

Personal selling is more important than advertising and sales promotion if the products being sold:

Differentiate between traditional personal selling and relationship selling.

A sales manager's only job is to maximize sales at a reasonable cost while also maximizing profits.

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

While recruiting the sales force, sales managers prefer salespeople who:

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 _____.

Which of the following is part of defining the sales goal of a company?

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