Question 1

Which of the following is the best example of inside selling?

Accepted Answer

A)  the American Legion representative who came to your house selling chances on a new Ford truck 
B)  the counter person at Wendy's who sells you a plain baked potato 
C)  the State Farm insurance rep who sold you a new life insurance policy 
D)  the sales person asking businesses to participate in a trade show for franchisors 
E)  a Boy Scout who asks for a donation of canned food to give to the homeless shelter 
A)  the American Legion representative who came to your house selling chances on a new Ford truck 
B)  the counter person at Wendy's who sells you a plain baked potato 
C)  the State Farm insurance rep who sold you a new life insurance policy 
D)  the sales person asking businesses to participate in a trade show for franchisors 
E)  a Boy Scout who asks for a donation of canned food to give to the homeless shelter

Question 2

Routine reorders and new orders for standardized items are being increasingly sold through telemarketing.

Accepted Answer

A) True 
 B)False

Question 3

To _____ a prospect, a sales person should determine whether a prospective customer has the necessary  willingness, purchasing power, and authority to buy.

Accepted Answer

The answer of To _____ a prospect, a sales person...

Question 4

About twice a year, Charles's sales manager goes with him to visit clients. What is the most likely reason for the sales manager's actions?

Accepted Answer

A)  It is a good supervisory method. 
B)  The sales manager wants to keep her own sales license current. 
C)  If the sales manager does not use the money allotted to her expense account, she will lose it. 
D)  The sales manager likes to spy on her sales reps. 
E)  The sales manager is trying to get a share of Charles's commission for herself. 
A)  It is a good supervisory method. 
B)  The sales manager wants to keep her own sales license current. 
C)  If the sales manager does not use the money allotted to her expense account, she will lose it. 
D)  The sales manager likes to spy on her sales reps. 
E)  The sales manager is trying to get a share of Charles's commission for herself.

Question 5

Hamilton Industries makes reproductions of architectural features for the renovation of 19th century buildings. It is considering abandoning the straight-commission plan for compensating sales people because that plan:

Accepted Answer

A)  rewards missionary sales people inequitably. 
B)  makes it difficult to get sales people to engage in customer service. 
C)  provides no incentive to maximize sales volume. 
D)  gives management too much control over the activities of the sales force. 
E)  becomes a fixed cost. 
A)  rewards missionary sales people inequitably. 
B)  makes it difficult to get sales people to engage in customer service. 
C)  provides no incentive to maximize sales volume. 
D)  gives management too much control over the activities of the sales force. 
E)  becomes a fixed cost.

Question 6

The preapproach to selling might include:

Accepted Answer

A)  determining if the prospect is able to buy. 
B)  finding the prospect. 
C)  determining if the prospect wants to buy. 
D)  identifying the prospect's personal habits and preferences. 
E)  doing all of the above. 
A)  determining if the prospect is able to buy. 
B)  finding the prospect. 
C)  determining if the prospect wants to buy. 
D)  identifying the prospect's personal habits and preferences. 
E)  doing all of the above.

Question 7

Management must provide sales people, especially outside sales forces, with a high degree of motivation.

Accepted Answer

A) True 
 B)False

Question 8

The first step in an effective recruiting system is:

Accepted Answer

A)  to select the most qualified person for the job from the internal labor force. 
B)  to establish the proper hiring specifications. 
C)  notification of a vacancy. 
D)  to hire a professional employment agency. 
E)  to recruit applicants. 
A)  to select the most qualified person for the job from the internal labor force. 
B)  to establish the proper hiring specifications. 
C)  notification of a vacancy. 
D)  to hire a professional employment agency. 
E)  to recruit applicants.

Question 9

The toughest objections a sales person will encounter during a sales presentation are:

Accepted Answer

A)  about price. 
B)  about delivery scheduling because sales people do not control distribution channels. 
C)  about how the product is being advertised. 
D)  those that are unspoken. 
E)  those the sales person pretends not to hear. 
A)  about price. 
B)  about delivery scheduling because sales people do not control distribution channels. 
C)  about how the product is being advertised. 
D)  those that are unspoken. 
E)  those the sales person pretends not to hear.

Question 10

Relationship selling:

Accepted Answer

A)  is sometimes an extension of team selling. 
B)  allows the sales person to develop deeper, longer-lasting relationships with key customers. 
C)  may be used by individual sales reps. 
D)  requires the seller to have a customer orientation. 
E)  is described by all of the above. 
A)  is sometimes an extension of team selling. 
B)  allows the sales person to develop deeper, longer-lasting relationships with key customers. 
C)  may be used by individual sales reps. 
D)  requires the seller to have a customer orientation. 
E)  is described by all of the above.

Question 11

Andre wants to sell Teko Ecoploy socks, an earth-friendly product made from recycled plastic bottles, to a buyer for chain of luxury hotels. During his preapproach, Andre:

Accepted Answer

A)  could determine how the buyer feels about planet-friendly products. 
B)  determine the size of the order 
C)  is engaged in the qualifying process. 
D)  is looking for prospects. 
E)  is handling objections. 
A)  could determine how the buyer feels about planet-friendly products. 
B)  determine the size of the order 
C)  is engaged in the qualifying process. 
D)  is looking for prospects. 
E)  is handling objections.

Question 12

How do sales positions differ from most other business positions?

Accepted Answer

A)  Sales people represent their organizations to the outside world. 
B)  Sales people are directly responsible for generating revenues. 
C)  Sales people operate with little or no direct supervision. 
D)  Sales people frequently must travel a considerable amount. 
E)  All of the above are ways in which sales positions differ from most other business positions. 
A)  Sales people represent their organizations to the outside world. 
B)  Sales people are directly responsible for generating revenues. 
C)  Sales people operate with little or no direct supervision. 
D)  Sales people frequently must travel a considerable amount. 
E)  All of the above are ways in which sales positions differ from most other business positions.

Question 13

Near the end of the sales presentation for a Krups ice cream maker, when it looked as if all the customer's objections had been met, Jeffery asked him, "Can't you just taste how good fresh ice cream will taste next summer, or do you really prefer that stale store-bought ice cream taste?" This is an example of a(n) _____ close.

Accepted Answer

A)  presumptive 
B)  experimental 
C)  declarative 
D)  trial 
E)  imperative 
A)  presumptive 
B)  experimental 
C)  declarative 
D)  trial 
E)  imperative

Question 14

A(n) _____ provides information and other services for existing or potential customers, performs promotional activities, builds goodwill, but does not take orders.

Accepted Answer

A)  consultative sales person 
B)  manufacturer's representative 
C)  knowledge broker 
D)  sales agent 
E)  missionary sales person 
A)  consultative sales person 
B)  manufacturer's representative 
C)  knowledge broker 
D)  sales agent 
E)  missionary sales person

Question 15

When Linda Roberts opened the Flower Bin, a flower and gift store, she knew to make her business a success she had to keep customers aware of her business. She encourages her customers to regularly visit her shop by constantly offering new items--she has turned the store into a "vibrant, evolving environment." Any consumer who enters the store is treated warmly like an old friend, and her repeat business is the key to the profitability of the store. From this information, you know Roberts uses:

Accepted Answer

A)  team selling. 
B)  a selling center. 
C)  sales integration. 
D)  dynamic selling. 
E)  relationship selling. 
A)  team selling. 
B)  a selling center. 
C)  sales integration. 
D)  dynamic selling. 
E)  relationship selling.

Question 16

Which of the following is NOT a category of sales professional listed in the text?

Accepted Answer

A)  inside order taker 
B)  sales engineer 
C)  outside order taker 
D)  drop shipper 
E)  missionary sales person 
A)  inside order taker 
B)  sales engineer 
C)  outside order taker 
D)  drop shipper 
E)  missionary sales person

Question 17

Employees of Sears who sell clothes, appliances, tools, and other merchandise engage in:

Accepted Answer

A)  inside selling. 
B)  missionary selling. 
C)  need-satisfaction selling. 
D)  outside selling. 
E)  placed-based selling. 
A)  inside selling. 
B)  missionary selling. 
C)  need-satisfaction selling. 
D)  outside selling. 
E)  placed-based selling.

Question 18

Personal selling is defined as a subset of direct marketing.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following statements describes a significant drawback associated with the use of a salary-only plan?

Accepted Answer

A)  A salary-only plan does not offer incentive for sales people to increase their sales volume. 
B)  With a salary-only plan, the money paid to sales people for performing their job becomes a variable expense. 
C)  Management will find it more difficult to control sales people being paid using a salary-only plan thanwith other means of compensation. 
D)  Management will find it difficult to get sales people to perform nonselling tasks when using a salary-only plan. 
E)  None of the above statements describes a drawback associated with the use of salary-only plans. 
A)  A salary-only plan does not offer incentive for sales people to increase their sales volume. 
B)  With a salary-only plan, the money paid to sales people for performing their job becomes a variable expense. 
C)  Management will find it more difficult to control sales people being paid using a salary-only plan thanwith other means of compensation. 
D)  Management will find it difficult to get sales people to perform nonselling tasks when using a salary-only plan. 
E)  None of the above statements describes a drawback associated with the use of salary-only plans.

Question 20

The most effective supervisory method for a sales manager to use is:

Accepted Answer

A)  volume of sales produced. 
B)  personal observation in the field. 
C)  conversations with customers. 
D)  sales meetings. 
E)  written reports from individual sales reps. 
A)  volume of sales produced. 
B)  personal observation in the field. 
C)  conversations with customers. 
D)  sales meetings. 
E)  written reports from individual sales reps.

Which of the following is the best example of inside selling?

Routine reorders and new orders for standardized items are being increasingly sold through telemarketing.

To _____ a prospect, a sales person should determine whether a prospective customer has the necessary willingness, purchasing power, and authority to buy.

About twice a year, Charles's sales manager goes with him to visit clients. What is the most likely reason for the sales manager's actions?

Hamilton Industries makes reproductions of architectural features for the renovation of 19th century buildings. It is considering abandoning the straight-commission plan for compensating sales people because that plan:

The preapproach to selling might include:

Management must provide sales people, especially outside sales forces, with a high degree of motivation.

The first step in an effective recruiting system is:

The toughest objections a sales person will encounter during a sales presentation are:

Relationship selling:

Andre wants to sell Teko Ecoploy socks, an earth-friendly product made from recycled plastic bottles, to a buyer for chain of luxury hotels. During his preapproach, Andre:

How do sales positions differ from most other business positions?

A(n) _____ provides information and other services for existing or potential customers, performs promotional activities, builds goodwill, but does not take orders.

Which of the following is NOT a category of sales professional listed in the text?

Employees of Sears who sell clothes, appliances, tools, and other merchandise engage in:

Personal selling is defined as a subset of direct marketing.

Which of the following statements describes a significant drawback associated with the use of a salary-only plan?

The most effective supervisory method for a sales manager to use is:

The Field of Marketing

The Dynamic Marketing Environment

Global Markets and Marketing

Consumer Markets and Buying Behavior

Business Markets and Buying Behavior

Marketing Research and Market Information

Product Planning and Development

Product-Mix Strategies

Brands, Packaging, and Other Product Features

Services Marketing

Price Determination

Pricing Strategies

Channels of Distribution

Retailing

Wholesaling and Physical Distribution

Integrated Marketing Communications

Advertising, Sales Promotion, and Public Relations

Strategic Marketing Planning

Marketing Implementation and Evaluation

Marketing and the Information Economy

Market Segmentation Targeting and Positioning

Filters

Exam 18: Personal Selling and Sales Management

Which of the following is the best example of inside selling?

Routine reorders and new orders for standardized items are being increasingly sold through telemarketing.

To _____ a prospect, a sales person should determine whether a prospective customer has the necessary willingness, purchasing power, and authority to buy.

About twice a year, Charles's sales manager goes with him to visit clients. What is the most likely reason for the sales manager's actions?

Hamilton Industries makes reproductions of architectural features for the renovation of 19th century buildings. It is considering abandoning the straight-commission plan for compensating sales people because that plan:

The preapproach to selling might include:

Management must provide sales people, especially outside sales forces, with a high degree of motivation.

The first step in an effective recruiting system is:

The toughest objections a sales person will encounter during a sales presentation are:

Relationship selling:

Andre wants to sell Teko Ecoploy socks, an earth-friendly product made from recycled plastic bottles, to a buyer for chain of luxury hotels. During his preapproach, Andre:

How do sales positions differ from most other business positions?

A(n) _____ provides information and other services for existing or potential customers, performs promotional activities, builds goodwill, but does not take orders.

Which of the following is NOT a category of sales professional listed in the text?

Employees of Sears who sell clothes, appliances, tools, and other merchandise engage in:

Personal selling is defined as a subset of direct marketing.

Which of the following statements describes a significant drawback associated with the use of a salary-only plan?

The most effective supervisory method for a sales manager to use is:

The Field of Marketing

The Dynamic Marketing Environment

Global Markets and Marketing

Consumer Markets and Buying Behavior

Business Markets and Buying Behavior

Marketing Research and Market Information

Product Planning and Development

Product-Mix Strategies

Brands, Packaging, and Other Product Features

Services Marketing

Price Determination

Pricing Strategies

Channels of Distribution

Retailing

Wholesaling and Physical Distribution

Integrated Marketing Communications

Advertising, Sales Promotion, and Public Relations

Strategic Marketing Planning

Marketing Implementation and Evaluation

Marketing and the Information Economy

Market Segmentation Targeting and Positioning

Filters