Question 1

A salary-only plan should be used when the organization is opening new territories or selling a technical product with a lengthy negotiation period.

Accepted Answer

A) True 
 B)False

Question 2

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 do not have profit responsibilities. 
C)  Sales people pay their own expenses. 
D)  Typically sales people are very closely supervised. 
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 do not have profit responsibilities. 
C)  Sales people pay their own expenses. 
D)  Typically sales people are very closely supervised. 
E)  All of the above are ways in which sales positions differ from most other business positions.

Question 3

The sales person could emphasize the uniqueness of the Oriental rug that Mrs. DeMarco purchased as a way to minimize her cognitive dissonance.

Accepted Answer

A) True 
 B)False

Question 4

The most heavily used form of promotion, measured in dollar expenditures or number of people employed is:

Accepted Answer

A)  print advertising. 
B)  sales promotions. 
C)  personal selling. 
D)  public relations. 
E)  Internet advertising. 
A)  print advertising. 
B)  sales promotions. 
C)  personal selling. 
D)  public relations. 
E)  Internet advertising.

Question 5

Kamila asked the customer, "Do you want your new gas grill delivered Monday afternoon or Tuesday morning?" She was engaged in:

Accepted Answer

A)  postponing objections. 
B)  a trial close. 
C)  the preapproach. 
D)  after-the-sale service. 
E)  qualifying the prospect. 
A)  postponing objections. 
B)  a trial close. 
C)  the preapproach. 
D)  after-the-sale service. 
E)  qualifying the prospect.

Question 6

_____ _____ can be defined as the personal communication of information to persuade somebody to buy  something.

Accepted Answer

The answer of _____ _____ can be defined as the...

Question 7

The _____ method for compensating the sales force maximizes security and stability of earnings to a sales person.

Accepted Answer

A)  incentives plus commission 
B)  salary-only 
C)  straight commission 
D)  commission plus expenses 
E)  salary plus commission 
A)  incentives plus commission 
B)  salary-only 
C)  straight commission 
D)  commission plus expenses 
E)  salary plus commission

Question 8

As part of the sales presentation, a sales person may periodically venture a(n) _____ close to test the prospect's willingness to buy.

Accepted Answer

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

Question 9

In which of the following situations would a consumer most likely experience cognitive dissonance?

Accepted Answer

A)  During a canned presentation, the prospect learns the Consumer Union has voted this product to be the best of its type on the market. 
B)  Two weeks after the purchase, the customer discovers another company sells the identical item for 20 percent less. 
C)  While closing the sale, the sales person satisfactorily answers all the prospect's objections. 
D)  After deciding to purchase the product, the customer learns the item has a lifetime guarantee. 
E)  During the sales presentation, the sales person drops the product on the floor to show that it is unbreakable. 
A)  During a canned presentation, the prospect learns the Consumer Union has voted this product to be the best of its type on the market. 
B)  Two weeks after the purchase, the customer discovers another company sells the identical item for 20 percent less. 
C)  While closing the sale, the sales person satisfactorily answers all the prospect's objections. 
D)  After deciding to purchase the product, the customer learns the item has a lifetime guarantee. 
E)  During the sales presentation, the sales person drops the product on the floor to show that it is unbreakable.

Question 10

Most sales people in the United States 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 11

Management of a sales force involves application of the three-stage management process. Which of these stages includes the management activity of sales forecasting?

Accepted Answer

A)  evaluation 
B)  strategy formulation 
C)  compensation 
D)  planning 
E)  implementation 
A)  evaluation 
B)  strategy formulation 
C)  compensation 
D)  planning 
E)  implementation

Question 12

To deal with objections during a sales presentation, the sales person should know:

Accepted Answer

A)  that product demonstrations should be avoided whenever possible. 
B)  how to show the product's benefit to his or her customer. 
C)  that if one sells an excellent product, there are no objections. 
D)  that canned presentations ensure the individual sales person's personality does not enter into the sale. 
E)  that there is a commonly used, fairly strict pattern of behavior that must be followed to hold the prospect's interest. 
A)  that product demonstrations should be avoided whenever possible. 
B)  how to show the product's benefit to his or her customer. 
C)  that if one sells an excellent product, there are no objections. 
D)  that canned presentations ensure the individual sales person's personality does not enter into the sale. 
E)  that there is a commonly used, fairly strict pattern of behavior that must be followed to hold the prospect's interest.

Question 13

LWC, Limited makes water filtration systems that remove iron, sulfur, and manganese from the water. A sales person for LWC has been given the Gulf Coast sales territory. She is currently making a list of businesses and their owners that could benefit from the installation of a water filtration system. What stage of the selling process is she engaged in?

Accepted Answer

A)  closing 
B)  the presentation 
C)  prospecting 
D)  qualifying 
E)  meeting objections 
A)  closing 
B)  the presentation 
C)  prospecting 
D)  qualifying 
E)  meeting objections

Question 14

Most sales people in the United States belong to outside sales forces.

Accepted Answer

A) True 
 B)False

Question 15

Which of the elements of the promotional mix is best for minimizing wasted effort by pinpointing the target market?

Accepted Answer

A)  advertising 
B)  personal selling 
C)  sales promotion 
D)  publicity 
E)  public relations 
A)  advertising 
B)  personal selling 
C)  sales promotion 
D)  publicity 
E)  public relations

Question 16

The first step in a sales presentation is to:

Accepted Answer

A)  compliment the customer. 
B)  attract attention or generate curiosity. 
C)  list all the possible objections. 
D)  present a sales talk. 
E)  find out what products the customer is now using. 
A)  compliment the customer. 
B)  attract attention or generate curiosity. 
C)  list all the possible objections. 
D)  present a sales talk. 
E)  find out what products the customer is now using.

Question 17

The Adams Heritage Gallery sells wall tapestries and other forms of fabric art. Once its owner, Constance Ray, determines a potential buyer is both willing and financially able to buy a piece of art, she should:

Accepted Answer

A)  tell the artist that someone may buy his or her work. 
B)  make a presentation in which she generates interest in a particular piece and stimulates desire for that piece. 
C)  do more prospecting. 
D)  list all of the potential buyer's objections. 
E)  close the sale. 
A)  tell the artist that someone may buy his or her work. 
B)  make a presentation in which she generates interest in a particular piece and stimulates desire for that piece. 
C)  do more prospecting. 
D)  list all of the potential buyer's objections. 
E)  close the sale.

Question 18

Gross margins by product lines, order numbers, closing rates, and number of new accounts are all examples of _____ output bases.

Accepted Answer

The answer of Gross margins by product lines, order numbers,...

Question 19

No sales person should be hired unless he or she has taken a personality test to determine how that sales person will interrelate with customers.

Accepted Answer

A) True 
 B)False

Question 20

Teleflora is an Internet and telephone marketer of flowers and specialty gifts. Teleflora utilizes 33.000 independent florists who adhere to the highest quality and service standards as prescribed by Teleflora. When orders are placed at the Teleflora toll-free number or on the Teleflora Web site, a company representative contacts the florist nearest to the gift recipient and provides the details so the gift can be sent as ordered. Its primary competitor is FTD, which has 20,000 members. To distinguish itself from the competition, Teleflora publishes the Retail Florist magazine to help florists with their marketing, management, and training activities.
-To take advantage of the trend to display patriotic items in American's homes, Retail Florist recommends florists group various patriotic items into a cohesive vignette. In terms of AIDA, the merchandise grouping is intended to:

Accepted Answer

A)  substitute for the preapproach. 
B)  create demand for the items. 
C)  substitute for the trial close. 
D)  attract attention to the items. 
E)  avoid customers' objections. 
A)  substitute for the preapproach. 
B)  create demand for the items. 
C)  substitute for the trial close. 
D)  attract attention to the items. 
E)  avoid customers' objections.

A salary-only plan should be used when the organization is opening new territories or selling a technical product with a lengthy negotiation period.

How do sales positions differ from most other business positions?

The sales person could emphasize the uniqueness of the Oriental rug that Mrs. DeMarco purchased as a way to minimize her cognitive dissonance.

The most heavily used form of promotion, measured in dollar expenditures or number of people employed is:

Kamila asked the customer, "Do you want your new gas grill delivered Monday afternoon or Tuesday morning?" She was engaged in:

_ _ can be defined as the personal communication of information to persuade somebody to buy something.

The _____ method for compensating the sales force maximizes security and stability of earnings to a sales person.

As part of the sales presentation, a sales person may periodically venture a(n) _____ close to test the prospect's willingness to buy.

In which of the following situations would a consumer most likely experience cognitive dissonance?

Most sales people in the United States engage in:

Management of a sales force involves application of the three-stage management process. Which of these stages includes the management activity of sales forecasting?

To deal with objections during a sales presentation, the sales person should know:

Most sales people in the United States belong to outside sales forces.

Which of the elements of the promotional mix is best for minimizing wasted effort by pinpointing the target market?

The first step in a sales presentation is to:

The Adams Heritage Gallery sells wall tapestries and other forms of fabric art. Once its owner, Constance Ray, determines a potential buyer is both willing and financially able to buy a piece of art, she should:

Gross margins by product lines, order numbers, closing rates, and number of new accounts are all examples of _____ output bases.

No sales person should be hired unless he or she has taken a personality test to determine how that sales person will interrelate with customers.

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

A salary-only plan should be used when the organization is opening new territories or selling a technical product with a lengthy negotiation period.

How do sales positions differ from most other business positions?

The sales person could emphasize the uniqueness of the Oriental rug that Mrs. DeMarco purchased as a way to minimize her cognitive dissonance.

The most heavily used form of promotion, measured in dollar expenditures or number of people employed is:

Kamila asked the customer, "Do you want your new gas grill delivered Monday afternoon or Tuesday morning?" She was engaged in:

_____ _____ can be defined as the personal communication of information to persuade somebody to buy something.

The _____ method for compensating the sales force maximizes security and stability of earnings to a sales person.

As part of the sales presentation, a sales person may periodically venture a(n) _____ close to test the prospect's willingness to buy.

In which of the following situations would a consumer most likely experience cognitive dissonance?

Most sales people in the United States engage in:

Management of a sales force involves application of the three-stage management process. Which of these stages includes the management activity of sales forecasting?

To deal with objections during a sales presentation, the sales person should know:

Most sales people in the United States belong to outside sales forces.

Which of the elements of the promotional mix is best for minimizing wasted effort by pinpointing the target market?

The first step in a sales presentation is to:

The Adams Heritage Gallery sells wall tapestries and other forms of fabric art. Once its owner, Constance Ray, determines a potential buyer is both willing and financially able to buy a piece of art, she should:

Gross margins by product lines, order numbers, closing rates, and number of new accounts are all examples of _____ output bases.

No sales person should be hired unless he or she has taken a personality test to determine how that sales person will interrelate with customers.

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

_ _ can be defined as the personal communication of information to persuade somebody to buy something.