Question 1

To service their largest and most profitable customers, many large international corporations are forming:

Accepted Answer

A)  international sales agencies. 
B)  global brokerage companies. 
C)  global sales teams. 
D)  international selling committees. 
E)  systems for multinational selling. 
A)  international sales agencies. 
B)  global brokerage companies. 
C)  global sales teams. 
D)  international selling committees. 
E)  systems for multinational selling.

Question 2

The final step in an effective recruiting system is:

Accepted Answer

A)  the maintenance of a recruitment pool. 
B)  termination. 
C)  a job design review. 
D)  the exit interview 
E)  performance evaluation. 
A)  the maintenance of a recruitment pool. 
B)  termination. 
C)  a job design review. 
D)  the exit interview 
E)  performance evaluation.

Question 3

Jerry Hallett made a sales call on the owner of a landscaping company to explain the advantages and features of the new Neelco Shrub Buddy for fertilizing plants in hard-to-get-to areas. Hallett is trained to answer any technical questions about the system and its use, to show the owner how the Shrub Buddy could be tailored to meet his specific needs, and to close the sale. Hallett acted as a(n):

Accepted Answer

A)  sales engineer. 
B)  outside order taker. 
C)  inside order taker. 
D)  missionary sales person. 
E)  detail sales person. 
A)  sales engineer. 
B)  outside order taker. 
C)  inside order taker. 
D)  missionary sales person. 
E)  detail sales person.

Question 4

Some qualitative measures that can be used to evaluate the effectiveness of a sales person include product knowledge, personality and attitude, and personal appearance.

Accepted Answer

A) True 
 B)False

Question 5

Wagner Electronics sells meters to measure the moisture content in lumber used in building. Too high a moisture level often produces warping and makes the finished product unattractive and unmarketable. To find people who are interested in owning one of its highly rated moisture content measurement devices, Wagner Electronics ran an ad in a woodworking trade journal. The ad asked anyone interested in learning more about the meter to call a toll-free number. What stage in the sales process does this sort of ad represent?

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 6

Karel is a missionary sales person for a company that manufactures the cameras that took photographs of the sunken remains of the Titanic. As a missionary sales person, Karel is most likely to receive what form of compensation?

Accepted Answer

A)  incentive plus commission 
B)  straight commission 
C)  expenses only because missionary sales people are, by definition, not compensated 
D)  commission plus expenses 
E)  salary-only 
A)  incentive plus commission 
B)  straight commission 
C)  expenses only because missionary sales people are, by definition, not compensated 
D)  commission plus expenses 
E)  salary-only

Question 7

A good source of leads for a sales person could be:

Accepted Answer

A)  current customers. 
B)  his or her sales manager. 
C)  trade associations. 
D)  industry directories. 
E)  any of the above. 
A)  current customers. 
B)  his or her sales manager. 
C)  trade associations. 
D)  industry directories. 
E)  any of the above.

Question 8

Telemarketing can be used to:

Accepted Answer

A)  improve relationships with middlemen. 
B)  seek leads to new accounts. 
C)  process orders for standardized products. 
D)  deal with small-order customers. 
E)  do all of the above. 
A)  improve relationships with middlemen. 
B)  seek leads to new accounts. 
C)  process orders for standardized products. 
D)  deal with small-order customers. 
E)  do all of the above.

Question 9

The style of selling used by Saturn Corp. is built around fixed, no-haggle prices, full book prices for trade-ins, and patient explanations of all car features. Saturn also hosts the Saturn Homecoming when it invites all Saturn owners and their families to visit the factory where their cars were built and meet other Saturn owners. During the Homecoming, which lasts an entire weekend, the company stages events the whole family can enjoy together. This sort of effort is an example of:

Accepted Answer

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

Question 10

The selling responsibilities for a(n) _____ are secondary to his or her other duties even though most are authorized to look for selling opportunities.

Accepted Answer

A)  delivery-sales person 
B)  outside order taker 
C)  outside order getter 
D)  inside order getter 
E)  inside order taker 
A)  delivery-sales person 
B)  outside order taker 
C)  outside order getter 
D)  inside order getter 
E)  inside order taker

Question 11

Telemarketing can be used to improve relationships with middlemen and as a prospecting tool.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following describes a benefit associated with systems selling?

Accepted Answer

A)  Systems selling produces a larger initial sale than regular selling. 
B)  Systems selling reduces compatibility problems for the buyer. 
C)  With systems selling, the supplier is often retained to provide after-the-sale service. 
D)  With systems selling, the supplier is in an excellent position to provide upgrades in the future. 
E)  All of the above statements about systems selling are True. 
A)  Systems selling produces a larger initial sale than regular selling. 
B)  Systems selling reduces compatibility problems for the buyer. 
C)  With systems selling, the supplier is often retained to provide after-the-sale service. 
D)  With systems selling, the supplier is in an excellent position to provide upgrades in the future. 
E)  All of the above statements about systems selling are True.

Question 13

The management of Floral Treats Cosmetics wants its sales people to sell aggressively and engage in virtually no missionary activities. The cosmetics firm is not financially strong, and so its management wants to relate the compensation plan directly to gross margins. Floral Treats should use a _____ plan for paying its sales force.

Accepted Answer

A)  salary-only 
B)  combination 
C)  salary plus bonus 
D)  straight-commission 
E)  salary plus commission 
A)  salary-only 
B)  combination 
C)  salary plus bonus 
D)  straight-commission 
E)  salary plus commission

Question 14

In the early 1990s, when Sears introduced a _____ compensation plan, it was discovered that employees in the Sears Auto Centers were recommending unnecessary work on customers' cars to raise their take-home pay.

Accepted Answer

A)  salary-only 
B)  salary and fringe benefits 
C)  straight commission 
D)  salary plus expenses 
E)  nonfinancial reward 
A)  salary-only 
B)  salary and fringe benefits 
C)  straight commission 
D)  salary plus expenses 
E)  nonfinancial reward

Question 15

The sales person for a new pet food designed to help overweight pets lose weight collected the names of all of the veterinarians in the St. Louis area because he thought the veterinarians would be a good target for his personal selling activities. The pet food sales person was involved 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 16

The sales person for Western Metal Fabricators has found a customer who is interested in buying aluminum railing for a sports arena that is currently in the planning stage. Before the sales person can continue with the selling process, he must first determine whether the customer has the purchasing power and the authority to buy. In other words, the sales person has to engage in:

Accepted Answer

A)  data mining. 
B)  qualifying. 
C)  prospecting. 
D)  creating a preapproach. 
E)  research selling. 
A)  data mining. 
B)  qualifying. 
C)  prospecting. 
D)  creating a preapproach. 
E)  research selling.

Question 17

Sales personnel for Romertopf, a manufacturer of clay cookware, have been compensated in a variety of ways. In which of the following situations, if any, would a salary-only plan be most advisable?

Accepted Answer

A)  Romertopf is going to expand its marketing area and create three new sales territories. 
B)  Romertopf's present sales personnel are not self-motivating. 
C)  A new line of microwavable clay pots requires little nonselling missionary work. 
D)  Romertopf's management is no longer able to supervise its sales force. 
E)  A salary-only is inappropriate in all of the above situations. 
A)  Romertopf is going to expand its marketing area and create three new sales territories. 
B)  Romertopf's present sales personnel are not self-motivating. 
C)  A new line of microwavable clay pots requires little nonselling missionary work. 
D)  Romertopf's management is no longer able to supervise its sales force. 
E)  A salary-only is inappropriate in all of the above situations.

Question 18

Studies have proven that sales force automation always increases the efficiency and effectiveness of the sales force.

Accepted Answer

A) True 
 B)False

Question 19

A delivery-sales person is most likely to be involved in the sale and delivery of:

Accepted Answer

A)  road-building equipment. 
B)  lumber. 
C)  Red Fusion soft drinks. 
D)  bathroom fixtures. 
E)  automobile tires. 
A)  road-building equipment. 
B)  lumber. 
C)  Red Fusion soft drinks. 
D)  bathroom fixtures. 
E)  automobile tires.

Question 20

A major factor that limits the use personal selling by most organizations is its high cost.

Accepted Answer

A) True 
 B)False

To service their largest and most profitable customers, many large international corporations are forming:

The final step in an effective recruiting system is:

Some qualitative measures that can be used to evaluate the effectiveness of a sales person include product knowledge, personality and attitude, and personal appearance.

Karel is a missionary sales person for a company that manufactures the cameras that took photographs of the sunken remains of the Titanic. As a missionary sales person, Karel is most likely to receive what form of compensation?

A good source of leads for a sales person could be:

Telemarketing can be used to:

The selling responsibilities for a(n) _____ are secondary to his or her other duties even though most are authorized to look for selling opportunities.

Telemarketing can be used to improve relationships with middlemen and as a prospecting tool.

Which of the following describes a benefit associated with systems selling?

In the early 1990s, when Sears introduced a _____ compensation plan, it was discovered that employees in the Sears Auto Centers were recommending unnecessary work on customers' cars to raise their take-home pay.

The sales person for a new pet food designed to help overweight pets lose weight collected the names of all of the veterinarians in the St. Louis area because he thought the veterinarians would be a good target for his personal selling activities. The pet food sales person was involved in:

Sales personnel for Romertopf, a manufacturer of clay cookware, have been compensated in a variety of ways. In which of the following situations, if any, would a salary-only plan be most advisable?

Studies have proven that sales force automation always increases the efficiency and effectiveness of the sales force.

A delivery-sales person is most likely to be involved in the sale and delivery of:

A major factor that limits the use personal selling by most organizations is its high cost.

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

To service their largest and most profitable customers, many large international corporations are forming:

The final step in an effective recruiting system is:

Some qualitative measures that can be used to evaluate the effectiveness of a sales person include product knowledge, personality and attitude, and personal appearance.

Karel is a missionary sales person for a company that manufactures the cameras that took photographs of the sunken remains of the Titanic. As a missionary sales person, Karel is most likely to receive what form of compensation?

A good source of leads for a sales person could be:

Telemarketing can be used to:

The selling responsibilities for a(n) _____ are secondary to his or her other duties even though most are authorized to look for selling opportunities.

Telemarketing can be used to improve relationships with middlemen and as a prospecting tool.

Which of the following describes a benefit associated with systems selling?

In the early 1990s, when Sears introduced a _____ compensation plan, it was discovered that employees in the Sears Auto Centers were recommending unnecessary work on customers' cars to raise their take-home pay.

The sales person for a new pet food designed to help overweight pets lose weight collected the names of all of the veterinarians in the St. Louis area because he thought the veterinarians would be a good target for his personal selling activities. The pet food sales person was involved in:

Sales personnel for Romertopf, a manufacturer of clay cookware, have been compensated in a variety of ways. In which of the following situations, if any, would a salary-only plan be most advisable?

Studies have proven that sales force automation always increases the efficiency and effectiveness of the sales force.

A delivery-sales person is most likely to be involved in the sale and delivery of:

A major factor that limits the use personal selling by most organizations is its high cost.

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