Question 1

_____ 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 (TQM) 
D) Customer relationship management (CRM) 
A) Organizational optimization 
B) ​Profit maximization 
C) ​Total quality management (TQM) 
D) Customer relationship management (CRM) D

Question 2

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. D

Question 3

A good salesperson considers objections a hindrance to the purchase decision.

Accepted Answer

A) True 
 B)False  False

Question 4

AutomatedFry Inc.is the leading manufacturer of ventless deep fryers.It has developed a new high-capacity fryer.To identify the prospective clients for its latest product,it sends out brochures to thousands of food-service managers along with a detachable card that the managers can use to request more information.Based on this information,AutomatedFry Inc.is involved in the _____ step of the selling process.​

Accepted Answer

A) needs assessment 
B) ​lead generation 
C) ​sales presentation 
D) knowledge management 
A) needs assessment 
B) ​lead generation 
C) ​sales presentation 
D) knowledge management

Question 5

A sales manager at Guilden Corporation,a manufacturer of consumer durable goods,has instructed his new salesperson,Rita,to sell five flat screen televisions per week.In addition to this,she is also expected to identify ten potential customers.These instructions given to Rita are referred to as _____.​

Accepted Answer

A) referrals 
B) ​sales leads 
C) ​quotas 
D) touch points 
A) referrals 
B) ​sales leads 
C) ​quotas 
D) touch points

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

AutomatedFry Inc.is the leading manufacturer of ventless deep fryers.It has developed a new high-capacity fryer.To identify the prospective clients for its latest product,it sends out brochures to thousands of food-service managers along with a detachable card that the managers can use to request more information.Based on this information,AutomatedFry Inc.is involved in the__________step of the selling process.

Accepted Answer

The answer of AutomatedFry Inc.is the leading manufacturer of ventless...

Question 8

A sales manager at Guilden Corporation,a manufacturer of consumer durable goods,has instructed his new salesperson,Rita,to sell five flat screen televisions per week.In addition to this,she is also expected to identify ten potential customers.These instructions given to Rita are referred to as__________.

Accepted Answer

The answer of A sales manager at Guilden Corporation,a manufacturer...

Question 9

__________involves determining the recognized need,buying power,and receptivity and accessibility of a sales prospect.

Accepted Answer

The answer of __________involves determining the recognized need,buying power,and receptivity...

Question 10

Why do effective negotiators avoid using price as a negotiation tool?

Accepted Answer

Effective negotiators avoid using price

Question 11

_____ systems free sales representatives from the time-consuming task of following up on leads to determine need,buying power,and receptiveness.​

Accepted Answer

A) Prequalification 
B) ​Database mining 
C) ​Referral 
D) Cold calling 
A) Prequalification 
B) ​Database mining 
C) ​Referral 
D) Cold calling

Question 12

_____ involves determining the recognized need,buying power,and receptivity and accessibility of a sales prospect.​

Accepted Answer

A) Negotiation 
B) ​Customization 
C) ​Lead reciprocity 
D) Lead qualification 
A) Negotiation 
B) ​Customization 
C) ​Lead reciprocity 
D) Lead qualification

Question 13

How can personal selling reduce the costs of promoting a product or service?

Accepted Answer

A) By promoting a product to both qualified and nonqualified prospects 
B) By promoting undifferentiated sales messages toward prospective consumers 
C) By purchasing advertising and sales promotions in large amounts 
D) By adjusting the size of the sales force in one-person increments 
A) By promoting a product to both qualified and nonqualified prospects 
B) By promoting undifferentiated sales messages toward prospective consumers 
C) By purchasing advertising and sales promotions in large amounts 
D) By adjusting the size of the sales force in one-person increments

Question 14

When compared to other forms of promotion,personal selling:

Accepted Answer

A) becomes more important as the number of potential customers increases. 
B) tends to be more effective in selling frequently purchased products. 
C) gives more freedom for the sales message to be customized according to the interests of the prospective customers. 
D) provides better prospects for the sale of simple,low-involvement products that require little thought before purchase. 
A) becomes more important as the number of potential customers increases. 
B) tends to be more effective in selling frequently purchased products. 
C) gives more freedom for the sales message to be customized according to the interests of the prospective customers. 
D) provides better prospects for the sale of simple,low-involvement products that require little thought before purchase.

Question 15

The final stage of sales management is evaluating the effectiveness and performance of a company's sales force.

Accepted Answer

A) True 
 B)False

Question 16

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

Question 17

_____ is the point at which a customer and a company representative exchange information and develop learning relationships.​

Accepted Answer

A) Lead generation 
B) ​An intervention 
C) ​Lead qualification 
D) An interaction 
A) Lead generation 
B) ​An intervention 
C) ​Lead qualification 
D) An interaction

Question 18

Effective sales management begins with:

Accepted Answer

A) determining sales goals. 
B) determining the most efficient structure for the sales force. 
C) specifying the sales force size. 
D) designing a compensation plan. 
A) determining sales goals. 
B) determining the most efficient structure for the sales force. 
C) specifying the sales force size. 
D) designing a compensation plan.

Question 19

Salespeople ensure that delivery schedules are met,that the products or services perform as promised,and that buyers' employees are trained to use the products in the _____ step of the selling process.​

Accepted Answer

A) preapproach 
B) ​needs assessment 
C) ​lead qualification 
D) follow-up 
A) preapproach 
B) ​needs assessment 
C) ​lead qualification 
D) follow-up

Question 20

During the preapproach stage of the selling process,a salesperson should:

Accepted Answer

A) provide information about various referrals and discounts available. 
B) learn as much as possible about a prospect's organization and its buyers. 
C) create point-of-purchase displays. 
D) handle price objections and close the sale. 
A) provide information about various referrals and discounts available. 
B) learn as much as possible about a prospect's organization and its buyers. 
C) create point-of-purchase displays. 
D) handle price objections and close the sale.

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

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

A good salesperson considers objections a hindrance to the purchase decision.

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.

__________involves determining the recognized need,buying power,and receptivity and accessibility of a sales prospect.

Why do effective negotiators avoid using price as a negotiation tool?

_____ systems free sales representatives from the time-consuming task of following up on leads to determine need,buying power,and receptiveness.

_____ involves determining the recognized need,buying power,and receptivity and accessibility of a sales prospect.

How can personal selling reduce the costs of promoting a product or service?

When compared to other forms of promotion,personal selling:

The final stage of sales management is evaluating the effectiveness and performance of a company's sales force.

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

_____ is the point at which a customer and a company representative exchange information and develop learning relationships.

Effective sales management begins with:

Salespeople ensure that delivery schedules are met,that the products or services perform as promised,and that buyers' employees are trained to use the products in the _____ step of the selling process.

During the preapproach stage of the selling process,a salesperson should:

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

Marketing Channels

Retailing

Marketing Communications

Advertising, public Relations, and Sales Promotion

Social Media and Marketing

Pricing Concepts

Setting the Right Price

Filters

Exam 18: Personal Selling and Sales Management

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

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

A good salesperson considers objections a hindrance to the purchase decision.

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.

__________involves determining the recognized need,buying power,and receptivity and accessibility of a sales prospect.

Why do effective negotiators avoid using price as a negotiation tool?

_____ systems free sales representatives from the time-consuming task of following up on leads to determine need,buying power,and receptiveness.​

_____ involves determining the recognized need,buying power,and receptivity and accessibility of a sales prospect.​

How can personal selling reduce the costs of promoting a product or service?

When compared to other forms of promotion,personal selling:

The final stage of sales management is evaluating the effectiveness and performance of a company's sales force.

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

_____ is the point at which a customer and a company representative exchange information and develop learning relationships.​

Effective sales management begins with:

Salespeople ensure that delivery schedules are met,that the products or services perform as promised,and that buyers' employees are trained to use the products in the _____ step of the selling process.​

During the preapproach stage of the selling process,a salesperson should:

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

Marketing Channels

Retailing

Marketing Communications

Advertising, public Relations, and Sales Promotion

Social Media and Marketing

Pricing Concepts

Setting the Right Price

Filters

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

_____ systems free sales representatives from the time-consuming task of following up on leads to determine need,buying power,and receptiveness.

_____ involves determining the recognized need,buying power,and receptivity and accessibility of a sales prospect.

_____ is the point at which a customer and a company representative exchange information and develop learning relationships.

Salespeople ensure that delivery schedules are met,that the products or services perform as promised,and that buyers' employees are trained to use the products in the _____ step of the selling process.