Question 1

The disadvantage of a product sales organization is

Accepted Answer

A) it increases the number of salespersons in the salesforce since most product sales organizations are based around standard rebuys. 
B) there is a larger cost for sales since this method is chosen for products that inherently have little or no product variation. 
C) it significantly maximizes travel time,expenses,and duplication of selling effort from one territory to another. 
D) it increases the requirement for more sales managers since the salesforce is paid strictly on commission,which acts as a significant self-motivator. 
E) it produces high administration costs and duplication of selling effort because two company salespeople may call on the same customer. 
A) it increases the number of salespersons in the salesforce since most product sales organizations are based around standard rebuys. 
B) there is a larger cost for sales since this method is chosen for products that inherently have little or no product variation. 
C) it significantly maximizes travel time,expenses,and duplication of selling effort from one territory to another. 
D) it increases the requirement for more sales managers since the salesforce is paid strictly on commission,which acts as a significant self-motivator. 
E) it produces high administration costs and duplication of selling effort because two company salespeople may call on the same customer.

Question 2

A statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed is known as a

Accepted Answer

A) sales plan. 
B) salesforce framework. 
C) sales protocol. 
D) selling work order. 
E) sales assessment. 
A) sales plan. 
B) salesforce framework. 
C) sales protocol. 
D) selling work order. 
E) sales assessment.

Question 3

FloNetwork,Inc. ,is a company that has developed automation solutions for electronic marketing.Its software is able to handle all aspects of permission marketing-based campaigns from list generation and e-mail deployment to real-time tracking and in-depth analysis.To sell its system,the company conducts educational programs targeted to the technical staff in a prospective customer's information technology (IT)department to discuss recent technological developments with the product.In this situation,FloNetwork uses

Accepted Answer

A) partnership selling. 
B) seminar selling. 
C) conference selling. 
D) sales engineers. 
E) formula selling. 
A) partnership selling. 
B) seminar selling. 
C) conference selling. 
D) sales engineers. 
E) formula selling.

Question 4

A salesperson who processes routine orders or reorders for products that were already sold by the company is referred to as a(n)

Accepted Answer

A) order getter. 
B) missionary salesperson. 
C) order taker. 
D) sales engineer. 
E) order processor. 
A) order getter. 
B) missionary salesperson. 
C) order taker. 
D) sales engineer. 
E) order processor.

Question 5

Formulating the sales plan involves three tasks: setting objectives,organizing the salesforce,and

Accepted Answer

A) hiring sales reps. 
B) developing the marketing plan. 
C) establishing the budget. 
D) developing account management policies. 
E) identifying qualified leads. 
A) hiring sales reps. 
B) developing the marketing plan. 
C) establishing the budget. 
D) developing account management policies. 
E) identifying qualified leads.

Question 6

In the personal selling process,a telemarketer for a life insurance firm who calls and asks the head of the household,"If you were to die tomorrow,would your family be cared for?" is engaged in

Accepted Answer

A) stimulus-response selling. 
B) closing the sale. 
C) prospecting. 
D) order taking. 
E) creating a preapproach. 
A) stimulus-response selling. 
B) closing the sale. 
C) prospecting. 
D) order taking. 
E) creating a preapproach.

Question 7

A salesperson who specializes in identifying,analyzing,and solving customer problems and brings know-how and technical expertise to the selling situation,but often does not actually sell products and services is referred to as a

Accepted Answer

A) specialized order taker. 
B) designated order getter. 
C) missionary salesperson. 
D) sales engineer. 
E) sales technician. 
A) specialized order taker. 
B) designated order getter. 
C) missionary salesperson. 
D) sales engineer. 
E) sales technician.

Question 8

The primary way in which relationship selling creates customer value is by

Accepted Answer

A) assigning a single sales representative to a single customer. 
B) maintaining a long-term connection involving mutual respect and trust. 
C) guaranteeing fair and equitable prices for each client regardless of the size of the purchase. 
D) providing cumulative discounts based on customer loyalty and the length of the customer relationship. 
E) guaranteeing fair and equitable sales practices for each customer regardless of the frequency of the purchase. 
A) assigning a single sales representative to a single customer. 
B) maintaining a long-term connection involving mutual respect and trust. 
C) guaranteeing fair and equitable prices for each client regardless of the size of the purchase. 
D) providing cumulative discounts based on customer loyalty and the length of the customer relationship. 
E) guaranteeing fair and equitable sales practices for each customer regardless of the frequency of the purchase.

Question 9

Explain the selling model that Xerox uses.

Accepted Answer

A decade ago,Xerox shifted to a consulta

Question 10

The three types of personal selling are order taking,order getting,and

Accepted Answer

A) customer sales support. 
B) order fulfillment. 
C) order management. 
D) order processing. 
E) order shipment. 
A) customer sales support. 
B) order fulfillment. 
C) order management. 
D) order processing. 
E) order shipment.

Question 11

Team selling refers to the practice of

Accepted Answer

A) using an entire group of professionals in selling to and servicing major customers. 
B) sending an entire group of a firm's sales representatives into the field. 
C) combining the expertise and resources of buyers and sellers to create customized solutions,commit to joint planning,and share customer,competitive,and company information for their mutual benefit,and ultimately the customer. 
D) sending a group of sales representatives to concentrate on performing promotional activities and introducing new products. 
E) assigning a group of sales representatives,each with his or her own unique product,to the same geographic sales territory to ensure that the company can meet the needs of these customers. 
A) using an entire group of professionals in selling to and servicing major customers. 
B) sending an entire group of a firm's sales representatives into the field. 
C) combining the expertise and resources of buyers and sellers to create customized solutions,commit to joint planning,and share customer,competitive,and company information for their mutual benefit,and ultimately the customer. 
D) sending a group of sales representatives to concentrate on performing promotional activities and introducing new products. 
E) assigning a group of sales representatives,each with his or her own unique product,to the same geographic sales territory to ensure that the company can meet the needs of these customers.

Question 12

Key account management refers to

Accepted Answer

A) the assignment of a single salesperson to a single customer throughout the course of the entire sale. 
B) the practice of assigning the highest performing salesperson to the clients with the most profitable accounts. 
C) the practice of using team selling to focus on important customers so as to build mutually beneficial,long-term,cooperative relationships. 
D) a sales relationship that involves a face-to-face,person-to-person encounter rather than a sale made through extranets. 
E) the practice of occasionally making contact with a customer on a sporadic basis following the initial sale of a product or service. 
A) the assignment of a single salesperson to a single customer throughout the course of the entire sale. 
B) the practice of assigning the highest performing salesperson to the clients with the most profitable accounts. 
C) the practice of using team selling to focus on important customers so as to build mutually beneficial,long-term,cooperative relationships. 
D) a sales relationship that involves a face-to-face,person-to-person encounter rather than a sale made through extranets. 
E) the practice of occasionally making contact with a customer on a sporadic basis following the initial sale of a product or service.

Question 13

A method of selling in which a salesperson and other company resource people meet with buyers to discuss problems and opportunities is referred to as

Accepted Answer

A) conference selling. 
B) team selling. 
C) seminar selling. 
D) outbound telemarketing. 
E) formula selling. 
A) conference selling. 
B) team selling. 
C) seminar selling. 
D) outbound telemarketing. 
E) formula selling.

Question 14

When Margot called the toll-free number to order one dozen water lilies from Van Ness Water Gardens,the firm was using

Accepted Answer

A) interactive marketing. 
B) multichannel selling. 
C) inbound telemarketing. 
D) outbound telemarketing. 
E) social networking. 
A) interactive marketing. 
B) multichannel selling. 
C) inbound telemarketing. 
D) outbound telemarketing. 
E) social networking.

Question 15

An urgency close refers to

Accepted Answer

A) asking the prospect to make a decision on some aspect of the purchase. 
B) allowing the prospect to use or lease the item on a limited temporary basis before making a final commitment of purchase. 
C) making an exchange of money or other unit of value. 
D) quickly committing the prospect by making references to the time limits of the purchase. 
E) asking the prospect to make choices concerning delivery,warranty,or financing terms. 
A) asking the prospect to make a decision on some aspect of the purchase. 
B) allowing the prospect to use or lease the item on a limited temporary basis before making a final commitment of purchase. 
C) making an exchange of money or other unit of value. 
D) quickly committing the prospect by making references to the time limits of the purchase. 
E) asking the prospect to make choices concerning delivery,warranty,or financing terms.

Question 16

Alice Faulkner is a professional salesperson.She earns her living by selling advertising for The New York Times newspaper.In addition to selling advertising to her regular accounts,Faulkner is responsible for generating new advertising accounts for the newspaper.In order to fulfill her responsibilities,Faulkner works hard to make sure the potential customers she sells to are qualified prospects.How can Faulkner know if the prospects she is selling to are in fact qualified prospects?

Accepted Answer

A) Qualified prospects have heard of and now have an interest in buying advertising in the newspaper. 
B) Qualified prospects are part of an industry that buys advertising in the newspaper. 
C) Qualified prospects have a need for the advertising,can afford to buy it,and have the authority to make the purchase decision. 
D) Qualified prospects will participate in the decision to buy the advertising as part of a cross-functional team. 
E) Qualified prospects read the newspaper daily and recognize that it is a good advertising medium. 
A) Qualified prospects have heard of and now have an interest in buying advertising in the newspaper. 
B) Qualified prospects are part of an industry that buys advertising in the newspaper. 
C) Qualified prospects have a need for the advertising,can afford to buy it,and have the authority to make the purchase decision. 
D) Qualified prospects will participate in the decision to buy the advertising as part of a cross-functional team. 
E) Qualified prospects read the newspaper daily and recognize that it is a good advertising medium.

Question 17

Attributes such as imagination and problem-solving ability,strong work ethic,honesty,intimate product knowledge,effective communication and listening skills,and attentiveness reflected in responsiveness to buyer needs and customer loyalty and follow-up are often found in the ________ for sales positions.

Accepted Answer

A) job analysis 
B) job description 
C) statement of job credentials 
D) statement of job qualifications 
E) statement of job experience 
A) job analysis 
B) job description 
C) statement of job credentials 
D) statement of job qualifications 
E) statement of job experience

Question 18

________ gives its outstanding salespeople some unconventional rewards that include new pink Cadillacs and jewelry.

Accepted Answer

A) Avon 
B) General Motors 
C) Tiffany & Co. 
D) Pampered Chef 
E) Mary Kay Cosmetics 
A) Avon 
B) General Motors 
C) Tiffany & Co. 
D) Pampered Chef 
E) Mary Kay Cosmetics

Question 19

Which of the following is one of three major presentation formats used in the personal selling process?

Accepted Answer

A) cold calling format 
B) formula selling format 
C) stimulus-satisfaction format 
D) stimulus-selling format 
E) persuasive sales format 
A) cold calling format 
B) formula selling format 
C) stimulus-satisfaction format 
D) stimulus-selling format 
E) persuasive sales format

Question 20

At which stage of the personal selling process would a salesperson obtain a purchase commitment from the prospect?

Accepted Answer

A) approach 
B) presentation 
C) closing 
D) follow-up 
E) sale 
A) approach 
B) presentation 
C) closing 
D) follow-up 
E) sale

Exam 20: Personal Selling and Sales Management

The disadvantage of a product sales organization is

A statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed is known as a

A salesperson who processes routine orders or reorders for products that were already sold by the company is referred to as a(n)

Formulating the sales plan involves three tasks: setting objectives,organizing the salesforce,and

In the personal selling process,a telemarketer for a life insurance firm who calls and asks the head of the household,"If you were to die tomorrow,would your family be cared for?" is engaged in

A salesperson who specializes in identifying,analyzing,and solving customer problems and brings know-how and technical expertise to the selling situation,but often does not actually sell products and services is referred to as a

The primary way in which relationship selling creates customer value is by

Explain the selling model that Xerox uses.

The three types of personal selling are order taking,order getting,and

Team selling refers to the practice of

Key account management refers to

A method of selling in which a salesperson and other company resource people meet with buyers to discuss problems and opportunities is referred to as

When Margot called the toll-free number to order one dozen water lilies from Van Ness Water Gardens,the firm was using

An urgency close refers to

________ gives its outstanding salespeople some unconventional rewards that include new pink Cadillacs and jewelry.

Which of the following is one of three major presentation formats used in the personal selling process?

At which stage of the personal selling process would a salesperson obtain a purchase commitment from the prospect?

Creating Customer Relationships and Value Through Marketing

Developing Successful Organizational and Marketing Strategies

Scanning the Marketing Environment

Ethical and Social Responsibility for Sustainable Marketing

Understanding Consumer Behavior

Understanding Organizations As Customers

Understanding and Reaching Global Consumers and Markets

Marketing Research: From Customer Insights to Actions

Market Segmentation, targeting, and Positioning

Developing New Products and Services

Managing Successful Products, services, and Brands

Services Marketing

Building the Price Foundation

Arriving at the Final Price

Managing Marketing Channels and Supply Chains

Retailing and Wholesaling

Integrated Marketing Communications and Direct Marketing

Advertising,sales Promotion,and Public Relations

Using Social Media and Mobile Marketing to Connect With Consumers

Implementing Interactive and Multichannel Marketing

Pulling It All Together: the Strategic Marketing Process

Writing Successful Marketing and Business Plans: Tips and Guidelines

Financial Statements and Ratios

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