Question 1

Trade selling and missionary (detail)sales are both examples of sales:

Accepted Answer

A)  directly from the manufacturer to the consumer 
B)  from the distributor to the consumer 
C)  bypassing the manufacturer to the distributor 
D)  inside the supply chain but not to the consumer 
E)  externally from the consumer to the supplier 
A)  directly from the manufacturer to the consumer 
B)  from the distributor to the consumer 
C)  bypassing the manufacturer to the distributor 
D)  inside the supply chain but not to the consumer 
E)  externally from the consumer to the supplier

Question 2

Ray Sanchez began as a junior sales rep at industrial products maker DECA Corporation 10 years ago, and has worked his way up steadily to Senior Regional Sales Director for the entire Southwest region. He is good at his job, and his greatest personal satisfaction-also the cause of his steady rise in the company-is his ability to understand customers and their needs and to sell them appropriate solutions. As a manager and now Senior Regional Director, Sanchez injects his department with this same commitment to understanding the customer's needs as the key to long-term, profitable sales relationships.
-Sanchez's success is due largely to the fact that:

Accepted Answer

A)  he was born with the personality of a successful salesperson and capitalized on that 
B)  he understood the key factors involved in becoming an excellent salesperson and worked to develop skills to support those factors 
C)  he has unlimited energy and makes more cold calls than any other salesperson at his level in the company 
D)  he knows how to persuade prospects to buy the products he is selling 
E)  men tend to be more successful at selling industrial products than women do 
A)  he was born with the personality of a successful salesperson and capitalized on that 
B)  he understood the key factors involved in becoming an excellent salesperson and worked to develop skills to support those factors 
C)  he has unlimited energy and makes more cold calls than any other salesperson at his level in the company 
D)  he knows how to persuade prospects to buy the products he is selling 
E)  men tend to be more successful at selling industrial products than women do

Question 3

Ray Sanchez began as a junior sales rep at industrial products maker DECA Corporation 10 years ago, and has worked his way up steadily to Senior Regional Sales Director for the entire Southwest region. He is good at his job, and his greatest personal satisfaction-also the cause of his steady rise in the company-is his ability to understand customers and their needs and to sell them appropriate solutions. As a manager and now Senior Regional Director, Sanchez injects his department with this same commitment to understanding the customer's needs as the key to long-term, profitable sales relationships.
-Which of the following would be a reason for Sanchez to remain in his Senior Regional Sales Director position instead of moving to executive management?

Accepted Answer

A)  Upper management makes a much larger salary than a Senior Regional Sales Director does. 
B)  The Senior Regional Sales Director position spends a significant amount of time traveling the territory every month. 
C)  He would be one of the only Latino members of the upper management team. 
D)  He has more freedom to direct his own business strategy in sales than he does in upper management. 
E)  The company likes to promote employees with sales backgrounds into upper management. 
A)  Upper management makes a much larger salary than a Senior Regional Sales Director does. 
B)  The Senior Regional Sales Director position spends a significant amount of time traveling the territory every month. 
C)  He would be one of the only Latino members of the upper management team. 
D)  He has more freedom to direct his own business strategy in sales than he does in upper management. 
E)  The company likes to promote employees with sales backgrounds into upper management.

Question 4

Firms that hire professionals such as accountants and engineers always hire separate sales staff so the professionals do not have to sell.

Accepted Answer

A) True 
 B)False

Question 5

Convention center sales managers,investment securities brokers,and real estate salespeople all have one thing in common-they sell a(n)________.

Accepted Answer

The answer of Convention center sales managers,investment securities brokers,and real...

Question 6

A(n)________ works for the manufacturer.This salesperson must have detailed and precise technical knowledge.

Accepted Answer

The answer of A(n)________ works for the manufacturer.This salesperson must...

Question 7

Alan Karbashian spends all day driving from customer site to customer site for sales meetings in his job with a national medical parts manufacturer.Alan is considered a/an:

Accepted Answer

A)  inside sales rep 
B)  outside sales rep 
C)  alignment rep 
D)  distributing rep 
E)  interchange rep 
A)  inside sales rep 
B)  outside sales rep 
C)  alignment rep 
D)  distributing rep 
E)  interchange rep

Question 8

Which of the following describes a category of sales personnel in the field of manufacturing?

Accepted Answer

A)  sales engineer 
B)  field researcher 
C)  comptroller 
D)  technical support representative 
E)  research and development director 
A)  sales engineer 
B)  field researcher 
C)  comptroller 
D)  technical support representative 
E)  research and development director

Question 9

Sales positions can be a good track for promotion to supervisory-management positions.

Accepted Answer

A) True 
 B)False

Question 10

Roni Harris is a college student in the business department of her local university. She came in to college thinking she wanted to become an Accounting major, but discovered that she is interested in product marketing and in sales.
-Roni is taking a time management class as an elective in college because she feels she occasionally struggles with managing her time and tasks.What effect do time management skills have on a career in sales?

Accepted Answer

A)  Time management skills are the key to sales, so someone who is not extremely organized cannot succeed in this career. 
B)  Time management skills are necessary to be able to set priorities and manage the various tasks of sales while setting one's own schedule. 
C)  Time management skills are difficult to learn if one is not born with them, so it is unlikely that someone without an internal sense of organization will be successful in sales. 
D)  Time management skills are not a huge issue for salespeople because the sales manager sets the list of tasks and priorities, so the salesperson just needs to follow the list and execute. 
E)  Time management skills do not intersect significantly with the tasks required to be good at sales. 
A)  Time management skills are the key to sales, so someone who is not extremely organized cannot succeed in this career. 
B)  Time management skills are necessary to be able to set priorities and manage the various tasks of sales while setting one's own schedule. 
C)  Time management skills are difficult to learn if one is not born with them, so it is unlikely that someone without an internal sense of organization will be successful in sales. 
D)  Time management skills are not a huge issue for salespeople because the sales manager sets the list of tasks and priorities, so the salesperson just needs to follow the list and execute. 
E)  Time management skills do not intersect significantly with the tasks required to be good at sales.

Question 11

Knowledge workers need selling skills to communicate information to consumers.

Accepted Answer

A) True 
 B)False

Question 12

Roni Harris is a college student in the business department of her local university. She came in to college thinking she wanted to become an Accounting major, but discovered that she is interested in product marketing and in sales.
-Right before graduation,Roni receives two job offers.One is for a sales position and offers a base salary of $30,000 plus commissions.The other is for a marketing assistant position and offers a straight salary of $40,000.Which of the following is likely to be true about the two positions?

Accepted Answer

A)  The sales job could end up paying more than the marketing job if Roni does well and makes more than $10,000 in commissions. 
B)  The sales and marketing positions will have roughly equivalent duties, but different salaries. 
C)  Roni will need more training to do the marketing job than to do the sales job. 
D)  The marketing job pays more in salary because it is more demanding than the sales job is. 
E)  The sales job relies more on personality and the marketing job relies more on skills. 
A)  The sales job could end up paying more than the marketing job if Roni does well and makes more than $10,000 in commissions. 
B)  The sales and marketing positions will have roughly equivalent duties, but different salaries. 
C)  Roni will need more training to do the marketing job than to do the sales job. 
D)  The marketing job pays more in salary because it is more demanding than the sales job is. 
E)  The sales job relies more on personality and the marketing job relies more on skills.

Question 13

List the four sources of sales training.

Accepted Answer

1.Corporate-sponsored training

Question 14

Peter Kumar has developed a software application that will reduce costs and increase server speed for corporations of all sizes.Even with this useful application,Peter still needs to develop personal selling skills in order to:

Accepted Answer

A)  understand and write a business plan for his company 
B)  explain his application to potential buyers 
C)  apply for a patent on his application 
D)  maintain the discipline and stamina required to develop such a complicated piece of software 
E)  ensure that only corporate users buy his application 
A)  understand and write a business plan for his company 
B)  explain his application to potential buyers 
C)  apply for a patent on his application 
D)  maintain the discipline and stamina required to develop such a complicated piece of software 
E)  ensure that only corporate users buy his application

Question 15

The highest compensation for salespeople generally goes to those focusing on transactional sales.

Accepted Answer

A) True 
 B)False

Question 16

Managers do not need sales skills because they need to obtain information from clients,not communicate information to clients.

Accepted Answer

A) True 
 B)False

Question 17

On average,an experienced,high-performing salesperson will find the highest compensation opportunities with which approach?

Accepted Answer

A)  feature/benefit 
B)  transactional 
C)  value-added 
D)  solution 
E)  directed 
A)  feature/benefit 
B)  transactional 
C)  value-added 
D)  solution 
E)  directed

Question 18

Which of the following is an activity that would most likely be performed by a customer service representative (CSR)?

Accepted Answer

A)  processing employee paperwork 
B)  delivering supplies to the factory floor 
C)  providing telephone support for installation 
D)  calling on prospects to sell them the product 
E)  reconciling bank statements with accounting records 
A)  processing employee paperwork 
B)  delivering supplies to the factory floor 
C)  providing telephone support for installation 
D)  calling on prospects to sell them the product 
E)  reconciling bank statements with accounting records

Question 19

Salespeople in the U.S.report that they work in sales primarily to:

Accepted Answer

A)  be promoted to management 
B)  avoid working traditional hours 
C)  have greater flexibility with retirement 
D)  make more money 
E)  generate pension credits 
A)  be promoted to management 
B)  avoid working traditional hours 
C)  have greater flexibility with retirement 
D)  make more money 
E)  generate pension credits

Question 20

Sales opportunities in the service sector are most likely expanding because:

Accepted Answer

A)  service providers connect directly with consumers 
B)  the service industry has a higher growth rate than the product industry does 
C)  modern consumers need help with activities that they used to be able to do on their own 
D)  the service industry is starting to saturate the market relative to the industrial and product industries 
E)  the service industry provides a higher commission rate for salespeople than other industries 
A)  service providers connect directly with consumers 
B)  the service industry has a higher growth rate than the product industry does 
C)  modern consumers need help with activities that they used to be able to do on their own 
D)  the service industry is starting to saturate the market relative to the industrial and product industries 
E)  the service industry provides a higher commission rate for salespeople than other industries

Trade selling and missionary (detail)sales are both examples of sales:

Firms that hire professionals such as accountants and engineers always hire separate sales staff so the professionals do not have to sell.

Convention center sales managers,investment securities brokers,and real estate salespeople all have one thing in common-they sell a(n)________.

A(n)________ works for the manufacturer.This salesperson must have detailed and precise technical knowledge.

Alan Karbashian spends all day driving from customer site to customer site for sales meetings in his job with a national medical parts manufacturer.Alan is considered a/an:

Which of the following describes a category of sales personnel in the field of manufacturing?

Sales positions can be a good track for promotion to supervisory-management positions.

Knowledge workers need selling skills to communicate information to consumers.

List the four sources of sales training.

Peter Kumar has developed a software application that will reduce costs and increase server speed for corporations of all sizes.Even with this useful application,Peter still needs to develop personal selling skills in order to:

The highest compensation for salespeople generally goes to those focusing on transactional sales.

Managers do not need sales skills because they need to obtain information from clients,not communicate information to clients.

On average,an experienced,high-performing salesperson will find the highest compensation opportunities with which approach?

Which of the following is an activity that would most likely be performed by a customer service representative (CSR)?

Salespeople in the U.S.report that they work in sales primarily to:

Sales opportunities in the service sector are most likely expanding because:

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

Filters

Exam 1: Relationship Selling Opportunities in the Information Economy

Trade selling and missionary (detail)sales are both examples of sales:

Firms that hire professionals such as accountants and engineers always hire separate sales staff so the professionals do not have to sell.

Convention center sales managers,investment securities brokers,and real estate salespeople all have one thing in common-they sell a(n)________.

A(n)________ works for the manufacturer.This salesperson must have detailed and precise technical knowledge.

Alan Karbashian spends all day driving from customer site to customer site for sales meetings in his job with a national medical parts manufacturer.Alan is considered a/an:

Which of the following describes a category of sales personnel in the field of manufacturing?

Sales positions can be a good track for promotion to supervisory-management positions.

Knowledge workers need selling skills to communicate information to consumers.

List the four sources of sales training.

Peter Kumar has developed a software application that will reduce costs and increase server speed for corporations of all sizes.Even with this useful application,Peter still needs to develop personal selling skills in order to:

The highest compensation for salespeople generally goes to those focusing on transactional sales.

Managers do not need sales skills because they need to obtain information from clients,not communicate information to clients.

On average,an experienced,high-performing salesperson will find the highest compensation opportunities with which approach?

Which of the following is an activity that would most likely be performed by a customer service representative (CSR)?

Salespeople in the U.S.report that they work in sales primarily to:

Sales opportunities in the service sector are most likely expanding because:

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

Filters