Question 1

Examples of industries in the service channel include convention centers,banking,and advertising.

Accepted Answer

A) True 
 B)False

Question 2

Psychic income in selling most likely refers to which one of the following?

Accepted Answer

A) visibility provided by working in the sales department 
B) satisfaction of being on a commission payment plan 
C) high commissions earned because of successful "intuitive" selling 
D) opportunity to be a member of the sales team 
E) job recognition afforded sales personnel 
A) visibility provided by working in the sales department 
B) satisfaction of being on a commission payment plan 
C) high commissions earned because of successful "intuitive" selling 
D) opportunity to be a member of the sales team 
E) job recognition afforded sales personnel

Question 3

Salespeople use social media to:

Accepted Answer

A) design web pages with product features 
B) learn to use administrative software 
C) create and maintain customer contact 
D) set up mobile offices from their vehicles 
E) automate selling so they do not have to make client contact 
A) design web pages with product features 
B) learn to use administrative software 
C) create and maintain customer contact 
D) set up mobile offices from their vehicles 
E) automate selling so they do not have to make client contact

Question 4

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 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

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 7

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 8

The duties of inside salespeople may overlap heavily with the duties of:

Accepted Answer

A) sales managers 
B) account managers 
C) product developers 
D) supply buyers 
E) internal auditors 
A) sales managers 
B) account managers 
C) product developers 
D) supply buyers 
E) internal auditors

Question 9

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 10

The CEO of SwiftLink spends one week each month going to sales appointments with various salespeople in the company.In addition to assisting the salespeople with presentations,a likely reason the CEO goes on sales calls is to:

Accepted Answer

A) gather information on customer needs and preferences 
B) deduct mileage on his vehicle as a way to offset taxes 
C) undercut the salespeople in underperforming divisions of SwiftLink 
D) ensure that the salespeople do not give volume discount pricing 
E) trade information to customers in exchange for information on competitors 
A) gather information on customer needs and preferences 
B) deduct mileage on his vehicle as a way to offset taxes 
C) undercut the salespeople in underperforming divisions of SwiftLink 
D) ensure that the salespeople do not give volume discount pricing 
E) trade information to customers in exchange for information on competitors

Question 11

Network (multilevel)marketing is different from traditional sales in that it:

Accepted Answer

A) creates a pyramid with the CEO at the top and the salespeople at the bottom 
B) eschews growth of the salesforce for a given product 
C) relies on an interconnected network of independent salespeople to sell the product directly 
D) focuses on paid advertising instead of word-of-mouth publicity 
E) allies itself with competing products and service providers 
A) creates a pyramid with the CEO at the top and the salespeople at the bottom 
B) eschews growth of the salesforce for a given product 
C) relies on an interconnected network of independent salespeople to sell the product directly 
D) focuses on paid advertising instead of word-of-mouth publicity 
E) allies itself with competing products and service providers

Question 12

A start-up has developed a business-to-business product that allows for integration of inventory,billing,shipping,teleconferencing,and webinar functions.This allows salespeople to demonstrate,check inventory,close a sale,and ship the product during a presentation with the client in person or by webinar.
-The customer service representatives employed by the company for after-sales support are likely to need:

Accepted Answer

A) training to learn to speak standard American English and lose accents they have 
B) to be instructed in basic telephone manners and standards of politeness 
C) mileage allowances for the time they will spend visiting client sites to physically install the software 
D) special sales skills that allow them to close particularly difficult sales 
E) specialized technical skills to assist customer companies in installing and implementing the software 
A) training to learn to speak standard American English and lose accents they have 
B) to be instructed in basic telephone manners and standards of politeness 
C) mileage allowances for the time they will spend visiting client sites to physically install the software 
D) special sales skills that allow them to close particularly difficult sales 
E) specialized technical skills to assist customer companies in installing and implementing the software

Question 13

Knowledge workers are people who succeed by adding value to information.

Accepted Answer

A) True 
 B)False

Question 14

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 15

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 16

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

Accepted Answer

A) True 
 B)False

Question 17

The ________ salesperson is usually not compensated on the basis of the orders obtained,but receives recognition for indirectly increasing sales.

Accepted Answer

The answer of The ________ salesperson is usually not compensated...

Question 18

Knowledge workers need selling skills to communicate information to consumers.

Accepted Answer

A) True 
 B)False

Question 19

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.
-Despite her interest in sales,Roni is concerned when she learns that,on average,female salespeople make less money than male salespeople do.Which one of the following statements is most likely true?

Accepted Answer

A) Male salespeople have controlled the industry for almost a century,so there is no reason to think female salespeople will ever be able to equal male earnings. 
B) Male salespeople would like to earn salaries equal to the salaries of female salespeople,but industry regulations have set their starting salaries at unequal rates. 
C) Female salespeople will never earn as much as male salespeople will in certain industries,such as heavy industry and transportation. 
D) Female salespeople make less money than male salespeople do because they must take care of their families and therefore cannot be as focused on their jobs as men are. 
E) The difference between the average earnings of female and male salespeople is less than the difference between the average earnings of female and male workers in other professions. 
A) Male salespeople have controlled the industry for almost a century,so there is no reason to think female salespeople will ever be able to equal male earnings. 
B) Male salespeople would like to earn salaries equal to the salaries of female salespeople,but industry regulations have set their starting salaries at unequal rates. 
C) Female salespeople will never earn as much as male salespeople will in certain industries,such as heavy industry and transportation. 
D) Female salespeople make less money than male salespeople do because they must take care of their families and therefore cannot be as focused on their jobs as men are. 
E) The difference between the average earnings of female and male salespeople is less than the difference between the average earnings of female and male workers in other professions.

Question 20

A training and education initiative with specific requirements delivered by an industry oversight organization to salespeople in that industry is an example of a(n):

Accepted Answer

A) university sales methods class 
B) corporate-sponsored training class 
C) Internet-based training program 
D) certification program 
E) college concentration 
A) university sales methods class 
B) corporate-sponsored training class 
C) Internet-based training program 
D) certification program 
E) college concentration

Examples of industries in the service channel include convention centers,banking,and advertising.

Psychic income in selling most likely refers to which one of the following?

Salespeople use social media to:

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

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

The duties of inside salespeople may overlap heavily with the duties of:

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

The CEO of SwiftLink spends one week each month going to sales appointments with various salespeople in the company.In addition to assisting the salespeople with presentations,a likely reason the CEO goes on sales calls is to:

Network (multilevel)marketing is different from traditional sales in that it:

Knowledge workers are people who succeed by adding value to information.

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

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

The ________ salesperson is usually not compensated on the basis of the orders obtained,but receives recognition for indirectly increasing sales.

Knowledge workers need selling skills to communicate information to consumers.

A training and education initiative with specific requirements delivered by an industry oversight organization to salespeople in that industry is an example of a(n):

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

Examples of industries in the service channel include convention centers,banking,and advertising.

Psychic income in selling most likely refers to which one of the following?

Salespeople use social media to:

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

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

The duties of inside salespeople may overlap heavily with the duties of:

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

The CEO of SwiftLink spends one week each month going to sales appointments with various salespeople in the company.In addition to assisting the salespeople with presentations,a likely reason the CEO goes on sales calls is to:

Network (multilevel)marketing is different from traditional sales in that it:

Knowledge workers are people who succeed by adding value to information.

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

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

The ________ salesperson is usually not compensated on the basis of the orders obtained,but receives recognition for indirectly increasing sales.

Knowledge workers need selling skills to communicate information to consumers.

A training and education initiative with specific requirements delivered by an industry oversight organization to salespeople in that industry is an example of a(n):

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