Question 1

Which of the following trends in sales has led to an increase in both the education and skills a salesperson needs?

Accepted Answer

A) an increase in commission per sale 
B) an increase in the time spent on personal relationships 
C) an increase in web-based selling channels 
D) a shift from in-person to telephone sales 
E) a shift from "selling" to "consulting" 
A) an increase in commission per sale 
B) an increase in the time spent on personal relationships 
C) an increase in web-based selling channels 
D) a shift from in-person to telephone sales 
E) a shift from "selling" to "consulting"

Question 2

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 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.
-Sanchez decides to try something new in the Southwest Region.He had been following the model of sending outside sales reps to follow up with prospects who expressed interest in the product by various prospecting methods.Now he will augment those efforts by hiring teams of sales reps to show the product to managers and buyers at stores that do not carry the DECA line but sell complimentary products,and to call these managers on the phone based on qualifying work the sales reps in the store have done.What two types of sales reps will Sanchez most likely hire to comprise these teams?

Accepted Answer

A) missionary salespeople and inside salespeople 
B) outside salespeople and inside salespeople 
C) competing salespeople and detail salespeople 
D) missionary salespeople and detail salespeople 
E) trade salespeople and detail salespeople 
A) missionary salespeople and inside salespeople 
B) outside salespeople and inside salespeople 
C) competing salespeople and detail salespeople 
D) missionary salespeople and detail salespeople 
E) trade salespeople and detail salespeople

Question 4

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.
-To train the sales reps,the company should most likely:

Accepted Answer

A) ask the sales reps to read three classic sales texts and engage in a role-playing workshop 
B) hire a trainer who understands sales techniques to train the sales reps in groups of three 
C) send the sales reps to a standardized course that teaches sales theory 
D) develop an in-house training course focused on product knowledge supplemented by a refresher in sales techniques delivered by a hired company 
E) send the sales reps to shadow the product developers to learn how they develop products for the company 
A) ask the sales reps to read three classic sales texts and engage in a role-playing workshop 
B) hire a trainer who understands sales techniques to train the sales reps in groups of three 
C) send the sales reps to a standardized course that teaches sales theory 
D) develop an in-house training course focused on product knowledge supplemented by a refresher in sales techniques delivered by a hired company 
E) send the sales reps to shadow the product developers to learn how they develop products for the company

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

In a well-structured sales department,inside and outside salespeople often:

Accepted Answer

A) compete for sales and customers 
B) duplicate their efforts and increase the company's cost per sale 
C) work together to generate leads,close sales,and provide service 
D) exchange leads depending on what the expected sales will be 
E) combine their monthly sales figures to increase commissions 
A) compete for sales and customers 
B) duplicate their efforts and increase the company's cost per sale 
C) work together to generate leads,close sales,and provide service 
D) exchange leads depending on what the expected sales will be 
E) combine their monthly sales figures to increase commissions

Question 7

Another name for missionary salespeople is "detail salespeople."

Accepted Answer

A) True 
 B)False

Question 8

List the four sources of sales training.

Accepted Answer

1.Corporate-sponsored training

Question 9

Some top-performing salespeople earn more than their managers.This compensation is most likely made up of:

Accepted Answer

A) bonuses only 
B) base salary,commissions,bonuses,and incentives 
C) commissions and charge-backs 
D) bonuses and dividends 
E) IPOs and base salary 
A) bonuses only 
B) base salary,commissions,bonuses,and incentives 
C) commissions and charge-backs 
D) bonuses and dividends 
E) IPOs and base salary

Question 10

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.
-Considering the product and the target market,what would be the best sales model for the company to most likely use?

Accepted Answer

A) Sell the product exclusively via self-service online,as it is a technology product. 
B) Have the CEO of the company sell the product to prospects because he understands the importance of making sales. 
C) Hire a salesperson with some experience understanding and selling technology products to sell the product. 
D) Hire a highly experienced sales manager from the publishing industry to set up a sales department. 
E) Sell the product through a telemarketing agency. 
A) Sell the product exclusively via self-service online,as it is a technology product. 
B) Have the CEO of the company sell the product to prospects because he understands the importance of making sales. 
C) Hire a salesperson with some experience understanding and selling technology products to sell the product. 
D) Hire a highly experienced sales manager from the publishing industry to set up a sales department. 
E) Sell the product through a telemarketing agency.

Question 11

Corporate-sponsored sales training usually includes training on:

Accepted Answer

A) CRM software 
B) accounting methods and theory 
C) shipping systems and logistics 
D) operating production machinery 
E) competitors' products 
A) CRM software 
B) accounting methods and theory 
C) shipping systems and logistics 
D) operating production machinery 
E) competitors' products

Question 12

Salespeople have an advantage over workers in other positions when being considered for promotion to positions of greater responsibilities because salespeople:

Accepted Answer

A) have limited opportunities for advancement in the sales department 
B) are compensated primarily through psychic income 
C) have worked for many companies in their careers 
D) have numerous opportunities to advance to middle-management ranks 
E) have high visibility within companies already relative to other positions 
A) have limited opportunities for advancement in the sales department 
B) are compensated primarily through psychic income 
C) have worked for many companies in their careers 
D) have numerous opportunities to advance to middle-management ranks 
E) have high visibility within companies already relative to other positions

Question 13

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.
-How does a sales rep most likely create value for the customer with this product?

Accepted Answer

A) Sell the customer the exact components that will integrate with the customer's current system. 
B) Speed the transaction along so that the customer can purchase quickly. 
C) Offer a lower price if the customer buys more than one system. 
D) Offer to demonstrate the product in the customer's office. 
E) Allow the customer to see a demo of the product online to see how they will be able to use the product. 
A) Sell the customer the exact components that will integrate with the customer's current system. 
B) Speed the transaction along so that the customer can purchase quickly. 
C) Offer a lower price if the customer buys more than one system. 
D) Offer to demonstrate the product in the customer's office. 
E) Allow the customer to see a demo of the product online to see how they will be able to use the product.

Question 14

Born salespeople have an advantage over people who learn selling skills through training.

Accepted Answer

A) True 
 B)False

Question 15

The primary goal of a detail salesperson is to develop goodwill and stimulate demand for products.

Accepted Answer

A) True 
 B)False

Question 16

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 17

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 18

Which of the following sectors would NOT be considered to be part the service industry?

Accepted Answer

A) hotel 
B) insurance 
C) banking 
D) real estate 
E) chemicals 
A) hotel 
B) insurance 
C) banking 
D) real estate 
E) chemicals

Question 19

What event contributed most to the increased need for telecommunications salespeople?

Accepted Answer

A) deregulation of telephone service 
B) anti-trust suits brought against the telecommunications industry 
C) financial improprieties in the telecommunications industry 
D) creation of a national regulatory committee for telephone service 
E) development of voice-over-IP (VOIP)technologies 
A) deregulation of telephone service 
B) anti-trust suits brought against the telecommunications industry 
C) financial improprieties in the telecommunications industry 
D) creation of a national regulatory committee for telephone service 
E) development of voice-over-IP (VOIP)technologies

Question 20

Of the following activities routinely performed by salespeople,which one contributes LEAST financially to both the salesperson and the company?

Accepted Answer

A) service calls 
B) face-to-face selling 
C) telephone selling 
D) waiting and traveling 
E) billing clients 
A) service calls 
B) face-to-face selling 
C) telephone selling 
D) waiting and traveling 
E) billing clients

Which of the following trends in sales has led to an increase in both the education and skills a salesperson needs?

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

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

In a well-structured sales department,inside and outside salespeople often:

Another name for missionary salespeople is "detail salespeople."

List the four sources of sales training.

Some top-performing salespeople earn more than their managers.This compensation is most likely made up of:

Corporate-sponsored sales training usually includes training on:

Salespeople have an advantage over workers in other positions when being considered for promotion to positions of greater responsibilities because salespeople:

Born salespeople have an advantage over people who learn selling skills through training.

The primary goal of a detail salesperson is to develop goodwill and stimulate demand for products.

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

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

Which of the following sectors would NOT be considered to be part the service industry?

What event contributed most to the increased need for telecommunications salespeople?

Of the following activities routinely performed by salespeople,which one contributes LEAST financially to both the salesperson and the company?

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

Which of the following trends in sales has led to an increase in both the education and skills a salesperson needs?

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

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

In a well-structured sales department,inside and outside salespeople often:

Another name for missionary salespeople is "detail salespeople."

List the four sources of sales training.

Some top-performing salespeople earn more than their managers.This compensation is most likely made up of:

Corporate-sponsored sales training usually includes training on:

Salespeople have an advantage over workers in other positions when being considered for promotion to positions of greater responsibilities because salespeople:

Born salespeople have an advantage over people who learn selling skills through training.

The primary goal of a detail salesperson is to develop goodwill and stimulate demand for products.

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

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

Which of the following sectors would NOT be considered to be part the service industry?

What event contributed most to the increased need for telecommunications salespeople?

Of the following activities routinely performed by salespeople,which one contributes LEAST financially to both the salesperson and the company?

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