Question 1

Another name for inside salespeople is:

Accepted Answer

A) telemarketers. 
B) detailers. 
C) missionary salespeople. 
D) marketing representatives. 
E) customer service reps. 
A) telemarketers. 
B) detailers. 
C) missionary salespeople. 
D) marketing representatives. 
E) customer service reps.

Question 2

Trade selling refers to selling to another distribution channel member.

Accepted Answer

A) True 
 B)False

Question 3

A salesperson employed by a manufacturer who sells well-established merchandise,such as standard office equipment,would be classified as a field salesperson.

Accepted Answer

A) True 
 B)False

Question 4

The primary goal of a detail salesperson is to:

Accepted Answer

A) get new orders. 
B) supervise junior salespeople. 
C) develop goodwill. 
D) provide technical expertise in selling. 
E) tie up the loose ends in the sales process. 
A) get new orders. 
B) supervise junior salespeople. 
C) develop goodwill. 
D) provide technical expertise in selling. 
E) tie up the loose ends in the sales process.

Question 5

Which of the following is true regarding women in selling careers?

Accepted Answer

A) in most selling fields,gender continues to be a barrier to success 
B) they have surpassed men in number employed in the field 
C) many women are turning to sales employment because it offers excellent economic rewards and,in many cases,a flexible work schedule 
D) they are seldom recruited into traditionally male-dominated areas such as insurance 
E) minority women are finding it difficult to enter the sales profession 
A) in most selling fields,gender continues to be a barrier to success 
B) they have surpassed men in number employed in the field 
C) many women are turning to sales employment because it offers excellent economic rewards and,in many cases,a flexible work schedule 
D) they are seldom recruited into traditionally male-dominated areas such as insurance 
E) minority women are finding it difficult to enter the sales profession

Question 6

Entrepreneurs are considered to be salespeople.

Accepted Answer

A) True 
 B)False

Question 7

Malcolm is uncertain which sales field he should interview with.He feels that he is better selling tangible products.He should consider which field?

Accepted Answer

A) computer software 
B) stock brokering 
C) data processing equipment 
D) banking 
E) employment services 
A) computer software 
B) stock brokering 
C) data processing equipment 
D) banking 
E) employment services

Question 8

Psychic income refers to the psychological satisfaction salespeople get from earning greater than average incomes.

Accepted Answer

A) True 
 B)False

Question 9

The greatest increase of women in sales positions has been in retailing.

Accepted Answer

A) True 
 B)False

Question 10

Many studies dealing with incomes earned in the business community tell us that:

Accepted Answer

A) salespeople earn significantly higher incomes than most other workers in the business community. 
B) salespeople earn slightly less than other workers in the business community. 
C) salespeople earn about the same income as other persons in the business community. 
D) there are no relevant studies that link income and the salesperson. 
E) salespeople earn significantly lower incomes than other workers in the business community. 
A) salespeople earn significantly higher incomes than most other workers in the business community. 
B) salespeople earn slightly less than other workers in the business community. 
C) salespeople earn about the same income as other persons in the business community. 
D) there are no relevant studies that link income and the salesperson. 
E) salespeople earn significantly lower incomes than other workers in the business community.

Question 11

A recent study indicates that each salesperson generates enough revenue to support two other people in their company.

Accepted Answer

A) True 
 B)False

Question 12

Research indicates that some people are born with certain qualities that give them a special advantage in the field of selling.

Accepted Answer

A) True 
 B)False

Question 13

Detail sales people do not actually sell directly to the end user but generate goodwill,which translates into demand for their manufacturer's products.

Accepted Answer

A) True 
 B)False

Question 14

Professionals such as accountants,computer programmers,dentists and financial planners have one thing in common,

Accepted Answer

A) they are part of the new economy. 
B) they require good communication skills to be successful. 
C) they require above average IQ. 
D) they make over $60,000 dollars a year. 
E) they require a university degree. 
A) they are part of the new economy. 
B) they require good communication skills to be successful. 
C) they require above average IQ. 
D) they make over $60,000 dollars a year. 
E) they require a university degree.

Question 15

Which developments in the information economy have implications for personal selling?

Accepted Answer

a.Advances in information technology - f

Question 16

Terry McMillan,employed by a manufacturer of small appliances,offers assistance to retailers in such areas as credit policies,pricing,display and store layout.He also collects information regarding acceptance of his firm's products.He is performing the duties of a/an:

Accepted Answer

A) detail salesperson. 
B) inside salesperson. 
C) outside salesperson. 
D) sales engineer. 
E) missionary salesperson. 
A) detail salesperson. 
B) inside salesperson. 
C) outside salesperson. 
D) sales engineer. 
E) missionary salesperson.

Question 17

Such ________ products as microcomputers,furniture,and recreational vehicles require a high degree of personal selling.

Accepted Answer

The answer of Such ________ products as microcomputers,furniture,and recreational vehicles...

Question 18

The greatest contribution salespeople can make in a transaction is providing the value of knowledge.

Accepted Answer

A) True 
 B)False

Question 19

All the following statements regarding compensation for sales personnel are true except:

Accepted Answer

A) There are many types of compensation in sales - base salary,bonus etc. 
B) Senior sales representatives represent the highest paid category of sales personnel. 
C) The amount earned by salespeople is clearly tied to their selling skills and amount of effort put forth. 
D) Intermediate salespeople earn only slightly more than entry level salespeople. 
E) Salespeople earn higher income than most other workers in the business community. 
A) There are many types of compensation in sales - base salary,bonus etc. 
B) Senior sales representatives represent the highest paid category of sales personnel. 
C) The amount earned by salespeople is clearly tied to their selling skills and amount of effort put forth. 
D) Intermediate salespeople earn only slightly more than entry level salespeople. 
E) Salespeople earn higher income than most other workers in the business community.

Question 20

Nadia felt that she would be better at selling tangible products,rather than intangibles.Tangible products would include:

Accepted Answer

A) insurance. 
B) banking services. 
C) accounting services. 
D) legal services. 
E) data processing equipment. 
A) insurance. 
B) banking services. 
C) accounting services. 
D) legal services. 
E) data processing equipment.

Another name for inside salespeople is:

Trade selling refers to selling to another distribution channel member.

A salesperson employed by a manufacturer who sells well-established merchandise,such as standard office equipment,would be classified as a field salesperson.

The primary goal of a detail salesperson is to:

Which of the following is true regarding women in selling careers?

Entrepreneurs are considered to be salespeople.

Malcolm is uncertain which sales field he should interview with.He feels that he is better selling tangible products.He should consider which field?

Psychic income refers to the psychological satisfaction salespeople get from earning greater than average incomes.

The greatest increase of women in sales positions has been in retailing.

Many studies dealing with incomes earned in the business community tell us that:

A recent study indicates that each salesperson generates enough revenue to support two other people in their company.

Research indicates that some people are born with certain qualities that give them a special advantage in the field of selling.

Detail sales people do not actually sell directly to the end user but generate goodwill,which translates into demand for their manufacturer's products.

Professionals such as accountants,computer programmers,dentists and financial planners have one thing in common,

Which developments in the information economy have implications for personal selling?

Terry McMillan,employed by a manufacturer of small appliances,offers assistance to retailers in such areas as credit policies,pricing,display and store layout.He also collects information regarding acceptance of his firm's products.He is performing the duties of a/an:

Such ________ products as microcomputers,furniture,and recreational vehicles require a high degree of personal selling.

The greatest contribution salespeople can make in a transaction is providing the value of knowledge.

All the following statements regarding compensation for sales personnel are true except:

Nadia felt that she would be better at selling tangible products,rather than intangibles.Tangible products would include:

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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

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Exam 1: Relationship Selling Opportunities in the Information Economy

Another name for inside salespeople is:

Trade selling refers to selling to another distribution channel member.

A salesperson employed by a manufacturer who sells well-established merchandise,such as standard office equipment,would be classified as a field salesperson.

The primary goal of a detail salesperson is to:

Which of the following is true regarding women in selling careers?

Entrepreneurs are considered to be salespeople.

Malcolm is uncertain which sales field he should interview with.He feels that he is better selling tangible products.He should consider which field?

Psychic income refers to the psychological satisfaction salespeople get from earning greater than average incomes.

The greatest increase of women in sales positions has been in retailing.

Many studies dealing with incomes earned in the business community tell us that:

A recent study indicates that each salesperson generates enough revenue to support two other people in their company.

Research indicates that some people are born with certain qualities that give them a special advantage in the field of selling.

Detail sales people do not actually sell directly to the end user but generate goodwill,which translates into demand for their manufacturer's products.

Professionals such as accountants,computer programmers,dentists and financial planners have one thing in common,

Which developments in the information economy have implications for personal selling?

Terry McMillan,employed by a manufacturer of small appliances,offers assistance to retailers in such areas as credit policies,pricing,display and store layout.He also collects information regarding acceptance of his firm's products.He is performing the duties of a/an:

Such ________ products as microcomputers,furniture,and recreational vehicles require a high degree of personal selling.

The greatest contribution salespeople can make in a transaction is providing the value of knowledge.

All the following statements regarding compensation for sales personnel are true except:

Nadia felt that she would be better at selling tangible products,rather than intangibles.Tangible products would include:

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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