Question 1

Executive selling refers to when executives join salespeople on sales calls to understand customer needs better.

Accepted Answer

A) True 
 B)False

Question 2

The primary reason for many sale positions to be given a job title other than "sales person" is because:

Accepted Answer

A) "sales person" refers to order takers. 
B) "sales person" has a negative connotation. 
C) selling is more than just completing a sales transaction. 
D) it is fashionable to give big job titles these days. 
E) "sales person" is a specific job. 
A) "sales person" refers to order takers. 
B) "sales person" has a negative connotation. 
C) selling is more than just completing a sales transaction. 
D) it is fashionable to give big job titles these days. 
E) "sales person" is a specific job.

Question 3

The term product should be broadly interpreted to encompass:

Accepted Answer

A) physical goods and ideas. 
B) physical goods,services,and ideas. 
C) all physical goods. 
D) all intangible items. 
E) physical goods and services. 
A) physical goods and ideas. 
B) physical goods,services,and ideas. 
C) all physical goods. 
D) all intangible items. 
E) physical goods and services.

Question 4

Unlike people in many other careers,salespeople are rewarded financially when they give extra effort.

Accepted Answer

A) True 
 B)False

Question 5

The statement that best describes personal selling is:

Accepted Answer

A) personal selling is interpersonal form of selling which puts the salesperson "closest" to the customer than other marketing methods. 
B) personal selling is an excellent career choice for part-time employment. 
C) personal selling is a part of marketing. 
D) personal selling is the most expensive form of marketing communication. 
E) personal selling will become obsolete in the information age. 
A) personal selling is interpersonal form of selling which puts the salesperson "closest" to the customer than other marketing methods. 
B) personal selling is an excellent career choice for part-time employment. 
C) personal selling is a part of marketing. 
D) personal selling is the most expensive form of marketing communication. 
E) personal selling will become obsolete in the information age.

Question 6

When Eileen was promoted to management,a key factor in determining her fit with the position was the fact that she:

Accepted Answer

A) had sales experience. 
B) had a very nurturing demeanor. 
C) had graduated from college. 
D) had experience in the accounting department. 
E) had worked in the warehouse. 
A) had sales experience. 
B) had a very nurturing demeanor. 
C) had graduated from college. 
D) had experience in the accounting department. 
E) had worked in the warehouse.

Question 7

The three types of business-to-business (B2B)salespeople are:

Accepted Answer

A) inside,outside and professional salespeople. 
B) inside,outside and gatekeeper salespeople. 
C) inside,outside and telemarketing salespeople. 
D) detailers,missionary salespeople and order takers. 
E) inside,outside and missionary salespeople. 
A) inside,outside and professional salespeople. 
B) inside,outside and gatekeeper salespeople. 
C) inside,outside and telemarketing salespeople. 
D) detailers,missionary salespeople and order takers. 
E) inside,outside and missionary salespeople.

Question 8

A detail salesperson's primary role is to:

Accepted Answer

A) generate goodwill and stimulate demand. 
B) overcome objections during the negotiations phase. 
C) ensure the contracts are properly drawn after the negotiations stage of the selling process. 
D) provide technical expertise in team sales. 
E) use persuasive selling tactics to close the sale. 
A) generate goodwill and stimulate demand. 
B) overcome objections during the negotiations phase. 
C) ensure the contracts are properly drawn after the negotiations stage of the selling process. 
D) provide technical expertise in team sales. 
E) use persuasive selling tactics to close the sale.

Question 9

A major threat facing retailers in today's business environment is:

Accepted Answer

A) high staff turnovers. 
B) government regulations. 
C) on-line retailers. 
D) demanding customers. 
E) lack of knowledgeable salespeople. 
A) high staff turnovers. 
B) government regulations. 
C) on-line retailers. 
D) demanding customers. 
E) lack of knowledgeable salespeople.

Executive selling refers to when executives join salespeople on sales calls to understand customer needs better.

The primary reason for many sale positions to be given a job title other than "sales person" is because:

The term product should be broadly interpreted to encompass:

Unlike people in many other careers,salespeople are rewarded financially when they give extra effort.

The statement that best describes personal selling is:

When Eileen was promoted to management,a key factor in determining her fit with the position was the fact that she:

The three types of business-to-business (B2B)salespeople are:

A detail salesperson's primary role is to:

A major threat facing retailers in today's business environment is:

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

Exam 1: Relationship Selling Opportunities in the Information Economy

Executive selling refers to when executives join salespeople on sales calls to understand customer needs better.

The primary reason for many sale positions to be given a job title other than "sales person" is because:

The term product should be broadly interpreted to encompass:

Unlike people in many other careers,salespeople are rewarded financially when they give extra effort.

The statement that best describes personal selling is:

When Eileen was promoted to management,a key factor in determining her fit with the position was the fact that she:

The three types of business-to-business (B2B)salespeople are:

A detail salesperson's primary role is to:

A major threat facing retailers in today's business environment is:

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