Question 1

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 D

Question 2

Sales engineers are people with extensive knowledge of their product who also:

Accepted Answer

A) provide service on the product after the sale 
B) develop the product as part of the research and development team 
C) communicate the benefits of the product to the customers 
D) have advanced degrees in science or technology 
E) have graduate-level sales training 
A) provide service on the product after the sale 
B) develop the product as part of the research and development team 
C) communicate the benefits of the product to the customers 
D) have advanced degrees in science or technology 
E) have graduate-level sales training C

Question 3

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

Accepted Answer

service

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.
-Considering the product and the target market,what would be the best sales model for the company to 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 5

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:

Accepted Answer

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

Question 6

Salespeople are considered knowledge workers because:

Accepted Answer

A) they position and lay out information in a way that helps buyers understand it 
B) they gain knowledge of the product before they can sell it 
C) they repeat a script that they are given by their managers 
D) they develop understanding of the best practices of sales 
E) they create products themselves before they can sell them 
A) they position and lay out information in a way that helps buyers understand it 
B) they gain knowledge of the product before they can sell it 
C) they repeat a script that they are given by their managers 
D) they develop understanding of the best practices of sales 
E) they create products themselves before they can sell them

Question 7

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 8

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

Accepted Answer

A) True 
 B)False

Question 9

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 sees a job posting for a "Business Development Manager in the hospitality industry." Which of the following most accurately describes the duties of this position?

Accepted Answer

A) Soliciting donations from charitable donors and foundations for an organization that promotes hospitality. 
B) Selling guest and conference hotel rooms and other hotel services to organizations. 
C) Working as a front desk clerk at a hotel. 
D) Servicing requests from guests at an upscale resort. 
E) Managing the banquet hall at a large restaurant/catering facility. 
A) Soliciting donations from charitable donors and foundations for an organization that promotes hospitality. 
B) Selling guest and conference hotel rooms and other hotel services to organizations. 
C) Working as a front desk clerk at a hotel. 
D) Servicing requests from guests at an upscale resort. 
E) Managing the banquet hall at a large restaurant/catering facility.

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.
-To effectively and efficiently sell the product,what type of salespeople should the company hire?

Accepted Answer

A) inside sales reps 
B) outside sales reps 
C) detail reps 
D) missionary reps 
E) direct sales reps 
A) inside sales reps 
B) outside sales reps 
C) detail reps 
D) missionary reps 
E) direct sales reps

Question 11

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

Accepted Answer

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

Question 12

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 13

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 all of the 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 manger 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 be hiring 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 14

Once an entrepreneur's company is successful,the entrepreneur no longer has to sell.

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 growth rate for service companies continues to be much higher than the growth rate for companies that are product-led.

Accepted Answer

A) True 
 B)False

Question 17

Terri Milano,employed by a manufacturer of home electronics,offers assistance to retailers in such areas as credit policies,pricing display and store layout.She also collects information regarding acceptance of her firm's products.She is performing the duties of a(n):

Accepted Answer

A) detail salesperson 
B) retail salesperson 
C) inside salesperson 
D) field representative 
E) manufacturer's representative 
A) detail salesperson 
B) retail salesperson 
C) inside salesperson 
D) field representative 
E) manufacturer's representative

Question 18

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 discovered by internal auditor 
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 discovered by internal auditor 
D) creation of a national regulatory committee for telephone service 
E) development of voice-over-IP (VOIP)technologies

Question 19

________ income helps satisfy our need for recognition and security.

Accepted Answer

The answer of ________ income helps satisfy our need for...

Question 20

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

Accepted Answer

A) True 
 B)False

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

Sales engineers are people with extensive knowledge of their product who also:

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

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:

Salespeople are considered knowledge workers because:

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

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

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

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

Once an entrepreneur's company is successful,the entrepreneur no longer has to sell.

The growth rate for service companies continues to be much higher than the growth rate for companies that are product-led.

Terri Milano,employed by a manufacturer of home electronics,offers assistance to retailers in such areas as credit policies,pricing display and store layout.She also collects information regarding acceptance of her firm's products.She is performing the duties of a(n):

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

________ income helps satisfy our need for recognition and security.

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

Evolution of Selling Models That Compliment 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 Behavior

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 Demonstration

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

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

Sales engineers are people with extensive knowledge of their product who also:

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

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:

Salespeople are considered knowledge workers because:

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

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

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

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

Once an entrepreneur's company is successful,the entrepreneur no longer has to sell.

The growth rate for service companies continues to be much higher than the growth rate for companies that are product-led.

Terri Milano,employed by a manufacturer of home electronics,offers assistance to retailers in such areas as credit policies,pricing display and store layout.She also collects information regarding acceptance of her firm's products.She is performing the duties of a(n):

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

________ income helps satisfy our need for recognition and security.

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

Evolution of Selling Models That Compliment 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 Behavior

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 Demonstration

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