Question 1

Which of the following best explains why companies are adopting the team selling approach to service large, complex accounts?

Accepted Answer

A)  Products have become too complicated for one salesperson to handle a large company's needs. 
B)  Customers prefer dealing with many salespeople rather than one sales representative. 
C)  Job rotation, an integral part of team selling, keeps workers motivated and boosts their morale. 
D)  Team selling facilitates the evaluation of individual contributions. 
E)  With team selling, companies are not required to train the outside sales force any longer. 
A)  Products have become too complicated for one salesperson to handle a large company's needs. 
B)  Customers prefer dealing with many salespeople rather than one sales representative. 
C)  Job rotation, an integral part of team selling, keeps workers motivated and boosts their morale. 
D)  Team selling facilitates the evaluation of individual contributions. 
E)  With team selling, companies are not required to train the outside sales force any longer.

Question 2

After successfully overcoming a potential customer's objection to buying the vacuum cleaner he was selling, Terrence, a salesperson, asked the customer for an order. Terrence is in the ________ stage of the selling process.

Accepted Answer

A)  follow-up 
B)  approach 
C)  preapproach 
D)  closing 
E)  prospecting 
A)  follow-up 
B)  approach 
C)  preapproach 
D)  closing 
E)  prospecting

Question 3

Which of the following is true about the sales force of a company?

Accepted Answer

A)  Salespeople represent customers to the company and manage the buyer-seller relationship. 
B)  Salespeople represent workers' interests to upper management. 
C)  The primary responsibility of a sales force is to formulate operational strategies. 
D)  The sales force is responsible for product development and product strategy. 
E)  The sales force oversees the auditing process and recovers money from defaulting customers. 
A)  Salespeople represent customers to the company and manage the buyer-seller relationship. 
B)  Salespeople represent workers' interests to upper management. 
C)  The primary responsibility of a sales force is to formulate operational strategies. 
D)  The sales force is responsible for product development and product strategy. 
E)  The sales force oversees the auditing process and recovers money from defaulting customers.

Question 4

A hybrid sales rep ________.

Accepted Answer

A)  works exclusively from remote locations 
B)  is a modern cross between a field sales rep and an inside rep 
C)  rarely engages in face-to-face interactions with customers 
D)  performs sales audits 
E)  sets the sales objectives of companies 
A)  works exclusively from remote locations 
B)  is a modern cross between a field sales rep and an inside rep 
C)  rarely engages in face-to-face interactions with customers 
D)  performs sales audits 
E)  sets the sales objectives of companies

Question 5

Melissa Price is a member of the sales force at Urban Fashions, a Houston-based manufacturer of women's apparel. Melissa is preparing for a first meeting with a wholesaler who is a potential customer. She is learning as much as she can about her prospect and his organization. Melissa is in the ________ step of the personal selling process.

Accepted Answer

A)  prospecting 
B)  qualifying 
C)  preapproach 
D)  follow-up 
E)  demonstration 
A)  prospecting 
B)  qualifying 
C)  preapproach 
D)  follow-up 
E)  demonstration

Question 6

Amanda Perkins is a senior sales manager in Arlington Steelworks. As the customer base of her company has grown larger and more demanding over the last few years, Amanda insists on ________, or using groups of people from various departments such as sales, technical support, engineering, and even upper management to service complex accounts.

Accepted Answer

A)  cross selling 
B)  e-procurement 
C)  team selling 
D)  observational research 
E)  vendor screening 
A)  cross selling 
B)  e-procurement 
C)  team selling 
D)  observational research 
E)  vendor screening

Question 7

Social selling emphasizes personal contact between the company and its customers.

Accepted Answer

A) True 
 B)False

Question 8

________ refers to the standard that establishes the amount each salesperson should sell and how sales should be divided among the company's products.

Accepted Answer

A)  Conditional sale 
B)  A bill of sale 
C)  A sales quota 
D)  Prospecting 
E)  Satisficing 
A)  Conditional sale 
B)  A bill of sale 
C)  A sales quota 
D)  Prospecting 
E)  Satisficing

Question 9

In a territorial sales force structure, as each salesperson travels within a limited geographic area, travel expenses are relatively small.

Accepted Answer

A) True 
 B)False

Question 10

Ultra Tech Inc., a company manufacturing gardening tools, has decided to switch to a territorial sales force structure. Which of the following benefits is the company most likely to gain as a result of this decision?

Accepted Answer

A)  The cost of training new recruits would be eliminated. 
B)  An increased focus on short-term customer relationships would boost local sales of specialized products. 
C)  Each salesperson would be assigned to sell a single product in which he/she specializes. 
D)  The capacity for mass production of a wide range of products would significantly increase. 
E)  As each salesperson travels within a limited geographic area, travel expenses would decline. 
A)  The cost of training new recruits would be eliminated. 
B)  An increased focus on short-term customer relationships would boost local sales of specialized products. 
C)  Each salesperson would be assigned to sell a single product in which he/she specializes. 
D)  The capacity for mass production of a wide range of products would significantly increase. 
E)  As each salesperson travels within a limited geographic area, travel expenses would decline.

Question 11

Right after closing, Joshua, a senior sales manager at Halcyon Technologies, called up the customer to ensure that she was satisfied with Halcyon's products. By calling the customer, Joshua also wanted to ensure repeat business. In this instance, Joshua is in the ________ stage of the selling process.

Accepted Answer

A)  follow-up 
B)  handling objections 
C)  preapproach 
D)  closing 
E)  prospecting 
A)  follow-up 
B)  handling objections 
C)  preapproach 
D)  closing 
E)  prospecting

Question 12

Sigma Inc. has 2,000 Type-A accounts, each requiring 35 calls per year, and 1,000 Type-B accounts, each requiring 15 calls per year. What is the sales force's workload?

Accepted Answer

A)  15,000 calls 
B)  35,000 calls 
C)  70,000 calls 
D)  85,000 calls 
E)  95,000 calls 
A)  15,000 calls 
B)  35,000 calls 
C)  70,000 calls 
D)  85,000 calls 
E)  95,000 calls

Question 13

Which of the following abilities would LEAST likely be measured when recruiting and testing applicants for a sales position?

Accepted Answer

A)  sales aptitude 
B)  work style 
C)  accounting skills 
D)  motivation 
E)  relationship skills 
A)  sales aptitude 
B)  work style 
C)  accounting skills 
D)  motivation 
E)  relationship skills

Question 14

In the territorial sales force structure, each salesperson is responsible for selling a single, exclusive product across different geographical regions.

Accepted Answer

A) True 
 B)False

Question 15

Eric Brown is a human resource manager in a company selling and manufacturing personal computers. Who among the following is Eric most likely to hire as a salesperson if his objective is to minimize training costs post recruitment?

Accepted Answer

A)  Samantha, a fresh college graduate 
B)  Richard, a product developer from a competing firm 
C)  Nancy, an experienced engineer with no prior experience in personal selling 
D)  Melissa, a proven salesperson from a competing firm 
E)  Henry, a young salesperson with a few months' experience in a large MNC 
A)  Samantha, a fresh college graduate 
B)  Richard, a product developer from a competing firm 
C)  Nancy, an experienced engineer with no prior experience in personal selling 
D)  Melissa, a proven salesperson from a competing firm 
E)  Henry, a young salesperson with a few months' experience in a large MNC

Question 16

Refer to the scenario below to answer the following question(s).
Reliable Tools Company is a manufacturer of hubs and axles for the trailer and heavy truck industry. Although Reliable Tools only has 15 customers, the company is the sole supplier of hub and axle components to those customers. Monthly sales at Reliable Tools are approximately $1 million. "You might say we have all our eggs in one basket," says owner Arthur Deetz.
It is critical that a competent sales force be maintained in order to nurture those few but large accounts. Ninety-five percent of Reliable Tools' customers are located in Michigan, Ohio, and Indiana, which means that travel time to all customers is relatively short. However, given the nature of the industry, time spent with each customer is crucial.
-Several compensation plans are available to reward and motivate Reliable Tool's salespeople. Since generating new leads and new business can be a goal for the sales force, which compensation plan approach is MOST likely to motivate and direct the salespeople in that direction?

Accepted Answer

A)  straight commission 
B)  salary plus bonus 
C)  straight salary 
D)  salary plus commission 
E)  salary, commission, and bonus 
A)  straight commission 
B)  salary plus bonus 
C)  straight salary 
D)  salary plus commission 
E)  salary, commission, and bonus

Question 17

Which of the following would most likely improve coordination between marketing and sales?

Accepted Answer

A)  Salespeople should directly participate in the development of new products. 
B)  Salespeople should participate in marketing planning sessions by sharing firsthand customer knowledge. 
C)  The sales force should strategize promotional strategies and be the primary decision makers about marketing. 
D)  Marketing managers should field test new promotion strategies before the sales team. 
E)  The marketing and sales departments should conduct annual job rotations. 
A)  Salespeople should directly participate in the development of new products. 
B)  Salespeople should participate in marketing planning sessions by sharing firsthand customer knowledge. 
C)  The sales force should strategize promotional strategies and be the primary decision makers about marketing. 
D)  Marketing managers should field test new promotion strategies before the sales team. 
E)  The marketing and sales departments should conduct annual job rotations.

Question 18

Before calling on a prospect, the salesperson should learn as much as possible about the organization and its buyers. This step is known as ________.

Accepted Answer

A)  preapproach 
B)  closing 
C)  approach 
D)  presentation 
E)  prospecting 
A)  preapproach 
B)  closing 
C)  approach 
D)  presentation 
E)  prospecting

Question 19

What are the different steps in the selling process? Briefly describe each step.

Accepted Answer

The selling process consists of seven st

Question 20

Describe social selling and what changes it is bringing to the selling process.

Accepted Answer

The fastest-growing sales trend is the e

Which of the following best explains why companies are adopting the team selling approach to service large, complex accounts?

After successfully overcoming a potential customer's objection to buying the vacuum cleaner he was selling, Terrence, a salesperson, asked the customer for an order. Terrence is in the ________ stage of the selling process.

Which of the following is true about the sales force of a company?

A hybrid sales rep ________.

Social selling emphasizes personal contact between the company and its customers.

________ refers to the standard that establishes the amount each salesperson should sell and how sales should be divided among the company's products.

In a territorial sales force structure, as each salesperson travels within a limited geographic area, travel expenses are relatively small.

Ultra Tech Inc., a company manufacturing gardening tools, has decided to switch to a territorial sales force structure. Which of the following benefits is the company most likely to gain as a result of this decision?

Sigma Inc. has 2,000 Type-A accounts, each requiring 35 calls per year, and 1,000 Type-B accounts, each requiring 15 calls per year. What is the sales force's workload?

Which of the following abilities would LEAST likely be measured when recruiting and testing applicants for a sales position?

In the territorial sales force structure, each salesperson is responsible for selling a single, exclusive product across different geographical regions.

Eric Brown is a human resource manager in a company selling and manufacturing personal computers. Who among the following is Eric most likely to hire as a salesperson if his objective is to minimize training costs post recruitment?

Which of the following would most likely improve coordination between marketing and sales?

Before calling on a prospect, the salesperson should learn as much as possible about the organization and its buyers. This step is known as ________.

What are the different steps in the selling process? Briefly describe each step.

Describe social selling and what changes it is bringing to the selling process.

Marketing: Creating Customer Value and Engagement

Company and Marketing Strategy: Partnering to Build Customer Engagement, Value, and Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Buyer Behavior

Business Markets and Business Buyer Behavior

Customer Value-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing: Understanding and Capturing Customer Value

Pricing Strategies: Additional Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Consumers and Communicating Customer Value: Integrated Marketing Communications Strategy

Advertising and Public Relations

Direct, Online, Social Media, and Mobile Marketing

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters

Exam 16: Personal Selling and Sales Promotion

Which of the following best explains why companies are adopting the team selling approach to service large, complex accounts?

After successfully overcoming a potential customer's objection to buying the vacuum cleaner he was selling, Terrence, a salesperson, asked the customer for an order. Terrence is in the ________ stage of the selling process.

Which of the following is true about the sales force of a company?

A hybrid sales rep ________.

Social selling emphasizes personal contact between the company and its customers.

________ refers to the standard that establishes the amount each salesperson should sell and how sales should be divided among the company's products.

In a territorial sales force structure, as each salesperson travels within a limited geographic area, travel expenses are relatively small.

Ultra Tech Inc., a company manufacturing gardening tools, has decided to switch to a territorial sales force structure. Which of the following benefits is the company most likely to gain as a result of this decision?

Sigma Inc. has 2,000 Type-A accounts, each requiring 35 calls per year, and 1,000 Type-B accounts, each requiring 15 calls per year. What is the sales force's workload?

Which of the following abilities would LEAST likely be measured when recruiting and testing applicants for a sales position?

In the territorial sales force structure, each salesperson is responsible for selling a single, exclusive product across different geographical regions.

Eric Brown is a human resource manager in a company selling and manufacturing personal computers. Who among the following is Eric most likely to hire as a salesperson if his objective is to minimize training costs post recruitment?

Which of the following would most likely improve coordination between marketing and sales?

Before calling on a prospect, the salesperson should learn as much as possible about the organization and its buyers. This step is known as ________.

What are the different steps in the selling process? Briefly describe each step.

Describe social selling and what changes it is bringing to the selling process.

Marketing: Creating Customer Value and Engagement

Company and Marketing Strategy: Partnering to Build Customer Engagement, Value, and Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Buyer Behavior

Business Markets and Business Buyer Behavior

Customer Value-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing: Understanding and Capturing Customer Value

Pricing Strategies: Additional Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Consumers and Communicating Customer Value: Integrated Marketing Communications Strategy

Advertising and Public Relations

Direct, Online, Social Media, and Mobile Marketing

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters