Question 1

The modern selling philosophy relies heavily on wining and dining clients,emphasizing the clients are bought rather than earned.

Accepted Answer

A) True 
 B)False

Question 2

The motivational level of a salesperson refers to the amount of _____ a person is willing to expend performing tasks associated with a job.

Accepted Answer

A)  money 
B)  energy 
C)  calories 
D)  relationships 
E)  favors 
A)  money 
B)  energy 
C)  calories 
D)  relationships 
E)  favors

Question 3

What term refers to the altering of sales behaviors during a customer interaction based on perceived information about the nature of the selling situation?

Accepted Answer

A)  adaptive selling 
B)  SPIN selling 
C)  persuasive selling 
D)  aptitude selling 
E)  objective-and-task selling 
A)  adaptive selling 
B)  SPIN selling 
C)  persuasive selling 
D)  aptitude selling 
E)  objective-and-task selling

Question 4

All of the following are aspects of adaptive selling except _____.

Accepted Answer

A)  recognizing that different selling approaches are needed in different situations 
B)  having confidence in one's ability to use a variety of sales approaches 
C)  calling upon both male and female traits 
D)  using different approaches in different situations 
E)  being able to alter a sales approach during a sales encounter 
A)  recognizing that different selling approaches are needed in different situations 
B)  having confidence in one's ability to use a variety of sales approaches 
C)  calling upon both male and female traits 
D)  using different approaches in different situations 
E)  being able to alter a sales approach during a sales encounter

Question 5

The distinguishing characteristic of retail sales is that the customer comes to the salesperson.

Accepted Answer

A) True 
 B)False

Question 6

No single factor is able to adequately explain salesperson performance.

Accepted Answer

A) True 
 B)False

Question 7

Salespeople prospect for clients using both internal company sources and external list sources.

Accepted Answer

A) True 
 B)False

Question 8

In the modern selling practice,getting the order is the critical step in the selling process.

Accepted Answer

A) True 
 B)False

Question 9

Which of the following activities is part of those included when salespeople service the product?

Accepted Answer

A)  handling shipment problems 
B)  handling objections 
C)  entertaining clients 
D)  teaching safety features of the product 
E)  attending conferences 
A)  handling shipment problems 
B)  handling objections 
C)  entertaining clients 
D)  teaching safety features of the product 
E)  attending conferences

Question 10

As a salesperson,Pat has not demonstrated a deep-seated commitment to his customer's needs.What characteristic of excellence is Pat lakcing?

Accepted Answer

A)  depth of knowledge 
B)  enthusiasm 
C)  breadth of knowledge 
D)  extended focus 
E)  creativity 
A)  depth of knowledge 
B)  enthusiasm 
C)  breadth of knowledge 
D)  extended focus 
E)  creativity

Question 11

Which of the following types of salespeople are employees of manufacturers?

Accepted Answer

A)  inside sales 
B)  retail sales 
C)  missionary sales 
D)  new-business sales 
E)  None of these are correct. 
A)  inside sales 
B)  retail sales 
C)  missionary sales 
D)  new-business sales 
E)  None of these are correct.

Question 12

Sales representatives should act as if they work for themselves in order to fulfill the modern selling practice.

Accepted Answer

A) True 
 B)False

Question 13

The _____ phase of personal selling is critical because it is the phase within which the salesperson makes a first impression.

Accepted Answer

A)  prospecting 
B)  qualifying 
C)  approach 
D)  preapproach 
E)  sales presentation 
A)  prospecting 
B)  qualifying 
C)  approach 
D)  preapproach 
E)  sales presentation

Question 14

Trade selling requires limited prospecting with an emphasis placed on servicing accounts.

Accepted Answer

A) True 
 B)False

Question 15

Conceding to parts of the objection is one way of handling objections and reducing sales resistance.

Accepted Answer

A) True 
 B)False

Question 16

Specific characteristics of high-performers include

Accepted Answer

A)  depth of knowledge. 
B)  breadth of knowledge. 
C)  adaptability. 
D)  extended focus. 
E)  All of these are correct. 
A)  depth of knowledge. 
B)  breadth of knowledge. 
C)  adaptability. 
D)  extended focus. 
E)  All of these are correct.

Question 17

New-business salespeople must call on new accounts continuously.

Accepted Answer

A) True 
 B)False

Question 18

Which step of personal selling is most critical for developing a long-term relationship between the salesperson and the client?

Accepted Answer

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

Question 19

Which of the following is an aspect of the selling behaviors a salesperson may employ to be effective?

Accepted Answer

A)  conflict 
B)  relative power 
C)  relationship quality 
D)  use of influence techniques 
E)  availability of alternatives 
A)  conflict 
B)  relative power 
C)  relationship quality 
D)  use of influence techniques 
E)  availability of alternatives

Question 20

Which step requires the salesperson to arrange a meeting with the prospective customer and to acquire more specific about him or her and his or her business needs?

Accepted Answer

A)  approach 
B)  prospecting 
C)  qualifying 
D)  preapproach 
E)  handling objections 
A)  approach 
B)  prospecting 
C)  qualifying 
D)  preapproach 
E)  handling objections

Exam 23: Personal Selling

The modern selling philosophy relies heavily on wining and dining clients,emphasizing the clients are bought rather than earned.

The motivational level of a salesperson refers to the amount of _____ a person is willing to expend performing tasks associated with a job.

What term refers to the altering of sales behaviors during a customer interaction based on perceived information about the nature of the selling situation?

All of the following are aspects of adaptive selling except _____.

The distinguishing characteristic of retail sales is that the customer comes to the salesperson.

No single factor is able to adequately explain salesperson performance.

Salespeople prospect for clients using both internal company sources and external list sources.

In the modern selling practice,getting the order is the critical step in the selling process.

Which of the following activities is part of those included when salespeople service the product?

As a salesperson,Pat has not demonstrated a deep-seated commitment to his customer's needs.What characteristic of excellence is Pat lakcing?

Which of the following types of salespeople are employees of manufacturers?

Sales representatives should act as if they work for themselves in order to fulfill the modern selling practice.

The _____ phase of personal selling is critical because it is the phase within which the salesperson makes a first impression.

Trade selling requires limited prospecting with an emphasis placed on servicing accounts.

Conceding to parts of the objection is one way of handling objections and reducing sales resistance.

Specific characteristics of high-performers include

New-business salespeople must call on new accounts continuously.

Which step of personal selling is most critical for developing a long-term relationship between the salesperson and the client?

Which of the following is an aspect of the selling behaviors a salesperson may employ to be effective?

Which step requires the salesperson to arrange a meeting with the prospective customer and to acquire more specific about him or her and his or her business needs?

An Overview of Integrated Marketing Communications

Enhancing Brand Equity and Accountability

Brand Adoption, Brand Naming and Intellectual Property Issues

Environmental, Regulatory and Ethical Issues

Segmentation, Targeting, and Positioning

The Communications Process and Consumer Behavior

The Role of Persuasion in IMC

Imc Objective Setting and Budgeting

An Overview of Advertising Management

Effective and Creative Ad Messages

Endorsers and Message Appeals in Advertising

Traditional Ad Media

Digital Media: Online, Mobile and App Advertising

Social Media

Direct Marketing, CRM, and Other Media

Media Planning and Analysis

Measuring Ad Message Effectiveness

Sales Promotion Overview and the Role of Trade Promotion

Consumer Sales Promotion: Sampling and Couponing

Consumer Sales Promotion: Premiums and Other Promotions

Public Relations, Content Marketing, Viral Marketing, and Sponsorships

Packaging, Pop Communications, and Signage

Filters