Question 1

The contingency model of salesperson effectiveness explains that the effectiveness of selling behaviors can be explained by all of the following except _____.

Accepted Answer

A)  characteristics of the salesperson-customer relationship 
B)  salesperson resources 
C)  customer's buying task 
D)  SPIN method use 
E)  All of these are correct. 
A)  characteristics of the salesperson-customer relationship 
B)  salesperson resources 
C)  customer's buying task 
D)  SPIN method use 
E)  All of these are correct.

Question 2

In which form of selling does the customer come to the salesperson rather than the salesperson to the customer?

Accepted Answer

A)  missionary selling 
B)  retail selling 
C)  inside sales 
D)  trade selling 
E)  technical selling 
A)  missionary selling 
B)  retail selling 
C)  inside sales 
D)  trade selling 
E)  technical selling

Question 3

High-performing salespeople have which of the following characteristics?

Accepted Answer

A)  self-esteem 
B)  enthusiasm 
C)  sensitivity 
D)  creativity 
E)  All of these are correct. 
A)  self-esteem 
B)  enthusiasm 
C)  sensitivity 
D)  creativity 
E)  All of these are correct.

Question 4

All elements of the promotional mix and IMC work together to achieve overall organizational objectives.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following considerations is relevant to consider when qualifying prospective buyers during the selling process?

Accepted Answer

A)  need for the product 
B)  willingness to buy 
C)  ability to buy 
D)  authority to buy 
E)  All of these are correct. 
A)  need for the product 
B)  willingness to buy 
C)  ability to buy 
D)  authority to buy 
E)  All of these are correct.

Question 6

Technical salespeople are sometimes called "sales engineers."

Accepted Answer

A) True 
 B)False

Question 7

Discuss the advantages of pursuing a career in personal selling.

Accepted Answer

​The answer to this question appears on

Question 8

Seller-oriented selling puts the buyer's needs before all else.

Accepted Answer

A) True 
 B)False

Question 9

Personal selling is one-way communication,as are the other promotional tools.

Accepted Answer

A) True 
 B)False

Question 10

All of the following are approach techniques used to gain the prospect's attention and interest except _____.

Accepted Answer

A)  using a present customer's name as a reference 
B)  asking whether the prospect's business is growing or declining 
C)  giving the prospect a small gift 
D)  offering a sample product 
E)  offering a benefit of interest to the prospect 
A)  using a present customer's name as a reference 
B)  asking whether the prospect's business is growing or declining 
C)  giving the prospect a small gift 
D)  offering a sample product 
E)  offering a benefit of interest to the prospect

Question 11

Which single factor below can explain salesperson performance?

Accepted Answer

A)  tenacity 
B)  optimism 
C)  extraversion 
D)  reliability 
E)  None of these are correct. 
A)  tenacity 
B)  optimism 
C)  extraversion 
D)  reliability 
E)  None of these are correct.

Question 12

Cold calling is primary a tool used among salespeople in new-business selling.

Accepted Answer

A) True 
 B)False

Question 13

Salesforce.com is an information management tool for salespeople.

Accepted Answer

A) True 
 B)False

Question 14

_____ may require less training for salespeople than the other forms of selling.

Accepted Answer

A)  technical selling 
B)  trade selling 
C)  retail selling 
D)  inside selling 
E)  new-business selling 
A)  technical selling 
B)  trade selling 
C)  retail selling 
D)  inside selling 
E)  new-business selling

Question 15

Which of the following is despised in salespeople?

Accepted Answer

A)  pushy attitude 
B)  poor listening skills 
C)  poor presentation skills 
D)  lack of product knowledge 
E)  failure to schedule an appointment 
A)  pushy attitude 
B)  poor listening skills 
C)  poor presentation skills 
D)  lack of product knowledge 
E)  failure to schedule an appointment

Question 16

In addition to the content of communications,the _____ of the communication can also be used as an approach to handling objections.

Accepted Answer

A)  form 
B)  channel 
C)  receiver 
D)  sender 
E)  noise 
A)  form 
B)  channel 
C)  receiver 
D)  sender 
E)  noise

Question 17

One of the resources of the salesperson that help determine effectiveness is the characteristic of the buying task.

Accepted Answer

A) True 
 B)False

Question 18

_____ refers to a salesperson's ability to adjust to situational circumstances.

Accepted Answer

A)  Tenacity 
B)  Approachability 
C)  Adaptability 
D)  Optimism 
E)  Aptitude 
A)  Tenacity 
B)  Approachability 
C)  Adaptability 
D)  Optimism 
E)  Aptitude

Question 19

The post-sale follow-up enables the salesperson to do all of the following except _____.

Accepted Answer

A)  present the client with a referral from another client 
B)  alleviate cognitive dissonance 
C)  determine any problems the client may be having 
D)  develop a stronger relationship with the client 
E)  All of these are correct. 
A)  present the client with a referral from another client 
B)  alleviate cognitive dissonance 
C)  determine any problems the client may be having 
D)  develop a stronger relationship with the client 
E)  All of these are correct.

Question 20

High-performing salespeople exhibit sensitivity,also known as _____,through which they are able to place themselves in the client's position.

Accepted Answer

A)  adaptability 
B)  knowledge depth 
C)  empathy 
D)  objectivism 
E)  optimism 
A)  adaptability 
B)  knowledge depth 
C)  empathy 
D)  objectivism 
E)  optimism

Exam 23: Personal Selling

The contingency model of salesperson effectiveness explains that the effectiveness of selling behaviors can be explained by all of the following except _____.

In which form of selling does the customer come to the salesperson rather than the salesperson to the customer?

High-performing salespeople have which of the following characteristics?

All elements of the promotional mix and IMC work together to achieve overall organizational objectives.

Which of the following considerations is relevant to consider when qualifying prospective buyers during the selling process?

Technical salespeople are sometimes called "sales engineers."

Discuss the advantages of pursuing a career in personal selling.

Seller-oriented selling puts the buyer's needs before all else.

Personal selling is one-way communication,as are the other promotional tools.

All of the following are approach techniques used to gain the prospect's attention and interest except _____.

Which single factor below can explain salesperson performance?

Cold calling is primary a tool used among salespeople in new-business selling.

Salesforce.com is an information management tool for salespeople.

_____ may require less training for salespeople than the other forms of selling.

Which of the following is despised in salespeople?

In addition to the content of communications,the _____ of the communication can also be used as an approach to handling objections.

One of the resources of the salesperson that help determine effectiveness is the characteristic of the buying task.

_____ refers to a salesperson's ability to adjust to situational circumstances.

The post-sale follow-up enables the salesperson to do all of the following except _____.

High-performing salespeople exhibit sensitivity,also known as _____,through which they are able to place themselves in the client's position.

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