Question 1

Motivation is reciprocally related to performance,meaning that it is a determinant of performance and is also determined by performance.

Accepted Answer

A) True 
 B)False

Question 2

All of the following are activities in a salesperson may engage except _____.

Accepted Answer

A)  message customization 
B)  listening to prospects 
C)  pitching to journalists 
D)  demonstrating a product in use 
E)  communicating with clients 
A)  message customization 
B)  listening to prospects 
C)  pitching to journalists 
D)  demonstrating a product in use 
E)  communicating with clients

Question 3

The primary difference between trade salespeople and missionary salespeople is that trade salespeople sell _____ direct customers while missionary salespeople sell _____ direct customers.

Accepted Answer

A)  through; for 
B)  for; through 
C)  to; from 
D)  from; to 
E)  there is no difference between trade and missionary salespeople 
A)  through; for 
B)  for; through 
C)  to; from 
D)  from; to 
E)  there is no difference between trade and missionary salespeople

Question 4

Companies are increasingly using salesforce.com as a substitute for human salespeople.

Accepted Answer

A) True 
 B)False

Question 5

High-performing salespeople emphasize the interests of their clients over their companies to achieve one-way advocacy.

Accepted Answer

A) True 
 B)False

Question 6

Explain the contingency model for measuring salesperson performance and effectiveness.

Accepted Answer

The contingency model states that salesp

Question 7

Which of following qualities is the least valued in a salesperson?

Accepted Answer

A)  knowledge of competitor products 
B)  product knowledge 
C)  presentation ability 
D)  reliability 
E)  professionalism 
A)  knowledge of competitor products 
B)  product knowledge 
C)  presentation ability 
D)  reliability 
E)  professionalism

Question 8

The SPIN method is used during the approach phase of personal selling.

Accepted Answer

A) True 
 B)False

Question 9

The real estate market typifies missionary selling.

Accepted Answer

A) True 
 B)False

Question 10

Using a present customer's name as a reference is most likely a technique salespeople will use during the _____ phase of personal selling.

Accepted Answer

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

Question 11

Describe the differences between antiquated selling and modern selling.

Accepted Answer

​The discussion of antiquated selling an

Question 12

All of the following are characteristics of the salesperson-customer relationship except _____.

Accepted Answer

A)  level of conflict 
B)  relative power 
C)  knowledge of alternatives 
D)  quality of relationship 
E)  anticipation of future interaction 
A)  level of conflict 
B)  relative power 
C)  knowledge of alternatives 
D)  quality of relationship 
E)  anticipation of future interaction

Question 13

In order to be creative,excellent salespeople exhibit what characteristic,which is identified with making recommendations that might backfire or be ridiculed?

Accepted Answer

A)  sense of humor 
B)  taking risk 
C)  sense of honesty 
D)  adaptability 
E)  enthusiasm 
A)  sense of humor 
B)  taking risk 
C)  sense of honesty 
D)  adaptability 
E)  enthusiasm

Question 14

When salespeople handle objections,it means they are addressing sales resistance on the part of the prospective buyer.

Accepted Answer

A) True 
 B)False

Question 15

Pharmaceutical sales representatives are sometimes called detail reps because they explain product details to physicians.

Accepted Answer

A) True 
 B)False

Question 16

The SPIN method is about the relative position of dominance,deference,or equality that buyers and sellers put themselves in as a result of dialog between the two.

Accepted Answer

A) True 
 B)False

Question 17

In a sales presentation,Jerry asks the prospect,"What software application are you using to create invoices for your customers"? Jerry is using a _____ question in the SPIN method.

Accepted Answer

A)  situation questions 
B)  problem questions 
C)  implication questions 
D)  need-payoff questions 
E)  financing questions 
A)  situation questions 
B)  problem questions 
C)  implication questions 
D)  need-payoff questions 
E)  financing questions

Question 18

When a salesperson services an account,it means that she is handling shipment problems and handling back orders.

Accepted Answer

A) True 
 B)False

Question 19

All of the following factors affect the effectiveness of selling behaviors except _____.

Accepted Answer

A)  salesperson's resources 
B)  type of buying task 
C)  customer-salesperson relationship 
D)  use of the SPIN method 
E)  interactions among the factors 
A)  salesperson's resources 
B)  type of buying task 
C)  customer-salesperson relationship 
D)  use of the SPIN method 
E)  interactions among the factors

Question 20

Personal selling does not need to be person-to-person to be effective.

Accepted Answer

A) True 
 B)False

Exam 23: Personal Selling

Motivation is reciprocally related to performance,meaning that it is a determinant of performance and is also determined by performance.

All of the following are activities in a salesperson may engage except _____.

The primary difference between trade salespeople and missionary salespeople is that trade salespeople sell _____ direct customers while missionary salespeople sell _____ direct customers.

Companies are increasingly using salesforce.com as a substitute for human salespeople.

High-performing salespeople emphasize the interests of their clients over their companies to achieve one-way advocacy.

Explain the contingency model for measuring salesperson performance and effectiveness.

Which of following qualities is the least valued in a salesperson?

The SPIN method is used during the approach phase of personal selling.

The real estate market typifies missionary selling.

Using a present customer's name as a reference is most likely a technique salespeople will use during the _____ phase of personal selling.

Describe the differences between antiquated selling and modern selling.

All of the following are characteristics of the salesperson-customer relationship except _____.

In order to be creative,excellent salespeople exhibit what characteristic,which is identified with making recommendations that might backfire or be ridiculed?

When salespeople handle objections,it means they are addressing sales resistance on the part of the prospective buyer.

Pharmaceutical sales representatives are sometimes called detail reps because they explain product details to physicians.

The SPIN method is about the relative position of dominance,deference,or equality that buyers and sellers put themselves in as a result of dialog between the two.

In a sales presentation,Jerry asks the prospect,"What software application are you using to create invoices for your customers"? Jerry is using a _____ question in the SPIN method.

When a salesperson services an account,it means that she is handling shipment problems and handling back orders.

All of the following factors affect the effectiveness of selling behaviors except _____.

Personal selling does not need to be person-to-person to be effective.

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

The primary difference between trade salespeople and missionary salespeople is that trade salespeople sell _ direct customers while missionary salespeople sell _ direct customers.