Exam 18: Personal Selling and Sales Management

Qualifications for order-getting sales positions often mirror the expectations of buyers and include each of the following EXCEPT:

John is a salesperson and receives $2000 CDN a week,regardless of how much or how little he sells.This is an example of a:

When a salesperson in the computer store asks "Will that be a charge or cash?",he has executed which stage of the selling process?

Discuss the ethics of salespeople asking their customers for information about such things as the pricing and promotion strategies of the salesperson's competitors.

A sales engineer is a(n):

Research indicates that 25 percent of North American salespeople engaged in _____ selling consider it unethical to explicitly ask customers about competitor strategies such as pricing practices,product development efforts,and trade and promotion programs.

Which of the following statements should the salesperson use to accept the objection?

The sales approach that Xerox uses is:

Which type of personal selling presentation is the most consistent with the marketing concept?

When Tracy went to work as a new sales rep for Paradise Candles,she was told to use the following speech in her sales presentations: "Hello,Mr./Mrs.(customer name),my name is (your name here).I'm calling for Paradise Candles.We carry the best wax-burning mechanical candles available in the commercial decorating industry." Paradise instructed Tracy to use:

During the presentation stage,a salesperson may encounter objections.What are the six basic types of objections,and how should they be handled?

Which of the following tasks are involved in the formulation stage of the sales management process?

Consultative selling:

Compaq Computer Corporation shifted its entire Canadian salesforce into home offices and saved $10 million in staff salaries and office rent despite spending $8,000 to equip each home office with a notebook computer,fax/copier,cellular phone,two phone lines,and office furniture.Such decreased selling costs are among the benefits of:

Which of the following statements regarding sales compensation plans is most accurate?

What are the three major roles of personal selling in a firm's overall marketing effort?

Salespeople for Godiva Chocolates use Salesforce automation tools to help them service their customers faster.The computer technology will do all of the following except:

The most frequently used type of compensation plan for salespeople is a:

Adjusting the presentation to the selling situation,such as knowing when to offer solutions and when to ask for more information,is referred to as:

Partnership selling is sometimes called: