Question 1

Which of the following does NOT have a type of sales job?

Accepted Answer

A) salesclerk 
B) outside order taker 
C) order getter 
D) account supervisor 
A) salesclerk 
B) outside order taker 
C) order getter 
D) account supervisor

Question 2

What role do missionary salespeople play in the personal selling process? What role do sales engineers play in the personal selling process?

Accepted Answer

The answer of What role do missionary salespeople play in...

Question 3

Suggestive selling is a type of:

Accepted Answer

A) formula selling presentation. 
B) stimulus-response presentation. 
C) needs-satisfaction presentation. 
D) hard sell presentation. 
A) formula selling presentation. 
B) stimulus-response presentation. 
C) needs-satisfaction presentation. 
D) hard sell presentation.

Question 4

Many experts are suggesting that Canadian companies should start to focus their efforts on training their salespeople to become more ________.

Accepted Answer

A) customer-oriented 
B) gender intelligent 
C) independent 
D) job-resourceful 
A) customer-oriented 
B) gender intelligent 
C) independent 
D) job-resourceful

Question 5

A clerk at McDonalds asks a customer if they want to supersize their Value Meal.This is an example of:

Accepted Answer

A) stimulus-response selling 
B) formula-selling 
C) need-satisfaction 
D) consultative selling 
A) stimulus-response selling 
B) formula-selling 
C) need-satisfaction 
D) consultative selling

Question 6

Which form of compensation provides salespeople with the greatest incentive to make sales?

Accepted Answer

A) straight salary compensation plan 
B) straight commission compensation plan 
C) combination compensation plan 
D) weighted compensation plan 
A) straight salary compensation plan 
B) straight commission compensation plan 
C) combination compensation plan 
D) weighted compensation plan

Question 7

Figure: 18-3  
-As shown in Figure 18-3,at which stage would a salesperson learn that the best time to call their prospective list of university professors is between 7 and 8 pm?

Accepted Answer

A) A 
B) B 
C) C 
D) D 
A) A 
B) B 
C) C 
D) D

Question 8

Describe how job descriptions translate into a statement of job qualifications and the components of each?

Accepted Answer

The answer of Describe how job descriptions translate into a...

Question 9

A combination compensation plan is a compensation plan:

Accepted Answer

A) that assigns the same percentage of commission regardless of a product's size or value, frequency of sale, or difficulty level of sales effort. 
B) in which a salesperson is paid a specified salary plus a commission on sales or profits he or she generates. 
C) for determining fair and equitable compensation that a includes weighted system for different types of items or different sized territories. 
D) in which the salesperson is paid a fixed amount per week, month, or year. 
A) that assigns the same percentage of commission regardless of a product's size or value, frequency of sale, or difficulty level of sales effort. 
B) in which a salesperson is paid a specified salary plus a commission on sales or profits he or she generates. 
C) for determining fair and equitable compensation that a includes weighted system for different types of items or different sized territories. 
D) in which the salesperson is paid a fixed amount per week, month, or year.

Question 10

Figure: 18-3  
-As shown in Figure 18-3,asking a customer if they are satisfied with the product is likely to occur at which stage?

Accepted Answer

A) C 
B) D 
C) E 
D) F 
A) C 
B) D 
C) E 
D) F

Question 11

Xerox uses which compensation strategy?

Accepted Answer

A) straight commission 
B) combination 
C) straight salary 
D) weighted salary 
A) straight commission 
B) combination 
C) straight salary 
D) weighted salary

Question 12

Marilyn called the Butterball hotline to learn how to prepare her Thanksgiving turkey and dressing.The toll-free number that Butterball uses each holiday season to provide information on how to prepare turkey is an example of __________.

Accepted Answer

A) interactive marketing 
B) multichannel selling 
C) inbound telemarketing 
D) outbound telemarketing 
A) interactive marketing 
B) multichannel selling 
C) inbound telemarketing 
D) outbound telemarketing

Question 13

At which stage is Twitter likely to be used during the personal selling process?

Accepted Answer

A) prospecting 
B) preapproach 
C) introduction 
D) initial canvassing 
A) prospecting 
B) preapproach 
C) introduction 
D) initial canvassing

Question 14

There are _______ techniques which are most commonly used to handle objections:

Accepted Answer

A) four 
B) five 
C) six 
D) seven 
A) four 
B) five 
C) six 
D) seven

Question 15

Policies that specify whom salespeople should contact,what kinds of selling and customer service activities should be engaged in,and how these activities should be carried out is referred to as:

Accepted Answer

A) Sales-response 
B) Territorial management 
C) Account management 
D) Customer contact 
A) Sales-response 
B) Territorial management 
C) Account management 
D) Customer contact

Question 16

The sales manager instructed the salesperson to "make 500 customer contacts between January 1st and July 1st." The sales manager used a(n)_____ sales objective.

Accepted Answer

A) output-related 
B) input-related 
C) behaviour related 
D) canvassing 
A) output-related 
B) input-related 
C) behaviour related 
D) canvassing

Question 17

A sales manager reviews the latest numbers and realizes that they have one salesperson for every 100 stores,when company policy states that they need one for every 75 stores.This company is using which method to determine its salesforce size?

Accepted Answer

A) workload method sales 
B) account management method 
C) workhorse method 
D) reach-frequency method 
A) workload method sales 
B) account management method 
C) workhorse method 
D) reach-frequency method

Question 18

Each of the following is a technique for handling objections EXCEPT:

Accepted Answer

A) approach 
B) acknowledge and convert 
C) postpone 
D) agree and neutralize 
A) approach 
B) acknowledge and convert 
C) postpone 
D) agree and neutralize

Question 19

Customer value creation occurs through focusing on:

Accepted Answer

A) conference selling 
B) relationship selling 
C) formula selling 
D) seminar selling 
A) conference selling 
B) relationship selling 
C) formula selling 
D) seminar selling

Question 20

The car salesman was overheard having the following conversation with a prospective customer: "What type of driving do you do?" "How many people will you usually have riding in your car?" "Maybe,you should look at vans instead of sedans." From this information,you should recognize the car salesman was using a:

Accepted Answer

A) stimulus-response presentation. 
B) formula selling presentation. 
C) need-satisfaction presentation. 
D) persuasive selling presentation. 
A) stimulus-response presentation. 
B) formula selling presentation. 
C) need-satisfaction presentation. 
D) persuasive selling presentation.

Which of the following does NOT have a type of sales job?

What role do missionary salespeople play in the personal selling process? What role do sales engineers play in the personal selling process?

Suggestive selling is a type of:

Many experts are suggesting that Canadian companies should start to focus their efforts on training their salespeople to become more ________.

A clerk at McDonalds asks a customer if they want to supersize their Value Meal.This is an example of:

Which form of compensation provides salespeople with the greatest incentive to make sales?

Figure: 18-3 -As shown in Figure 18-3,at which stage would a salesperson learn that the best time to call their prospective list of university professors is between 7 and 8 pm?

Describe how job descriptions translate into a statement of job qualifications and the components of each?

A combination compensation plan is a compensation plan:

Figure: 18-3 -As shown in Figure 18-3,asking a customer if they are satisfied with the product is likely to occur at which stage?

Xerox uses which compensation strategy?

Marilyn called the Butterball hotline to learn how to prepare her Thanksgiving turkey and dressing.The toll-free number that Butterball uses each holiday season to provide information on how to prepare turkey is an example of __________.

At which stage is Twitter likely to be used during the personal selling process?

There are _______ techniques which are most commonly used to handle objections:

Policies that specify whom salespeople should contact,what kinds of selling and customer service activities should be engaged in,and how these activities should be carried out is referred to as:

The sales manager instructed the salesperson to "make 500 customer contacts between January 1^st and July 1^st." The sales manager used a(n)_____ sales objective.

A sales manager reviews the latest numbers and realizes that they have one salesperson for every 100 stores,when company policy states that they need one for every 75 stores.This company is using which method to determine its salesforce size?

Each of the following is a technique for handling objections EXCEPT:

Customer value creation occurs through focusing on:

Marketing: Customer Value, satisfaction, relationships, and Experiences

Developing Successful Marketing Strategies

Scanning the Marketing Environment

Ethics and Social Responsibility in Marketing

Consumer Behaviour

Organizational Markets and Buyer Behaviour

Reaching Global Markets

Marketing Research: From Information to Action

Market Segmentation, Targeting, and Positioning

Developing New Products and Services

Managing Products and Brands

Managing Services

Pricing Products and Services

Managing Marketing Channels and Supply Chains

Retailing

Integrated Marketing Communications and Direct Marketing

Advertising, Sales Promotion, and Public Relations

Pulling It All Together: The Strategic Marketing Process

Using Social Media to Connect With Consumers

Filters

Exam 18: Personal Selling and Sales Management

Which of the following does NOT have a type of sales job?

What role do missionary salespeople play in the personal selling process? What role do sales engineers play in the personal selling process?

Suggestive selling is a type of:

Many experts are suggesting that Canadian companies should start to focus their efforts on training their salespeople to become more ________.

A clerk at McDonalds asks a customer if they want to supersize their Value Meal.This is an example of:

Which form of compensation provides salespeople with the greatest incentive to make sales?

Figure: 18-3 -As shown in Figure 18-3,at which stage would a salesperson learn that the best time to call their prospective list of university professors is between 7 and 8 pm?

Describe how job descriptions translate into a statement of job qualifications and the components of each?

A combination compensation plan is a compensation plan:

Figure: 18-3 -As shown in Figure 18-3,asking a customer if they are satisfied with the product is likely to occur at which stage?

Xerox uses which compensation strategy?

Marilyn called the Butterball hotline to learn how to prepare her Thanksgiving turkey and dressing.The toll-free number that Butterball uses each holiday season to provide information on how to prepare turkey is an example of __________.

At which stage is Twitter likely to be used during the personal selling process?

There are _______ techniques which are most commonly used to handle objections:

Policies that specify whom salespeople should contact,what kinds of selling and customer service activities should be engaged in,and how these activities should be carried out is referred to as:

The sales manager instructed the salesperson to "make 500 customer contacts between January 1st and July 1st." The sales manager used a(n)_____ sales objective.

A sales manager reviews the latest numbers and realizes that they have one salesperson for every 100 stores,when company policy states that they need one for every 75 stores.This company is using which method to determine its salesforce size?

Each of the following is a technique for handling objections EXCEPT:

Customer value creation occurs through focusing on:

Marketing: Customer Value, satisfaction, relationships, and Experiences

Developing Successful Marketing Strategies

Scanning the Marketing Environment

Ethics and Social Responsibility in Marketing

Consumer Behaviour

Organizational Markets and Buyer Behaviour

Reaching Global Markets

Marketing Research: From Information to Action

Market Segmentation, Targeting, and Positioning

Developing New Products and Services

Managing Products and Brands

Managing Services

Pricing Products and Services

Managing Marketing Channels and Supply Chains

Retailing

Integrated Marketing Communications and Direct Marketing

Advertising, Sales Promotion, and Public Relations

Pulling It All Together: The Strategic Marketing Process

Using Social Media to Connect With Consumers

Filters

The sales manager instructed the salesperson to "make 500 customer contacts between January 1^st and July 1^st." The sales manager used a(n)_____ sales objective.