Question 1

Describe how Twitter can be used effectively in the sales process.

Accepted Answer

The answer of Describe how Twitter can be used effectively...

Question 2

An order getter is a:

Accepted Answer

A) salesperson who specializes in identifying, analyzing, and solving customer problems, but who does not actually sell products and services. 
B) salesperson who processes routine orders or reorders for products that are presold by the company. 
C) salesperson who identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on a customer's use of a product or service. 
D) person on the selling team who is responsible for obtaining qualified leads. 
A) salesperson who specializes in identifying, analyzing, and solving customer problems, but who does not actually sell products and services. 
B) salesperson who processes routine orders or reorders for products that are presold by the company. 
C) salesperson who identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on a customer's use of a product or service. 
D) person on the selling team who is responsible for obtaining qualified leads.

Question 3

Two selling styles associated with the need-satisfaction presentation format are:

Accepted Answer

A) adaptive selling and confrontational selling. 
B) suggestive selling and supportive selling. 
C) adaptive selling and suggestive selling. 
D) adaptive selling and consultative selling. 
A) adaptive selling and confrontational selling. 
B) suggestive selling and supportive selling. 
C) adaptive selling and suggestive selling. 
D) adaptive selling and consultative selling.

Question 4

Which stage has the following objectives: gain the prospect's attention,stimulate interest,and build the foundation for the sales presentation itself and the basis for a working relationship?

Accepted Answer

A) prospecting 
B) preapproach 
C) approach 
D) close 
A) prospecting 
B) preapproach 
C) approach 
D) close

Question 5

A waitress at a Cracker Barrel restaurant is using _____ when she asks a family if they have left any room for dessert.

Accepted Answer

A) inquiry selling 
B) suggestive selling 
C) formula selling 
D) method selling 
A) inquiry selling 
B) suggestive selling 
C) formula selling 
D) method selling

Question 6

How does relationship selling create customer value?

Accepted Answer

A) by expressing periodic concerns about sizes of orders 
B) by providing discounts based on the length of the customer relationship 
C) by using a common sales promotion for each sales call 
D) by identifying creative solutions to customer problems 
A) by expressing periodic concerns about sizes of orders 
B) by providing discounts based on the length of the customer relationship 
C) by using a common sales promotion for each sales call 
D) by identifying creative solutions to customer problems

Question 7

During the prospecting stage of personal selling,a salesperson might be encouraged to do all of the following EXCEPT:

Accepted Answer

A) look for more lead-generating sources. 
B) develop a better set of qualifying criteria. 
C) try to find out the customers' important buying criteria. 
D) use cold canvassing approach. 
A) look for more lead-generating sources. 
B) develop a better set of qualifying criteria. 
C) try to find out the customers' important buying criteria. 
D) use cold canvassing approach.

Question 8

Three closing techniques are used when a salesperson believes a buyer is about ready to make a purchase.They are _____ closes.

Accepted Answer

A) assumptive, trial, and presumptive 
B) presumptive, trial, and final 
C) trial, assumptive, and urgency 
D) trial, final, and urgency 
A) assumptive, trial, and presumptive 
B) presumptive, trial, and final 
C) trial, assumptive, and urgency 
D) trial, final, and urgency

Question 9

Salespeople should focus their time on selling products to:

Accepted Answer

A) opinion leaders 
B) leads 
C) prospects 
D) qualified prospects 
A) opinion leaders 
B) leads 
C) prospects 
D) qualified prospects

Question 10

Salesforce is a tool that can be used in:

Accepted Answer

A) Sales management 
B) Team selling 
C) Personal selling 
D) Relationship marketing 
A) Sales management 
B) Team selling 
C) Personal selling 
D) Relationship marketing

Question 11

Which type of sales presentation would be suitable for an inexperienced,less knowledgeable salesperson?

Accepted Answer

A) need-satisfaction presentation 
B) canned sales presentation 
C) stimulus-response presentation 
D) cold canvassing 
A) need-satisfaction presentation 
B) canned sales presentation 
C) stimulus-response presentation 
D) cold canvassing

Question 12

Which type of compensation plan - straight salary,straight commission,or combination -is most useful when compensating new salespeople? When are the other plans useful?

Accepted Answer

The answer of Which type of compensation plan - straight...

Question 13

Which of the following is NOT a variable used in the workload method of determining salesforce size?

Accepted Answer

A) number of customers 
B) length of an average call 
C) average yearly salary 
D) average amount of selling time available per year 
A) number of customers 
B) length of an average call 
C) average yearly salary 
D) average amount of selling time available per year

Question 14

Doug Ames sells Mercedes Benz automobiles.While making his sales presentation to a newly qualified prospect,the prospect said,"Doug,I would really like to buy the car,but,you know,the price of the automobile is just too high".In order to answer the prospect's objection,Ames responded,"Sir,you are correct.The price of the Mercedes Benz automobile is high because of what you are getting for that price." Ames then proceeded to describe the quality of the materials used in the car,the high resale value of the car,the dependability,and the prestige associated with the Mercedes Benz.What technique did Ames use to handle the prospect's objection?

Accepted Answer

A) the acknowledge and convert technique 
B) the agree and neutralize technique 
C) the denial technique 
D) the accept the objection technique 
A) the acknowledge and convert technique 
B) the agree and neutralize technique 
C) the denial technique 
D) the accept the objection technique

Question 15

SRC Refrigeration markets refrigerated display cases for flowers.At the end of her sales presentation,the SRC salesperson asks,"Will you be wanting to make monthly payments of $75 with a 10 percent down payment or will you be writing a cheque for the full amount today?" She has just executed a(n):

Accepted Answer

A) assumptive close. 
B) consultative close. 
C) proactive close. 
D) urgency close. 
A) assumptive close. 
B) consultative close. 
C) proactive close. 
D) urgency close.

Question 16

As part of performing their jobs,sales managers will do each of the following EXCEPT:

Accepted Answer

A) set objectives for the salesforce. 
B) organize the salesforce. 
C) evaluate the performance of individual salespeople. 
D) create follow-up advertising and direct mail literature. 
A) set objectives for the salesforce. 
B) organize the salesforce. 
C) evaluate the performance of individual salespeople. 
D) create follow-up advertising and direct mail literature.

Question 17

Mail Boxes Etc.(MBE)established a strategic relationship with UPS,whereby UPS took a 10 percent equity position in MBE.The combination of the resources and the expertise of MBE and UPS helped the sale of MBE franchises.The two companies engaged in _____ in which they shared customer,competitive,and company information for each other's mutual benefit and,in turn,to benefit MBE's customers.

Accepted Answer

A) partnership selling 
B) strategic pairing 
C) creative selling 
D) synergistic marketing 
A) partnership selling 
B) strategic pairing 
C) creative selling 
D) synergistic marketing

Question 18

A variation of the customer organization structure is:

Accepted Answer

A) Sales management 
B) Formula selling 
C) Adaptive selling 
D) Key account management 
A) Sales management 
B) Formula selling 
C) Adaptive selling 
D) Key account management

Question 19

Which of the following activities is NOT a part of account management policies?

Accepted Answer

A) specifying whom salespeople should contact 
B) determining the types of selling activities 
C) preparing a job analysis 
D) deciding how sales activities will be carried out 
A) specifying whom salespeople should contact 
B) determining the types of selling activities 
C) preparing a job analysis 
D) deciding how sales activities will be carried out

Question 20

Relationship selling is described by all of the following,except:

Accepted Answer

A) makes customer value creation possible. 
B) builds ties to customers based on a salesperson's attention and commitment to customer needs over time. 
C) focuses on creating short-term sales. 
D) involves mutual respect and trust among buyers and sellers. 
A) makes customer value creation possible. 
B) builds ties to customers based on a salesperson's attention and commitment to customer needs over time. 
C) focuses on creating short-term sales. 
D) involves mutual respect and trust among buyers and sellers.

Describe how Twitter can be used effectively in the sales process.

An order getter is a:

Two selling styles associated with the need-satisfaction presentation format are:

Which stage has the following objectives: gain the prospect's attention,stimulate interest,and build the foundation for the sales presentation itself and the basis for a working relationship?

A waitress at a Cracker Barrel restaurant is using _____ when she asks a family if they have left any room for dessert.

How does relationship selling create customer value?

During the prospecting stage of personal selling,a salesperson might be encouraged to do all of the following EXCEPT:

Three closing techniques are used when a salesperson believes a buyer is about ready to make a purchase.They are _____ closes.

Salespeople should focus their time on selling products to:

Salesforce is a tool that can be used in:

Which type of sales presentation would be suitable for an inexperienced,less knowledgeable salesperson?

Which type of compensation plan - straight salary,straight commission,or combination -is most useful when compensating new salespeople? When are the other plans useful?

Which of the following is NOT a variable used in the workload method of determining salesforce size?

SRC Refrigeration markets refrigerated display cases for flowers.At the end of her sales presentation,the SRC salesperson asks,"Will you be wanting to make monthly payments of $75 with a 10 percent down payment or will you be writing a cheque for the full amount today?" She has just executed a(n):

As part of performing their jobs,sales managers will do each of the following EXCEPT:

A variation of the customer organization structure is:

Which of the following activities is NOT a part of account management policies?

Relationship selling is described by all of the following,except:

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

Describe how Twitter can be used effectively in the sales process.

An order getter is a:

Two selling styles associated with the need-satisfaction presentation format are:

Which stage has the following objectives: gain the prospect's attention,stimulate interest,and build the foundation for the sales presentation itself and the basis for a working relationship?

A waitress at a Cracker Barrel restaurant is using _____ when she asks a family if they have left any room for dessert.

How does relationship selling create customer value?

During the prospecting stage of personal selling,a salesperson might be encouraged to do all of the following EXCEPT:

Three closing techniques are used when a salesperson believes a buyer is about ready to make a purchase.They are _____ closes.

Salespeople should focus their time on selling products to:

Salesforce is a tool that can be used in:

Which type of sales presentation would be suitable for an inexperienced,less knowledgeable salesperson?

Which type of compensation plan - straight salary,straight commission,or combination -is most useful when compensating new salespeople? When are the other plans useful?

Which of the following is NOT a variable used in the workload method of determining salesforce size?

SRC Refrigeration markets refrigerated display cases for flowers.At the end of her sales presentation,the SRC salesperson asks,"Will you be wanting to make monthly payments of $75 with a 10 percent down payment or will you be writing a cheque for the full amount today?" She has just executed a(n):

As part of performing their jobs,sales managers will do each of the following EXCEPT:

A variation of the customer organization structure is:

Which of the following activities is NOT a part of account management policies?

Relationship selling is described by all of the following,except:

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