Question 1

Seminar selling is a method of personal selling in which:

Accepted Answer

A) the company invests time in the 80 percent of its customers that make up 20 percent of its sales to try to increase its market share. 
B) a group of the organization's resource people conducts a product demonstration and training seminar for all major customers. 
C) salespeople and other company resource people meet with buyers to discuss problems and opportunities. 
D) a company sales team conducts an educational program for a customer's technical staff to describe state-of-the-art developments. 
A) the company invests time in the 80 percent of its customers that make up 20 percent of its sales to try to increase its market share. 
B) a group of the organization's resource people conducts a product demonstration and training seminar for all major customers. 
C) salespeople and other company resource people meet with buyers to discuss problems and opportunities. 
D) a company sales team conducts an educational program for a customer's technical staff to describe state-of-the-art developments.

Question 2

A selling format that assumes a presentation consists of information that must be provided in an accurate,thorough,and step-by-step manner to inform the prospect is called a:

Accepted Answer

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

Question 3

CitiBank pays to have a business reply card bound into magazines adjacent to its advertisement.The ad asks people to return the card for more information on how a person can apply for a credit card.CitiBank is engaging in:

Accepted Answer

A) cold-canvassing. 
B) order taking. 
C) sales follow-up. 
D) prospecting. 
A) cold-canvassing. 
B) order taking. 
C) sales follow-up. 
D) prospecting.

Question 4

Xerox organizes their sales organization by:

Accepted Answer

A) geographies 
B) products 
C) customers 
D) technologies 
A) geographies 
B) products 
C) customers 
D) technologies

Question 5

Which sales strategy is likely to be used to inform physicians at their clinics to recommend a new form of antibiotic for viruses?

Accepted Answer

A) Inside order takers 
B) Outside order getters 
C) Missionary salespeople 
D) Sales engineers 
A) Inside order takers 
B) Outside order getters 
C) Missionary salespeople 
D) Sales engineers

Question 6

Quantitative assessments of sales performance may be based on input-related objectives set forth in the sales plan,such as those involving:

Accepted Answer

A) number of new accounts generated. 
B) selling expenses. 
C) orders produced compared with sale calls made. 
D) sales produceD. 
A) number of new accounts generated. 
B) selling expenses. 
C) orders produced compared with sale calls made. 
D) sales produceD.

Question 7

Tweeting free information and links to free resources is a great way for salespeople to:

Accepted Answer

A) gain recognition from future clients 
B) immediately secure leads 
C) line up presentations 
D) skip the assumptive close step 
A) gain recognition from future clients 
B) immediately secure leads 
C) line up presentations 
D) skip the assumptive close step

Question 8

Which of the following is NOT a sales manager's task in the implementation stage of the sales management process?

Accepted Answer

A) salesforce organization 
B) salesforce recruitment 
C) salesforce training 
D) salesforce motivation 
A) salesforce organization 
B) salesforce recruitment 
C) salesforce training 
D) salesforce motivation

Question 9

All of the following statements about cold canvassing are true,except:

Accepted Answer

A) The Canadian government has attempted to closely regulate cold canvassing. 
B) Most Canadian consumers consider cold canvassing a welcome disruption. 
C) The refusal rate is high, but this approach can be successful. 
D) Cold calling is frowned upon in most Asian and Latin American societies. 
A) The Canadian government has attempted to closely regulate cold canvassing. 
B) Most Canadian consumers consider cold canvassing a welcome disruption. 
C) The refusal rate is high, but this approach can be successful. 
D) Cold calling is frowned upon in most Asian and Latin American societies.

Question 10

As the sales manager,you tell your team: "Folks,this year's goal is $5 million in new business." The sales manager is:

Accepted Answer

A) hiring sales reps 
B) developing the marketing plan 
C) establishing the budget 
D) setting objectives 
A) hiring sales reps 
B) developing the marketing plan 
C) establishing the budget 
D) setting objectives

Question 11

Who is likely to deliver 10 cases of Diet Pepsi to a Mack's Milk store when they see they are running low?

Accepted Answer

A) delivery person 
B) outside order taker 
C) external order taker 
D) internal order taker 
A) delivery person 
B) outside order taker 
C) external order taker 
D) internal order taker

Question 12

Which process consists of the following six stages: prospecting,preapproach,approach,presentation,close,and follow-up?

Accepted Answer

A) The product marketing process 
B) The strategic marketing process 
C) The personal selling process 
D) The consumer purchase decision process 
A) The product marketing process 
B) The strategic marketing process 
C) The personal selling process 
D) The consumer purchase decision process

Question 13

Cisco often joins forces with their clients to develop and offer customized IT equipment that meet the needs of that client.This is an example of:

Accepted Answer

A) channel selling 
B) cross-functional selling 
C) partnership selling 
D) seminar selling 
A) channel selling 
B) cross-functional selling 
C) partnership selling 
D) seminar selling

Question 14

Rona,Home Depot,and Canadian Tire are considered major accounts of Char-Broil BBQs.As such,they dedicate a specific person to each one of these clients,as opposed to one for all three.This approach is referred to as:

Accepted Answer

A) Relationship marketing 
B) Relationship selling 
C) Customer account management 
D) Key account management 
A) Relationship marketing 
B) Relationship selling 
C) Customer account management 
D) Key account management

Question 15

Personal selling serves _____ major role(s)in a firm's overall marketing effort.

Accepted Answer

A) one 
B) two 
C) three 
D) four 
A) one 
B) two 
C) three 
D) four

Question 16

Each of the following Canadian companies has initiated some kind of gender-intelligent sales strategy according to the text EXCEPT:

Accepted Answer

A) RBC Financial Group 
B) Xerox Canada 
C) Toyota Canada 
D) Rona 
A) RBC Financial Group 
B) Xerox Canada 
C) Toyota Canada 
D) Rona

Question 17

Essentially,the statement: "Would you like fries with that?" is called a:

Accepted Answer

A) stimulus-response presentation. 
B) straight rebuy pitch. 
C) canned sales presentation. 
D) regulated sales format. 
A) stimulus-response presentation. 
B) straight rebuy pitch. 
C) canned sales presentation. 
D) regulated sales format.

Question 18

Many retail clerks are:

Accepted Answer

A) outside order takers 
B) order getters 
C) inside order takers 
D) sales engineers 
A) outside order takers 
B) order getters 
C) inside order takers 
D) sales engineers

Question 19

Linda Hatherly is a Senior Learning Solutions Consultant for McGraw-Hill Ryerson.She sells textbooks to professors and instructors of post-secondary institutions.When it comes to her job,Linda does all of the following except:

Accepted Answer

A) gather and analyze information on the market, customers, and competitors 
B) create and execute solutions that enhance relationships with existing and potential customers 
C) provide training and demonstrations 
D) tells professors which books they should be using for their courses. 
A) gather and analyze information on the market, customers, and competitors 
B) create and execute solutions that enhance relationships with existing and potential customers 
C) provide training and demonstrations 
D) tells professors which books they should be using for their courses.

Question 20

Which of the following statements about order getters is true?

Accepted Answer

A) Order getters often replenish a retailer's inventories. 
B) Order getters handle orders obtained on inbound telemarketing. 
C) Order getters require considerable product knowledge. 
D) Order getters typically process reorders for products already sold by the company. 
A) Order getters often replenish a retailer's inventories. 
B) Order getters handle orders obtained on inbound telemarketing. 
C) Order getters require considerable product knowledge. 
D) Order getters typically process reorders for products already sold by the company.

Seminar selling is a method of personal selling in which:

A selling format that assumes a presentation consists of information that must be provided in an accurate,thorough,and step-by-step manner to inform the prospect is called a:

CitiBank pays to have a business reply card bound into magazines adjacent to its advertisement.The ad asks people to return the card for more information on how a person can apply for a credit card.CitiBank is engaging in:

Xerox organizes their sales organization by:

Which sales strategy is likely to be used to inform physicians at their clinics to recommend a new form of antibiotic for viruses?

Quantitative assessments of sales performance may be based on input-related objectives set forth in the sales plan,such as those involving:

Tweeting free information and links to free resources is a great way for salespeople to:

Which of the following is NOT a sales manager's task in the implementation stage of the sales management process?

All of the following statements about cold canvassing are true,except:

As the sales manager,you tell your team: "Folks,this year's goal is $5 million in new business." The sales manager is:

Who is likely to deliver 10 cases of Diet Pepsi to a Mack's Milk store when they see they are running low?

Which process consists of the following six stages: prospecting,preapproach,approach,presentation,close,and follow-up?

Cisco often joins forces with their clients to develop and offer customized IT equipment that meet the needs of that client.This is an example of:

Rona,Home Depot,and Canadian Tire are considered major accounts of Char-Broil BBQs.As such,they dedicate a specific person to each one of these clients,as opposed to one for all three.This approach is referred to as:

Personal selling serves _____ major role(s)in a firm's overall marketing effort.

Each of the following Canadian companies has initiated some kind of gender-intelligent sales strategy according to the text EXCEPT:

Essentially,the statement: "Would you like fries with that?" is called a:

Many retail clerks are:

Linda Hatherly is a Senior Learning Solutions Consultant for McGraw-Hill Ryerson.She sells textbooks to professors and instructors of post-secondary institutions.When it comes to her job,Linda does all of the following except:

Which of the following statements about order getters is true?

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

Seminar selling is a method of personal selling in which:

A selling format that assumes a presentation consists of information that must be provided in an accurate,thorough,and step-by-step manner to inform the prospect is called a:

CitiBank pays to have a business reply card bound into magazines adjacent to its advertisement.The ad asks people to return the card for more information on how a person can apply for a credit card.CitiBank is engaging in:

Xerox organizes their sales organization by:

Which sales strategy is likely to be used to inform physicians at their clinics to recommend a new form of antibiotic for viruses?

Quantitative assessments of sales performance may be based on input-related objectives set forth in the sales plan,such as those involving:

Tweeting free information and links to free resources is a great way for salespeople to:

Which of the following is NOT a sales manager's task in the implementation stage of the sales management process?

All of the following statements about cold canvassing are true,except:

As the sales manager,you tell your team: "Folks,this year's goal is $5 million in new business." The sales manager is:

Who is likely to deliver 10 cases of Diet Pepsi to a Mack's Milk store when they see they are running low?

Which process consists of the following six stages: prospecting,preapproach,approach,presentation,close,and follow-up?

Cisco often joins forces with their clients to develop and offer customized IT equipment that meet the needs of that client.This is an example of:

Rona,Home Depot,and Canadian Tire are considered major accounts of Char-Broil BBQs.As such,they dedicate a specific person to each one of these clients,as opposed to one for all three.This approach is referred to as:

Personal selling serves _____ major role(s)in a firm's overall marketing effort.

Each of the following Canadian companies has initiated some kind of gender-intelligent sales strategy according to the text EXCEPT:

Essentially,the statement: "Would you like fries with that?" is called a:

Many retail clerks are:

Linda Hatherly is a Senior Learning Solutions Consultant for McGraw-Hill Ryerson.She sells textbooks to professors and instructors of post-secondary institutions.When it comes to her job,Linda does all of the following except:

Which of the following statements about order getters is true?

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