Question 1

In a __________, the salesperson tries one appeal after another, hoping to "hit the right button."

Accepted Answer

A) formula selling presentation 
B) persuasive sales presentation 
C) stimulus-satisfaction presentation 
D) stimulus-response presentation 
E) stimulus-selling presentation 
A) formula selling presentation 
B) persuasive sales presentation 
C) stimulus-satisfaction presentation 
D) stimulus-response presentation 
E) stimulus-selling presentation

Question 2

A job description is a written document that describes job relationships and requirements that characterize each sales position. Once established, the job description is then translated into a

Accepted Answer

A) statement of job credentials. 
B) statement of emotional intelligence. 
C) statement of job qualifications. 
D) statement of job requirements. 
E) statement of job education. 
A) statement of job credentials. 
B) statement of emotional intelligence. 
C) statement of job qualifications. 
D) statement of job requirements. 
E) statement of job education.

Question 3

The sales process at Xerox typically follows the six stages of the personal selling process. During the fourth stage, as the presentation begins, the salesperson

Accepted Answer

A) explains why competitor's products are inferior. 
B) summarizes relevant information about potential solutions. 
C) requests a meeting with the company gatekeeper. 
D) requests a meeting with the official buyer to determine the possibility of a sale. 
E) gets a signed document or confirmation of the sale. 
A) explains why competitor's products are inferior. 
B) summarizes relevant information about potential solutions. 
C) requests a meeting with the company gatekeeper. 
D) requests a meeting with the official buyer to determine the possibility of a sale. 
E) gets a signed document or confirmation of the sale.

Question 4

The __________ is a common formula-based approach for determining the size of a salesforce.

Accepted Answer

A) sales response function 
B) account management framework 
C) workhorse method 
D) salesforce allocation method 
E) workload method 
A) sales response function 
B) account management framework 
C) workhorse method 
D) salesforce allocation method 
E) workload method

Question 5

About __________ percent of U.S. companies now include customer satisfaction as a behavioral measure of salesperson performance.

Accepted Answer

A) 30 
B) 40 
C) 50 
D) 60 
E) 70 
A) 30 
B) 40 
C) 50 
D) 60 
E) 70

Question 6

In many societies outside the United States, considerable time is devoted to nonbusiness talk designed to establish a rapport between buyers and sellers. This occurs during the __________ stage of the personal selling process.

Accepted Answer

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

Question 7

A selling format that assumes that given the appropriate prompts by a salesperson, the prospect will buy is referred to as a

Accepted Answer

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

Question 8

About 60 percent of U.S. companies now include customer satisfaction as a(n) __________ measure of salesperson performance.

Accepted Answer

A) demonstrative 
B) sensitive 
C) cognitive 
D) emotional 
E) behavioral 
A) demonstrative 
B) sensitive 
C) cognitive 
D) emotional 
E) behavioral

Question 9

List the four things that research suggests will produce a motivated salesperson.

Accepted Answer

A sales plan cannot be successfully impl

Question 10

The preapproach stage of the personal selling process is especially important in

Accepted Answer

A) international sales. 
B) government sales. 
C) high technology product sales. 
D) high-ticket item sales. 
E) the sale of services. 
A) international sales. 
B) government sales. 
C) high technology product sales. 
D) high-ticket item sales. 
E) the sale of services.

Question 11

IBM has 30 information technology hardware and software specialists, business consultants, and engineers working at Charles Schwab, a large brokerage firm, all under the direction of a senior IBM sales executive. They are creating and managing a complex financial planning system that helps Schwab clients with their retirement planning. This is an example of

Accepted Answer

A) transactional selling. 
B) partnership selling. 
C) strategic alliance selling. 
D) creative selling. 
E) synergistic selling. 
A) transactional selling. 
B) partnership selling. 
C) strategic alliance selling. 
D) creative selling. 
E) synergistic selling.

Question 12

The practice of using a group of professionals in selling to and servicing major customers is referred to as

Accepted Answer

A) cooperative selling. 
B) missionary sales. 
C) sales engineering. 
D) team selling. 
E) partnership selling. 
A) cooperative selling. 
B) missionary sales. 
C) sales engineering. 
D) team selling. 
E) partnership selling.

Question 13

The primary way in which relationship selling creates customer value is by

Accepted Answer

A) assigning a single sales representative to a single customer. 
B) maintaining a long-term relationship of trust and respect. 
C) guaranteeing fair and equitable prices for each client regardless of the size of the purchase. 
D) providing cumulative discounts based on customer loyalty and the length of the customer relationship. 
E) guaranteeing fair and equitable sales practices for each customer regardless of the frequency of the purchase. 
A) assigning a single sales representative to a single customer. 
B) maintaining a long-term relationship of trust and respect. 
C) guaranteeing fair and equitable prices for each client regardless of the size of the purchase. 
D) providing cumulative discounts based on customer loyalty and the length of the customer relationship. 
E) guaranteeing fair and equitable sales practices for each customer regardless of the frequency of the purchase.

In a __________, the salesperson tries one appeal after another, hoping to "hit the right button."

A job description is a written document that describes job relationships and requirements that characterize each sales position. Once established, the job description is then translated into a

The sales process at Xerox typically follows the six stages of the personal selling process. During the fourth stage, as the presentation begins, the salesperson

The __________ is a common formula-based approach for determining the size of a salesforce.

About __________ percent of U.S. companies now include customer satisfaction as a behavioral measure of salesperson performance.

In many societies outside the United States, considerable time is devoted to nonbusiness talk designed to establish a rapport between buyers and sellers. This occurs during the __________ stage of the personal selling process.

A selling format that assumes that given the appropriate prompts by a salesperson, the prospect will buy is referred to as a

About 60 percent of U.S. companies now include customer satisfaction as a(n) __________ measure of salesperson performance.

List the four things that research suggests will produce a motivated salesperson.

The preapproach stage of the personal selling process is especially important in

The practice of using a group of professionals in selling to and servicing major customers is referred to as

The primary way in which relationship selling creates customer value is by

Creating Customer Relationships and Value Through Marketing

Developing Successful Organizational and Marketing Strategies

Scanning the Marketing Environment

Ethical and Social Responsibility for Sustainable Marketing

Understanding Consumer Behavior

Understanding Organizations As Customers

Understanding and Reaching Global Consumers and Markets

Marketing Research: From Customer Insights to Actions

Market Segmentation Targeting and Positioning

Developing New Products and Services

Managing Successful Products Services and Brands

Services Marketing

Building the Price Foundation

Arriving at the Final Price

Managing Marketing Channels and Supply Chains

Retailing and Wholesaling

Integrated Marketing Communications and Direct Marketing

Advertising Sales Promotion and Public Relations

Using Social Media and Mobile Marketing to Connect With Consumers

Implementing Interactive and Multichannel Marketing

Pulling It All Together: the Strategic Marketing Process

Financial Aspects of Marketing

Building an Effective Marketing Plan

Filters

Exam 20: Personal Selling and Sales Management

In a __________, the salesperson tries one appeal after another, hoping to "hit the right button."

A job description is a written document that describes job relationships and requirements that characterize each sales position. Once established, the job description is then translated into a

The sales process at Xerox typically follows the six stages of the personal selling process. During the fourth stage, as the presentation begins, the salesperson

The __________ is a common formula-based approach for determining the size of a salesforce.

About __________ percent of U.S. companies now include customer satisfaction as a behavioral measure of salesperson performance.

In many societies outside the United States, considerable time is devoted to nonbusiness talk designed to establish a rapport between buyers and sellers. This occurs during the __________ stage of the personal selling process.

A selling format that assumes that given the appropriate prompts by a salesperson, the prospect will buy is referred to as a

About 60 percent of U.S. companies now include customer satisfaction as a(n) __________ measure of salesperson performance.

List the four things that research suggests will produce a motivated salesperson.

The preapproach stage of the personal selling process is especially important in

The practice of using a group of professionals in selling to and servicing major customers is referred to as

The primary way in which relationship selling creates customer value is by

Creating Customer Relationships and Value Through Marketing

Developing Successful Organizational and Marketing Strategies

Scanning the Marketing Environment

Ethical and Social Responsibility for Sustainable Marketing

Understanding Consumer Behavior

Understanding Organizations As Customers

Understanding and Reaching Global Consumers and Markets

Marketing Research: From Customer Insights to Actions

Market Segmentation Targeting and Positioning

Developing New Products and Services

Managing Successful Products Services and Brands

Services Marketing

Building the Price Foundation

Arriving at the Final Price

Managing Marketing Channels and Supply Chains

Retailing and Wholesaling

Integrated Marketing Communications and Direct Marketing

Advertising Sales Promotion and Public Relations

Using Social Media and Mobile Marketing to Connect With Consumers

Implementing Interactive and Multichannel Marketing

Pulling It All Together: the Strategic Marketing Process

Financial Aspects of Marketing

Building an Effective Marketing Plan

Filters