Question 1

Personal selling can take place in all of the following situations except

Accepted Answer

A)  face-to-face. 
B)  over the Internet. 
C)  by telephone. 
D)  through newspaper ads. 
E)  video teleconferencing. 
A)  face-to-face. 
B)  over the Internet. 
C)  by telephone. 
D)  through newspaper ads. 
E)  video teleconferencing.

Question 2

Retail salespeople should not __________ and assume that a person in the store cannot afford to purchase the store's products based on appearances.

Accepted Answer

A)  assume Murphy's Law is true 
B)  "run for the roses" 
C)  "judge a book by its cover" 
D)  "let sleeping dogs lie" 
E)  attempt to "keep up with the Joneses" 
A)  assume Murphy's Law is true 
B)  "run for the roses" 
C)  "judge a book by its cover" 
D)  "let sleeping dogs lie" 
E)  attempt to "keep up with the Joneses"

Question 3

Potential customers are called marks.

Accepted Answer

A) True 
 B)False

Question 4

If it is a company's policy to intentionally mislead potential customers about some aspect of a product,a sales rep that carries out this policy by misleading the customer can be held legally accountable.

Accepted Answer

A) True 
 B)False

Question 5

One of the major responsibilities of being a sales rep is being the frontline emissary for one's firm.

Accepted Answer

A) True 
 B)False

Question 6

Kathleen has found out everything she can about a newly qualified lead.She has practiced making her sales presentation and has determined what goals she has for the first meeting.Kathleen has finished the ___________ stage of the selling process.

Accepted Answer

A)  qualify leads 
B)  preapproach 
C)  closing the sale 
D)  follow-up 
E)  sales presentation 
A)  qualify leads 
B)  preapproach 
C)  closing the sale 
D)  follow-up 
E)  sales presentation

Question 7

Often,inexperienced salespeople mistakenly believe that during the sales call,they should

Accepted Answer

A)  listen carefully to the customer. 
B)  pay attention to body language. 
C)  note the office environment. 
D)  act positively. 
E)  do all the talking. 
A)  listen carefully to the customer. 
B)  pay attention to body language. 
C)  note the office environment. 
D)  act positively. 
E)  do all the talking.

Question 8

When Barbara realized she didn't have all of the technical information she needed to answer the customer's questions,she made a call to her office.Who would be most likely to provide appropriate assistance?

Accepted Answer

A)  sales support personnel 
B)  an order taker 
C)  another salesperson 
D)  her sales manager 
E)  an order getter
Sales support personnel enhance and help with the overall selling effort, including providing technical information. A sales manager might be helpful, but may not know the technical information required. 
A)  sales support personnel 
B)  an order taker 
C)  another salesperson 
D)  her sales manager 
E)  an order getter
Sales support personnel enhance and help with the overall selling effort, including providing technical information. A sales manager might be helpful, but may not know the technical information required.

Question 9

Garrett is a sales rep for a line of golf equipment.He has been trying to get his sales manager to allow him to rent a booth at the upcoming PGA (Professional Golfers' Association)Show held every January in Orlando.Garrett is putting together a list of the benefits of displaying his company's products at the show.What benefits should his list include?

Accepted Answer

Garrett's list of benefits of trade show

Question 10

Ethical and legal issues are likely to arise between the sales force and corporate policy when the salespeople become conflicted between doing what they believe is ethical and what their company asks them to do in order to make a sale.

Accepted Answer

A) True 
 B)False

Question 11

All of the following are considered typical financial compensation for sales representatives except

Accepted Answer

A)  commissions. 
B)  salaries. 
C)  bonuses. 
D)  extra vacation days. 
E)  sales contests. 
A)  commissions. 
B)  salaries. 
C)  bonuses. 
D)  extra vacation days. 
E)  sales contests.

Question 12

The Consumer Electronics Show is an example of a(n)

Accepted Answer

A)  vendor conference. 
B)  product demonstration. 
C)  industry convention. 
D)  trade show. 
E)  consumer meeting. 
A)  vendor conference. 
B)  product demonstration. 
C)  industry convention. 
D)  trade show. 
E)  consumer meeting.

Question 13

Whether or not a salesperson will go through all five steps of the selling process depends on the sales situation and

Accepted Answer

A)  the use of sales representatives versus independent reps. 
B)  the effectiveness of role playing. 
C)  the buyer's readiness to purchase. 
D)  the number of sales support personnel available. 
E)  how the person was trained. 
A)  the use of sales representatives versus independent reps. 
B)  the effectiveness of role playing. 
C)  the buyer's readiness to purchase. 
D)  the number of sales support personnel available. 
E)  how the person was trained.

Question 14

Although a sales representative may skip a step in the personal selling process or might sometimes have to go back and repeat steps,there is logic in the sequence.All of the following describe the personal selling process except

Accepted Answer

A)  before a salesperson can work through the preapproach, leads must be qualified. 
B)  the customer's reservations must be addressed before closing the sale. 
C)  closing the sale is the final-and most satisfying-part of the process. 
D)  carefully working through the preapproach will make the next step-the sales presentation-more effective and efficient. 
E)  follow-up may include additional sales for the representative. 
A)  before a salesperson can work through the preapproach, leads must be qualified. 
B)  the customer's reservations must be addressed before closing the sale. 
C)  closing the sale is the final-and most satisfying-part of the process. 
D)  carefully working through the preapproach will make the next step-the sales presentation-more effective and efficient. 
E)  follow-up may include additional sales for the representative.

Question 15

The first step in the personal selling process is the preapproach.

Accepted Answer

A) True 
 B)False

Question 16

David's firm had grown steadily and the products and systems had become more and more complicated.He had been a star representative and had personally serviced and developed all his accounts.In the past year or so,David and his sales colleagues have been changing their approach due to the sales growth and increasing product complexity.Customer relationships are now being handled more and more by __________-whose primary duties are order getting,order taking,or sales support-which is typical of firms experiencing this kind of growth.

Accepted Answer

A)  selling teams 
B)  manufacturer's representatives 
C)  retailer representatives. 
D)  customers 
E)  marketing executives 
A)  selling teams 
B)  manufacturer's representatives 
C)  retailer representatives. 
D)  customers 
E)  marketing executives

Question 17

Getting a commitment from the customer to purchase your product is also known as

Accepted Answer

A)  asking for the bacon. 
B)  closing the sale. 
C)  wrapping it up. 
D)  preparing for follow-up. 
E)  handling reservations. 
A)  asking for the bacon. 
B)  closing the sale. 
C)  wrapping it up. 
D)  preparing for follow-up. 
E)  handling reservations.

Question 18

A computer salesperson at Staples may spend an hour with a customer educating him or her about the pros and cons of various systems and then make the sale.The next customer might simply need a specific printer cartridge.A third customer might bring in a computer and seek advice about an operating system problem.Why might Stapes consider a team selling approach?

Accepted Answer

Selling teams combine sales specialists

Question 19

Salespeople at Janie's Cookie Company want to draw the attention of their customers through blogs,Twitter,and LinkedIn,rather than using more traditional activities that require making a sales call.As the marketing manager,you understand this activity to be

Accepted Answer

A)  outbound marketing. 
B)  cold calls. 
C)  preapproaches. 
D)  inbound marketing. 
E)  telemarketing. 
A)  outbound marketing. 
B)  cold calls. 
C)  preapproaches. 
D)  inbound marketing. 
E)  telemarketing.

Question 20

Manufacturer's representatives are a firm's senior sales employees.

Accepted Answer

A) True 
 B)False

Personal selling can take place in all of the following situations except

Retail salespeople should not __________ and assume that a person in the store cannot afford to purchase the store's products based on appearances.

Potential customers are called marks.

If it is a company's policy to intentionally mislead potential customers about some aspect of a product,a sales rep that carries out this policy by misleading the customer can be held legally accountable.

One of the major responsibilities of being a sales rep is being the frontline emissary for one's firm.

Kathleen has found out everything she can about a newly qualified lead.She has practiced making her sales presentation and has determined what goals she has for the first meeting.Kathleen has finished the ___________ stage of the selling process.

Often,inexperienced salespeople mistakenly believe that during the sales call,they should

When Barbara realized she didn't have all of the technical information she needed to answer the customer's questions,she made a call to her office.Who would be most likely to provide appropriate assistance?

Ethical and legal issues are likely to arise between the sales force and corporate policy when the salespeople become conflicted between doing what they believe is ethical and what their company asks them to do in order to make a sale.

All of the following are considered typical financial compensation for sales representatives except

The Consumer Electronics Show is an example of a(n)

Whether or not a salesperson will go through all five steps of the selling process depends on the sales situation and

Although a sales representative may skip a step in the personal selling process or might sometimes have to go back and repeat steps,there is logic in the sequence.All of the following describe the personal selling process except

The first step in the personal selling process is the preapproach.

Getting a commitment from the customer to purchase your product is also known as

Salespeople at Janie's Cookie Company want to draw the attention of their customers through blogs,Twitter,and LinkedIn,rather than using more traditional activities that require making a sales call.As the marketing manager,you understand this activity to be

Manufacturer's representatives are a firm's senior sales employees.

Overview of Marketing

Developing Marketing Strategies and a Marketing Plan

Conscious Marketing,corporate Social Responsibility,and Ethics

Analyzing the Marketing Environment

Consumer Behavior

Business-To-Business Marketing

Global Marketing

Segmentation,targeting,and Positioning

Marketing Research

Product,branding,and Packaging Decisions

Developing New Products

Services: the Intangible Product

Pricing Concepts for Establishing Value

Supply Chain and Channel Management

Supply Chain and Channel Management

Retailing and Omnichannel Marketing

Integrated Marketing Communications

Advertising,public Relations,and Sales Promotions

Filters

Exam 20: Personal Selling and Sales Management

Personal selling can take place in all of the following situations except

Retail salespeople should not __________ and assume that a person in the store cannot afford to purchase the store's products based on appearances.

Potential customers are called marks.

If it is a company's policy to intentionally mislead potential customers about some aspect of a product,a sales rep that carries out this policy by misleading the customer can be held legally accountable.

One of the major responsibilities of being a sales rep is being the frontline emissary for one's firm.

Kathleen has found out everything she can about a newly qualified lead.She has practiced making her sales presentation and has determined what goals she has for the first meeting.Kathleen has finished the ___________ stage of the selling process.

Often,inexperienced salespeople mistakenly believe that during the sales call,they should

When Barbara realized she didn't have all of the technical information she needed to answer the customer's questions,she made a call to her office.Who would be most likely to provide appropriate assistance?

Ethical and legal issues are likely to arise between the sales force and corporate policy when the salespeople become conflicted between doing what they believe is ethical and what their company asks them to do in order to make a sale.

All of the following are considered typical financial compensation for sales representatives except

The Consumer Electronics Show is an example of a(n)

Whether or not a salesperson will go through all five steps of the selling process depends on the sales situation and

Although a sales representative may skip a step in the personal selling process or might sometimes have to go back and repeat steps,there is logic in the sequence.All of the following describe the personal selling process except

The first step in the personal selling process is the preapproach.

Getting a commitment from the customer to purchase your product is also known as

Salespeople at Janie's Cookie Company want to draw the attention of their customers through blogs,Twitter,and LinkedIn,rather than using more traditional activities that require making a sales call.As the marketing manager,you understand this activity to be

Manufacturer's representatives are a firm's senior sales employees.

Overview of Marketing

Developing Marketing Strategies and a Marketing Plan

Conscious Marketing,corporate Social Responsibility,and Ethics

Analyzing the Marketing Environment

Consumer Behavior

Business-To-Business Marketing

Global Marketing

Segmentation,targeting,and Positioning

Marketing Research

Product,branding,and Packaging Decisions

Developing New Products

Services: the Intangible Product

Pricing Concepts for Establishing Value

Supply Chain and Channel Management

Supply Chain and Channel Management

Retailing and Omnichannel Marketing

Integrated Marketing Communications

Advertising,public Relations,and Sales Promotions

Filters