Question 1

Almost everyone is engaged in some form of selling.

Accepted Answer

A) True 
 B)False

Question 2

Personal selling is worth more than it costs to firms.

Accepted Answer

A) True 
 B)False

Question 3

Why are nonfinancial rewards important?

Accepted Answer

Sales representatives are motivated by d

Question 4

When Vonage decided to increase its sales of its voice over Internet protocol (VoIP)services to business customers rather than focusing only on consumers,it recognized that it needed information about how these buyers differed from its existing clients.Therefore,it purchased three firms that already function in business markets: Simple Signal,Telesphere Networks,and Vocalocity.Not only do those acquisitions provide it with customer data it can use in its preapproach planning,but they also provide introductions to potential business customers,leading Vonage to predict that it would be able to increase its B2B revenue by 40 percent.Vonage salespeople likely access all this information immediately and conveniently from the firm's

Accepted Answer

A)  direct marketing system. 
B)  B2B selling system. 
C)  customer relationship management system. 
D)  customer response management system. 
E)  indirect marketing system. 
A)  direct marketing system. 
B)  B2B selling system. 
C)  customer relationship management system. 
D)  customer response management system. 
E)  indirect marketing system.

Question 5

Galena is a new agent for a financial services company.She decides to join the local chamber of commerce,the local association of businesswomen,and the local chapter of the United Way organization.Galena is attempting to use __________ to generate leads.

Accepted Answer

A)  current customers 
B)  networking 
C)  trade shows 
D)  the Internet 
E)  customer complaints 
A)  current customers 
B)  networking 
C)  trade shows 
D)  the Internet 
E)  customer complaints

Question 6

Managers and sales experts agree that certain personal traits are necessary to be a successful salesperson.All of the following traits are necessary except

Accepted Answer

A)  being optimistic. 
B)  being stubborn. 
C)  being resilient. 
D)  being empathetic. 
E)  being self-motivated. 
A)  being optimistic. 
B)  being stubborn. 
C)  being resilient. 
D)  being empathetic. 
E)  being self-motivated.

Question 7

Tabatha sells office networking systems.She is putting together a sales presentation for a new customer.What advice would you give Tabatha about making her sales presentation?

Accepted Answer

Advice might include:
* Create interest

Question 8

Often the best way to handle customers' reservations is to relax,listen,and

Accepted Answer

A)  reassess your preapproach strategy. 
B)  consider outsourcing. 
C)  immediately call your sales support team. 
D)  ask questions to clarify the issues. 
E)  reevaluate your expected order. 
A)  reassess your preapproach strategy. 
B)  consider outsourcing. 
C)  immediately call your sales support team. 
D)  ask questions to clarify the issues. 
E)  reevaluate your expected order.

Question 9

Warren is debating between spending the money needed to hire a sales force and using advertising and promotion to sell his products.What benefits of hiring a sales force will Warren weigh in his decision?

Accepted Answer

Warren will consider the fact

Question 10

What is the difference between an order getter and an order taker?

Accepted Answer

An order getter is a salespers

Question 11

The best way for sales managers to instill ethical behavior in the sales force is to

Accepted Answer

A)  provide extensive ethical training. 
B)  use only straight salary and no commissions. 
C)  employ a sales ethics forecaster. 
D)  never use telemarketing. 
E)  lead by example. 
A)  provide extensive ethical training. 
B)  use only straight salary and no commissions. 
C)  employ a sales ethics forecaster. 
D)  never use telemarketing. 
E)  lead by example.

Question 12

You are offered a sales position and given a choice of salary plus a small commission or straight commission.What are the advantages and disadvantages of each?

Accepted Answer

Salary plus a small commission provides

Question 13

The sales reward is more important than the way in which it is operationalized.

Accepted Answer

A) True 
 B)False

Question 14

In the selling process,the saying "It ain't over till it's over" refers to the __________ stage of the process.

Accepted Answer

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

Question 15

The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether they renew each year.He needs to convey ____________ by guaranteeing his work in writing.

Accepted Answer

A)  reliability 
B)  responsiveness 
C)  assurance 
D)  empathy 
E)  tangibles 
A)  reliability 
B)  responsiveness 
C)  assurance 
D)  empathy 
E)  tangibles

Question 16

Miles worked selling products to industrial users,and spent most of his time working on customers' new buy and modified new buy situations.Miles was primarily a(n)

Accepted Answer

A)  new business specialist. 
B)  prospector. 
C)  order getter. 
D)  order taker. 
E)  sales support rep. 
A)  new business specialist. 
B)  prospector. 
C)  order getter. 
D)  order taker. 
E)  sales support rep.

Question 17

The process of salespeople creating blogs to draw customers in and generate leads is a process known as

Accepted Answer

A)  telemarketing. 
B)  inbound marketing. 
C)  target marketing. 
D)  test marketing. 
E)  team selling. 
A)  telemarketing. 
B)  inbound marketing. 
C)  target marketing. 
D)  test marketing. 
E)  team selling.

Question 18

Mohinder sells small-business health insurance programs,working on straight commission.Closing the sale is an extremely stressful point in the selling process for him.If he does not close the sale,the most likely outcome will be

Accepted Answer

A)  his quota will be increased. 
B)  he will generate no income. 
C)  his quota will be lowered. 
D)  his bonus will not exceed his commission. 
E)  he will get a salary reduction. 
A)  his quota will be increased. 
B)  he will generate no income. 
C)  his quota will be lowered. 
D)  his bonus will not exceed his commission. 
E)  he will get a salary reduction.

Question 19

Since Al's Auto Parts has had trouble with its windshield wiper manufacturer in the past,it is requesting a guarantee from the company before it will place another order.Which of the service quality dimensions is being addressed in this scenario?

Accepted Answer

A)  ethics 
B)  assurance 
C)  tangibles 
D)  responsiveness 
E)  empathy 
A)  ethics 
B)  assurance 
C)  tangibles 
D)  responsiveness 
E)  empathy

Question 20

Alex has trouble closing sales with new customers but not with existing customers.What advice would you give Alex?

Accepted Answer

First,closing sales is often stressful,e

Almost everyone is engaged in some form of selling.

Personal selling is worth more than it costs to firms.

Why are nonfinancial rewards important?

Galena is a new agent for a financial services company.She decides to join the local chamber of commerce,the local association of businesswomen,and the local chapter of the United Way organization.Galena is attempting to use __________ to generate leads.

Managers and sales experts agree that certain personal traits are necessary to be a successful salesperson.All of the following traits are necessary except

Tabatha sells office networking systems.She is putting together a sales presentation for a new customer.What advice would you give Tabatha about making her sales presentation?

Often the best way to handle customers' reservations is to relax,listen,and

Warren is debating between spending the money needed to hire a sales force and using advertising and promotion to sell his products.What benefits of hiring a sales force will Warren weigh in his decision?

What is the difference between an order getter and an order taker?

The best way for sales managers to instill ethical behavior in the sales force is to

You are offered a sales position and given a choice of salary plus a small commission or straight commission.What are the advantages and disadvantages of each?

The sales reward is more important than the way in which it is operationalized.

In the selling process,the saying "It ain't over till it's over" refers to the __________ stage of the process.

The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether they renew each year.He needs to convey ____________ by guaranteeing his work in writing.

Miles worked selling products to industrial users,and spent most of his time working on customers' new buy and modified new buy situations.Miles was primarily a(n)

The process of salespeople creating blogs to draw customers in and generate leads is a process known as

Mohinder sells small-business health insurance programs,working on straight commission.Closing the sale is an extremely stressful point in the selling process for him.If he does not close the sale,the most likely outcome will be

Since Al's Auto Parts has had trouble with its windshield wiper manufacturer in the past,it is requesting a guarantee from the company before it will place another order.Which of the service quality dimensions is being addressed in this scenario?

Alex has trouble closing sales with new customers but not with existing customers.What advice would you give Alex?

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

Almost everyone is engaged in some form of selling.

Personal selling is worth more than it costs to firms.

Why are nonfinancial rewards important?

Galena is a new agent for a financial services company.She decides to join the local chamber of commerce,the local association of businesswomen,and the local chapter of the United Way organization.Galena is attempting to use __________ to generate leads.

Managers and sales experts agree that certain personal traits are necessary to be a successful salesperson.All of the following traits are necessary except

Tabatha sells office networking systems.She is putting together a sales presentation for a new customer.What advice would you give Tabatha about making her sales presentation?

Often the best way to handle customers' reservations is to relax,listen,and

Warren is debating between spending the money needed to hire a sales force and using advertising and promotion to sell his products.What benefits of hiring a sales force will Warren weigh in his decision?

What is the difference between an order getter and an order taker?

The best way for sales managers to instill ethical behavior in the sales force is to

You are offered a sales position and given a choice of salary plus a small commission or straight commission.What are the advantages and disadvantages of each?

The sales reward is more important than the way in which it is operationalized.

In the selling process,the saying "It ain't over till it's over" refers to the __________ stage of the process.

The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether they renew each year.He needs to convey ____________ by guaranteeing his work in writing.

Miles worked selling products to industrial users,and spent most of his time working on customers' new buy and modified new buy situations.Miles was primarily a(n)

The process of salespeople creating blogs to draw customers in and generate leads is a process known as

Mohinder sells small-business health insurance programs,working on straight commission.Closing the sale is an extremely stressful point in the selling process for him.If he does not close the sale,the most likely outcome will be

Since Al's Auto Parts has had trouble with its windshield wiper manufacturer in the past,it is requesting a guarantee from the company before it will place another order.Which of the service quality dimensions is being addressed in this scenario?

Alex has trouble closing sales with new customers but not with existing customers.What advice would you give Alex?

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