Question 1

The __________ stage occurs prior to meeting the customer for the first time and extends the qualification of leads.

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 2

Thanh is starting a career in selling,but he eventually wants to become a senior manager.A selling career may help Thanh achieve that goal by providing

Accepted Answer

A)  structure. 
B)  scheduling flexibility. 
C)  job security. 
D)  income. 
E)  visibility to management. 
A)  structure. 
B)  scheduling flexibility. 
C)  job security. 
D)  income. 
E)  visibility to management.

Question 3

One reason B2B salespeople spend considerable time qualifying potential customers is that

Accepted Answer

A)  they want to have absolutely everything in order before approaching a potential customer. 
B)  it can be costly to prepare and make a presentation to a business customer. 
C)  too many business buyers at trade shows are really people from competing firms trying to obtain competitive information. 
D)  independent agents get the best leads; the company sales representatives need to work harder. 
E)  they want to determine if telemarketing is required. 
A)  they want to have absolutely everything in order before approaching a potential customer. 
B)  it can be costly to prepare and make a presentation to a business customer. 
C)  too many business buyers at trade shows are really people from competing firms trying to obtain competitive information. 
D)  independent agents get the best leads; the company sales representatives need to work harder. 
E)  they want to determine if telemarketing is required.

Question 4

A small office supply company may have a person whose primary responsibility is to process routine orders,reorders,or rebuys of products for clients.This employee is known as a(n)

Accepted Answer

A)  order taker. 
B)  order getter. 
C)  sales support rep. 
D)  sales team. 
E)  sales manager. 
A)  order taker. 
B)  order getter. 
C)  sales support rep. 
D)  sales team. 
E)  sales manager.

Question 5

The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether or not they renew each year.He needs to convey ____________ by delivering the right services the right way.

Accepted Answer

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

Question 6

Like any effective salesperson,Tiffany walks into a customer's office,shakes hands,looks the customer in the eye,and smiles.After exchanging pleasantries,Tiffany will try to create interest in her company's product.Tiffany will likely __________ to adapt or customize her presentation to match the customer's needs.

Accepted Answer

A)  use a hypothetical situation 
B)  ask a series of questions 
C)  examine the customer's office 
D)  make a variety of assumptions 
E)  refer to past sales 
A)  use a hypothetical situation 
B)  ask a series of questions 
C)  examine the customer's office 
D)  make a variety of assumptions 
E)  refer to past sales

Question 7

Sue spends much of her time checking inventories,processing straight rebuys,and making sure that everything is going smoothly.Sue is primarily a(n)

Accepted Answer

A)  business development specialist. 
B)  caretaker rep. 
C)  order getter. 
D)  order taker. 
E)  sales support rep. 
A)  business development specialist. 
B)  caretaker rep. 
C)  order getter. 
D)  order taker. 
E)  sales support rep.

Question 8

Salespeople should be evaluated and rewarded only for those activities and outcomes that

Accepted Answer

A)  generate the most income. 
B)  increase the number of customers. 
C)  fall under their control. 
D)  reduce manufacturing costs. 
E)  cut into competitors' sales. 
A)  generate the most income. 
B)  increase the number of customers. 
C)  fall under their control. 
D)  reduce manufacturing costs. 
E)  cut into competitors' sales.

Question 9

Kyle is preparing for an important sales presentation.He knows that customers are more likely to ___________ during his presentation than during other stages of the selling process.

Accepted Answer

A)  be identified as qualified leads 
B)  agree with everything he says 
C)  raise objections 
D)  offer advice 
E)  return unacceptable merchandise 
A)  be identified as qualified leads 
B)  agree with everything he says 
C)  raise objections 
D)  offer advice 
E)  return unacceptable merchandise

The __________ stage occurs prior to meeting the customer for the first time and extends the qualification of leads.

Thanh is starting a career in selling,but he eventually wants to become a senior manager.A selling career may help Thanh achieve that goal by providing

One reason B2B salespeople spend considerable time qualifying potential customers is that

A small office supply company may have a person whose primary responsibility is to process routine orders,reorders,or rebuys of products for clients.This employee is known as a(n)

The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether or not they renew each year.He needs to convey ____________ by delivering the right services the right way.

Sue spends much of her time checking inventories,processing straight rebuys,and making sure that everything is going smoothly.Sue is primarily a(n)

Salespeople should be evaluated and rewarded only for those activities and outcomes that

Kyle is preparing for an important sales presentation.He knows that customers are more likely to ___________ during his presentation than during other stages of the selling process.

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

The __________ stage occurs prior to meeting the customer for the first time and extends the qualification of leads.

Thanh is starting a career in selling,but he eventually wants to become a senior manager.A selling career may help Thanh achieve that goal by providing

One reason B2B salespeople spend considerable time qualifying potential customers is that

A small office supply company may have a person whose primary responsibility is to process routine orders,reorders,or rebuys of products for clients.This employee is known as a(n)

The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether or not they renew each year.He needs to convey ____________ by delivering the right services the right way.

Sue spends much of her time checking inventories,processing straight rebuys,and making sure that everything is going smoothly.Sue is primarily a(n)

Salespeople should be evaluated and rewarded only for those activities and outcomes that

Kyle is preparing for an important sales presentation.He knows that customers are more likely to ___________ during his presentation than during other stages of the selling process.

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