Question 1

The post-sale follow-up enables the salesperson to do all of the following except _____.

Accepted Answer

A)  present the client with a referral from another client 
B)  alleviate cognitive dissonance 
C)  determine any problems the client may be having 
D)  develop a stronger relationship with the client 
E)  All of these are correct. 
A)  present the client with a referral from another client 
B)  alleviate cognitive dissonance 
C)  determine any problems the client may be having 
D)  develop a stronger relationship with the client 
E)  All of these are correct.

Question 2

Which type of question used during the sales presentation phase asks about the value of a proposed solution to challenges the prospect is having?

Accepted Answer

A)  situation questions 
B)  problem questions 
C)  implication questions 
D)  need-payoff questions 
E)  financing questions 
A)  situation questions 
B)  problem questions 
C)  implication questions 
D)  need-payoff questions 
E)  financing questions

Question 3

Which of the following activities is not part of the selling function but is still a selling activity?

Accepted Answer

A)  planning the sales presentation 
B)  making the sales presentation 
C)  overcoming objections 
D)  servicing the product 
E)  closing the sale 
A)  planning the sales presentation 
B)  making the sales presentation 
C)  overcoming objections 
D)  servicing the product 
E)  closing the sale

Question 4

In a sales presentation,Jerry asks the prospect,"What software application are you using to create invoices for your customers"? Jerry is using a _____ question in the SPIN method.

Accepted Answer

A)  situation questions 
B)  problem questions 
C)  implication questions 
D)  need-payoff questions 
E)  financing questions 
A)  situation questions 
B)  problem questions 
C)  implication questions 
D)  need-payoff questions 
E)  financing questions

Question 5

Using a present customer's name as a reference is most likely a technique salespeople will use during the _____ phase of personal selling.

Accepted Answer

A)  prospecting and qualifying 
B)  preapproach 
C)  approach 
D)  sales presentation 
E)  follow up 
A)  prospecting and qualifying 
B)  preapproach 
C)  approach 
D)  sales presentation 
E)  follow up

Question 6

Which type of salesperson would most likely work in the consumer packaged-goods (CPG)industry?

Accepted Answer

A)  trade salesperson 
B)  missionary salesperson 
C)  retail salesperson 
D)  technical salesperson 
E)  inside salesperson 
A)  trade salesperson 
B)  missionary salesperson 
C)  retail salesperson 
D)  technical salesperson 
E)  inside salesperson

Question 7

Product and customer knowledge,skills,and availability of alternatives are aspects of the _____ which affect the effectiveness of selling behaviors.

Accepted Answer

A)  selling behaviors 
B)  salesperson's resources 
C)  buying task characteristics 
D)  salesperson-customer relationship 
E)  None of these are correct. 
A)  selling behaviors 
B)  salesperson's resources 
C)  buying task characteristics 
D)  salesperson-customer relationship 
E)  None of these are correct.

Question 8

Which step in personal selling refers to identifying potential buyers who have the need,willingness,ability,and authority to buy?

Accepted Answer

A)  preapproach 
B)  follow up 
C)  approach 
D)  sales presentation 
E)  prospecting and qualifying 
A)  preapproach 
B)  follow up 
C)  approach 
D)  sales presentation 
E)  prospecting and qualifying

Question 9

Salespeople who call on _____ are most likely to spend time servicing accounts by stocking shelves,setting up POP displays,and handling local advertising.

Accepted Answer

A)  department stores 
B)  supermarkets 
C)  hardware stores 
D)  drycleaners 
E)  furniture stores 
A)  department stores 
B)  supermarkets 
C)  hardware stores 
D)  drycleaners 
E)  furniture stores

Question 10

All elements of the promotional mix and IMC work together to achieve overall organizational objectives.

Accepted Answer

A) True 
 B)False

Question 11

Which type of question used during the sales presentation phase asks about facts or explores the prospect's present situation?

Accepted Answer

A)  situation questions 
B)  problem questions 
C)  implication questions 
D)  need-payoff questions 
E)  financing questions 
A)  situation questions 
B)  problem questions 
C)  implication questions 
D)  need-payoff questions 
E)  financing questions

Question 12

When a salesperson disputes an objection and offers solid reasons for the dispute,the salesperson is in the _____ phase of personal selling.

Accepted Answer

A)  close 
B)  approach 
C)  handling objections 
D)  prospecting 
E)  preapproach 
A)  close 
B)  approach 
C)  handling objections 
D)  prospecting 
E)  preapproach

Question 13

High-performing salespeople have which of the following characteristics?

Accepted Answer

A)  self-esteem 
B)  enthusiasm 
C)  sensitivity 
D)  creativity 
E)  All of these are correct. 
A)  self-esteem 
B)  enthusiasm 
C)  sensitivity 
D)  creativity 
E)  All of these are correct.

Question 14

All of the following are approach techniques used to gain the prospect's attention and interest except _____.

Accepted Answer

A)  using a present customer's name as a reference 
B)  asking whether the prospect's business is growing or declining 
C)  giving the prospect a small gift 
D)  offering a sample product 
E)  offering a benefit of interest to the prospect 
A)  using a present customer's name as a reference 
B)  asking whether the prospect's business is growing or declining 
C)  giving the prospect a small gift 
D)  offering a sample product 
E)  offering a benefit of interest to the prospect

Question 15

Japanese buyers are known for their tendency to be risk-averse.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following considerations is relevant to consider when qualifying prospective buyers during the selling process?

Accepted Answer

A)  need for the product 
B)  willingness to buy 
C)  ability to buy 
D)  authority to buy 
E)  All of these are correct. 
A)  need for the product 
B)  willingness to buy 
C)  ability to buy 
D)  authority to buy 
E)  All of these are correct.

Question 17

Which of the following is despised in salespeople?

Accepted Answer

A)  pushy attitude 
B)  poor listening skills 
C)  poor presentation skills 
D)  lack of product knowledge 
E)  failure to schedule an appointment 
A)  pushy attitude 
B)  poor listening skills 
C)  poor presentation skills 
D)  lack of product knowledge 
E)  failure to schedule an appointment

Question 18

The SPIN method is about the relative position of dominance,deference,or equality that buyers and sellers put themselves in as a result of dialog between the two.

Accepted Answer

A) True 
 B)False

Question 19

Implication questions,part of the SPIN method,assess the value or usefulness of a proposed solution.

Accepted Answer

A) True 
 B)False

Question 20

How might a Japanese sales representative handle a customer experiencing a problem with the company's product?

Accepted Answer

This question is addressed on page 681 i

Exam 23: Personal Selling

The post-sale follow-up enables the salesperson to do all of the following except _____.

Which type of question used during the sales presentation phase asks about the value of a proposed solution to challenges the prospect is having?

Which of the following activities is not part of the selling function but is still a selling activity?

In a sales presentation,Jerry asks the prospect,"What software application are you using to create invoices for your customers"? Jerry is using a _____ question in the SPIN method.

Using a present customer's name as a reference is most likely a technique salespeople will use during the _____ phase of personal selling.

Which type of salesperson would most likely work in the consumer packaged-goods (CPG)industry?

Product and customer knowledge,skills,and availability of alternatives are aspects of the _____ which affect the effectiveness of selling behaviors.

Which step in personal selling refers to identifying potential buyers who have the need,willingness,ability,and authority to buy?

Salespeople who call on _____ are most likely to spend time servicing accounts by stocking shelves,setting up POP displays,and handling local advertising.

All elements of the promotional mix and IMC work together to achieve overall organizational objectives.

Which type of question used during the sales presentation phase asks about facts or explores the prospect's present situation?

When a salesperson disputes an objection and offers solid reasons for the dispute,the salesperson is in the _____ phase of personal selling.

High-performing salespeople have which of the following characteristics?

All of the following are approach techniques used to gain the prospect's attention and interest except _____.

Japanese buyers are known for their tendency to be risk-averse.

Which of the following considerations is relevant to consider when qualifying prospective buyers during the selling process?

Which of the following is despised in salespeople?

The SPIN method is about the relative position of dominance,deference,or equality that buyers and sellers put themselves in as a result of dialog between the two.

Implication questions,part of the SPIN method,assess the value or usefulness of a proposed solution.

How might a Japanese sales representative handle a customer experiencing a problem with the company's product?

An Overview of Integrated Marketing Communications

Enhancing Brand Equity and Accountability

Brand Adoption, Brand Naming, and Intellectual Property Issues

Environmental, Regulatory, and Ethical Issues

Segmentation, Targeting, and Positioning

The Communication Process and Consumer Behavior

The Role of Persuasion in Integrated Marketing Communications

Objective Setting and Budgeting

Overview of Advertising Management

Effective and Creative Ad Messages

Endorsers and Message Appeals in Advertising

Traditional Advertising Media

Online and Mobile Advertising

Social Media

Direct Marketing and Other Media

Advertising Media: Planning and Analysis

Measuring Ad Message Effectiveness

Sales Promotion Overview and the Role of Trade Promotion

Consumer Sales Promotion: Sampling and Couponing

Consumer Sales Promotion: Premiums and Other Promotions

Public Relations,Word-of-Mouth Influence,and Sponsorships

Packaging, Point-of-Purchase Communications, and Signage

Filters