Question 1

What method is often used by salespeople during the sales presentation phase of personal selling?

Accepted Answer

A)  bird-dog method 
B)  SPIN method 
C)  objective-and-task method 
D)  affordability method 
E)  percentage-of-sales method 
A)  bird-dog method 
B)  SPIN method 
C)  objective-and-task method 
D)  affordability method 
E)  percentage-of-sales method

Question 2

The primary disadvantage of selling is that it is _____.

Accepted Answer

A)  less effective in driving market share 
B)  more costly than other promotional tools 
C)  perceived poorly by clients 
D)  limited to telemarketing 
E)  less effective for coupon delivery 
A)  less effective in driving market share 
B)  more costly than other promotional tools 
C)  perceived poorly by clients 
D)  limited to telemarketing 
E)  less effective for coupon delivery

Question 3

A customer-driven atmosphere in selling is essential to developing long-term growth through customer relationships.

Accepted Answer

A) True 
 B)False

Question 4

Identify three of the advantages personal selling has that other promotional tools do not have.

Accepted Answer

The book presents six advantages of pers

Question 5

Which of the following activities is part of those included when salespeople service the product?

Accepted Answer

A)  handling shipment problems 
B)  handling objections 
C)  entertaining clients 
D)  teaching safety features of the product 
E)  attending conferences. 
A)  handling shipment problems 
B)  handling objections 
C)  entertaining clients 
D)  teaching safety features of the product 
E)  attending conferences.

Question 6

Which type of question used during the sales presentation phase asks about the consequences of problems and challenges the prospect is facing?

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 7

All of the following are approaches a salesperson could take to handling objections except _____.

Accepted Answer

A)  concede to some parts of the objection 
B)  dispute the objection 
C)  address the objection later in the presentation 
D)  use humor to relieve tension about the objection 
E)  return to the SPIN method 
A)  concede to some parts of the objection 
B)  dispute the objection 
C)  address the objection later in the presentation 
D)  use humor to relieve tension about the objection 
E)  return to the SPIN method

Question 8

Which of the following types of salespeople are employees of manufacturers?

Accepted Answer

A)  inside sales 
B)  retail sales 
C)  missionary sales 
D)  new-business sales 
E)  None of these are correct. 
A)  inside sales 
B)  retail sales 
C)  missionary sales 
D)  new-business sales 
E)  None of these are correct.

Question 9

Seller-oriented selling puts the buyer's needs before all else.

Accepted Answer

A) True 
 B)False

Question 10

In a sales presentation,Jerry asks the prospect,"What parts of the system create errors"? 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 11

All of the following are characteristics of the salesperson-customer relationship except _____.

Accepted Answer

A)  level of conflict 
B)  relative power 
C)  knowledge of alternatives 
D)  quality of relationship 
E)  anticipation of future interaction 
A)  level of conflict 
B)  relative power 
C)  knowledge of alternatives 
D)  quality of relationship 
E)  anticipation of future interaction

Question 12

Salesforce.com is an information management tool for salespeople.

Accepted Answer

A) True 
 B)False

Question 13

The real estate market typifies missionary selling.

Accepted Answer

A) True 
 B)False

Question 14

The _____ phase of personal selling is critical because it is the phase within which the salesperson makes a first impression.

Accepted Answer

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

Question 15

Which step of personal selling is most critical for developing a long-term relationship between the salesperson and the client?

Accepted Answer

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

Question 16

Which of the following is the primary task of trade salespeople?

Accepted Answer

A)  to collect past-due accounts 
B)  to manage high technology products in the fields of engineering and medicine 
C)  to sell for their direct customers 
D)  to provide promotional assistance which can result in increased sales volume 
E)  to provide telemarketing support 
A)  to collect past-due accounts 
B)  to manage high technology products in the fields of engineering and medicine 
C)  to sell for their direct customers 
D)  to provide promotional assistance which can result in increased sales volume 
E)  to provide telemarketing support

Question 17

The _____ method relies upon asking four specific types of questions during the sales presentation.

Accepted Answer

A)  bird-dog method 
B)  SPIN method 
C)  objective-and-task method 
D)  affordability method 
E)  percentage-of-sales method 
A)  bird-dog method 
B)  SPIN method 
C)  objective-and-task method 
D)  affordability method 
E)  percentage-of-sales method

Question 18

Listening is considered the most important skill of salespeople today.

Accepted Answer

A) True 
 B)False

Question 19

Describe the differences between antiquated selling and modern selling.

Accepted Answer

The discussion of antiquated selling and

Question 20

Which of the selling activities includes planning the sales presentation,making the presentation,overcoming objections,and trying to close the sale?

Accepted Answer

A)  selling function 
B)  working with others 
C)  information management 
D)  servicing the account 
E)  training and recruiting 
A)  selling function 
B)  working with others 
C)  information management 
D)  servicing the account 
E)  training and recruiting

Exam 23: Personal Selling

What method is often used by salespeople during the sales presentation phase of personal selling?

The primary disadvantage of selling is that it is _____.

A customer-driven atmosphere in selling is essential to developing long-term growth through customer relationships.

Identify three of the advantages personal selling has that other promotional tools do not have.

Which of the following activities is part of those included when salespeople service the product?

Which type of question used during the sales presentation phase asks about the consequences of problems and challenges the prospect is facing?

All of the following are approaches a salesperson could take to handling objections except _____.

Which of the following types of salespeople are employees of manufacturers?

Seller-oriented selling puts the buyer's needs before all else.

In a sales presentation,Jerry asks the prospect,"What parts of the system create errors"? Jerry is using a _____ question in the SPIN method.

All of the following are characteristics of the salesperson-customer relationship except _____.

Salesforce.com is an information management tool for salespeople.

The real estate market typifies missionary selling.

The _____ phase of personal selling is critical because it is the phase within which the salesperson makes a first impression.

Which step of personal selling is most critical for developing a long-term relationship between the salesperson and the client?

Which of the following is the primary task of trade salespeople?

The _____ method relies upon asking four specific types of questions during the sales presentation.

Listening is considered the most important skill of salespeople today.

Describe the differences between antiquated selling and modern selling.

Which of the selling activities includes planning the sales presentation,making the presentation,overcoming objections,and trying to close the sale?

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

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