Question 1

workload method __________.

Accepted Answer

A)  determines a fair and equitable compensation plan based on a weighted system for sales of different types of items or from different-sized territories 
B)  identifies the target market that most closely meets the special skills of the salesforce 
C)  determines the size of a salesforce by integrating the number of customers served, call frequency, call length, and available selling time to arrive at a salesforce size figure 
D)  describes what is to be achieved and where and how the selling effort of salespeople is to be deployed 
E)  determines when a company's salesforce becomes more profitable than independent sales agents to sell its company's product(s) 
A)  determines a fair and equitable compensation plan based on a weighted system for sales of different types of items or from different-sized territories 
B)  identifies the target market that most closely meets the special skills of the salesforce 
C)  determines the size of a salesforce by integrating the number of customers served, call frequency, call length, and available selling time to arrive at a salesforce size figure 
D)  describes what is to be achieved and where and how the selling effort of salespeople is to be deployed 
E)  determines when a company's salesforce becomes more profitable than independent sales agents to sell its company's product(s)

Question 2

assumption does the stimulus-response presentation format make?

Accepted Answer

The stimulus-response presentation forma

Question 3

has 30 information technology hardware and software specialists,business consultants,and engineers working at Charles Schwab,a large brokerage firm,all under the direction of a senior IBM sales executive.They are creating and managing a complex financial planning system that helps Schwab clients with their retirement planning.This is an example of __________.

Accepted Answer

A)  transactional selling 
B)  partnership selling 
C)  strategic alliance selling 
D)  creative selling 
E)  synergistic selling 
A)  transactional selling 
B)  partnership selling 
C)  strategic alliance selling 
D)  creative selling 
E)  synergistic selling

Question 4

order getter refers to __________.

Accepted Answer

A)  a salesperson who specializes in identifying, analyzing, and solving customer problems, but who does not actually sell products and services 
B)  a salesperson who processes routine orders or reorders for products that are presold by the outbound telemarketers 
C)  a salesperson who sells in a conventional sense and identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on customers' use of a product or service 
D)  a person on the selling team who is responsible for obtaining qualified leads 
E)  a member of the sales support team who does not directly solicit orders but rather concentrates on performing promotional activities and introducing new products 
A)  a salesperson who specializes in identifying, analyzing, and solving customer problems, but who does not actually sell products and services 
B)  a salesperson who processes routine orders or reorders for products that are presold by the outbound telemarketers 
C)  a salesperson who sells in a conventional sense and identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on customers' use of a product or service 
D)  a person on the selling team who is responsible for obtaining qualified leads 
E)  a member of the sales support team who does not directly solicit orders but rather concentrates on performing promotional activities and introducing new products

Question 5

Describe the need-satisfaction presentation format.In your answer,include the two selling styles that are common with this format.

Accepted Answer

The need-satisfaction presentation forma

Question 6

Which type of compensation plan provides the maximum amount of selling incentive?

Accepted Answer

A)  sales response 
B)  market share 
C)  combination 
D)  straight sales 
E)  straight commission 
A)  sales response 
B)  market share 
C)  combination 
D)  straight sales 
E)  straight commission

Question 7

sales engineer is a __________.

Accepted Answer

A)  salesperson who specializes in identifying, analyzing, and solving customer problems and brings know-how and technical expertise to the selling situation, but often does not actually sell products and services 
B)  salesperson who processes routine orders or reorders for products that are presold by the company 
C)  salesperson who identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on a customer's use of a product or service 
D)  person on the selling team who is responsible for supervising his or her company's R&D expenditures 
E)  member of the sales support team who does not directly solicit orders but rather concentrates on performing promotional activities and introducing new products 
A)  salesperson who specializes in identifying, analyzing, and solving customer problems and brings know-how and technical expertise to the selling situation, but often does not actually sell products and services 
B)  salesperson who processes routine orders or reorders for products that are presold by the company 
C)  salesperson who identifies prospective customers, provides customers with information, persuades customers to buy, closes sales, and follows up on a customer's use of a product or service 
D)  person on the selling team who is responsible for supervising his or her company's R&D expenditures 
E)  member of the sales support team who does not directly solicit orders but rather concentrates on performing promotional activities and introducing new products

Question 8

FedEx uses sales personnel,carrier management specialists,and engineering and administrative executives who continually find ways to improve the technology of shipping goods across town and around the world.This type of sales approach is called __________.

Accepted Answer

A)  team selling 
B)  formula selling 
C)  partnership selling 
D)  missionary selling 
E)  order taking 
A)  team selling 
B)  formula selling 
C)  partnership selling 
D)  missionary selling 
E)  order taking

Question 9

Personal Selling Process Photo B
-Consider the Personal Selling Process Photo B shown above.Selling that involves adjusting the presentation to fit the selling situation is known as __________ selling.

Accepted Answer

A)  team 
B)  personal 
C)  adaptive 
D)  need-satisfying 
E)  one-on-one 
A)  team 
B)  personal 
C)  adaptive 
D)  need-satisfying 
E)  one-on-one

Question 10

account management refers to __________.

Accepted Answer

A)  the assignment of a single salesperson to a single customer throughout the course of the entire sale 
B)  the practice of assigning the highest performing salesperson to the clients with the most profitable accounts 
C)  the practice of using team selling to focus on important customers so as to build mutually beneficial, long-term, cooperative relationships. 
D)  a sales relationship that involves a face-to-face, person-to-person encounter rather than a sale made through the Internet or written correspondence. 
E)  the practice of occasionally making contact with a customer on a sporadic basis following the initial sale of a product or service 
A)  the assignment of a single salesperson to a single customer throughout the course of the entire sale 
B)  the practice of assigning the highest performing salesperson to the clients with the most profitable accounts 
C)  the practice of using team selling to focus on important customers so as to build mutually beneficial, long-term, cooperative relationships. 
D)  a sales relationship that involves a face-to-face, person-to-person encounter rather than a sale made through the Internet or written correspondence. 
E)  the practice of occasionally making contact with a customer on a sporadic basis following the initial sale of a product or service

Question 11

a __________ compensation plan,a salesperson's earnings are directly tied to sales or profits generated.

Accepted Answer

A)  sales response 
B)  combination 
C)  straight sales 
D)  straight commission 
E)  market share 
A)  sales response 
B)  combination 
C)  straight sales 
D)  straight commission 
E)  market share

Question 12

Research indicates that there are four key factors involved with salesforce motivation: (1)a clear job description; (2)effective management practices; (3)__________; and (4)proper compensation,incentives,or rewards.

Accepted Answer

A)  an opportunity for professional growth 
B)  a personal need for achievement 
C)  constructive criticism 
D)  adequate time for bookkeeping and paperwork 
E)  a moderate degree of competitive spirit within a team 
A)  an opportunity for professional growth 
B)  a personal need for achievement 
C)  constructive criticism 
D)  adequate time for bookkeeping and paperwork 
E)  a moderate degree of competitive spirit within a team

Question 13

Excuses for not making a purchase commitment or decision are referred to as __________.

Accepted Answer

A)  rationalizations 
B)  equivocations 
C)  refusals 
D)  objections 
E)  qualifications 
A)  rationalizations 
B)  equivocations 
C)  refusals 
D)  objections 
E)  qualifications

Question 14

Personal selling assumes many forms based on the __________ and the __________ to perform the sales task.

Accepted Answer

A)  size of the salesforce; financial outlay 
B)  complexity of the product; amount of sales training 
C)  amount of selling done; amount of creativity required 
D)  amount of creativity required; amount of sales training required 
E)  complexity of the product; financial outlay 
A)  size of the salesforce; financial outlay 
B)  complexity of the product; amount of sales training 
C)  amount of selling done; amount of creativity required 
D)  amount of creativity required; amount of sales training required 
E)  complexity of the product; financial outlay

Question 15

Planning the selling program and implementing and evaluating the personal selling effort of the firm are referred to as __________.

Accepted Answer

A)  relationship marketing 
B)  team selling 
C)  personal selling 
D)  sales engineering 
E)  sales management 
A)  relationship marketing 
B)  team selling 
C)  personal selling 
D)  sales engineering 
E)  sales management

Question 16

sales process at Xerox typically follows the six stages of the personal selling process.During the sixth stage,the salesperson continues to meet and communicate with the client to __________.

Accepted Answer

A)  remove all competitors' products from the clients' offices 
B)  sell ancillary and complementary products 
C)  provide assistance and monitor the effectiveness of the installed solution 
D)  request leads for other potential sales 
E)  offer special price incentives for future pre-buys 
A)  remove all competitors' products from the clients' offices 
B)  sell ancillary and complementary products 
C)  provide assistance and monitor the effectiveness of the installed solution 
D)  request leads for other potential sales 
E)  offer special price incentives for future pre-buys

Question 17

Sales support personnel who do not directly solicit orders but rather concentrate on performing promotional activities and introducing new products are referred to as __________.

Accepted Answer

A)  inside order takers 
B)  missionary salespeople 
C)  outside order getters 
D)  sales engineers 
E)  outbound telemarketers 
A)  inside order takers 
B)  missionary salespeople 
C)  outside order getters 
D)  sales engineers 
E)  outbound telemarketers

Question 18

Which of the following statements describes the major difference between a prospect and a qualified prospect?

Accepted Answer

A)  Prospects are more likely than qualified prospects to become customers. 
B)  During the sales presentation, prospects are more likely to raise objections than qualified prospects. 
C)  There are generally more qualified prospects than prospects. 
D)  Prospects have the need or desire for your product. Qualified prospects have not only the need or desire for your product, but also the ability and authority to purchase it. 
E)  A qualified prospect has purchased your product in the past and a prospect has not. 
A)  Prospects are more likely than qualified prospects to become customers. 
B)  During the sales presentation, prospects are more likely to raise objections than qualified prospects. 
C)  There are generally more qualified prospects than prospects. 
D)  Prospects have the need or desire for your product. Qualified prospects have not only the need or desire for your product, but also the ability and authority to purchase it. 
E)  A qualified prospect has purchased your product in the past and a prospect has not.

Question 19

practice of using the telephone rather than personal visits to contact customers is referred to as __________.

Accepted Answer

A)  missionary selling 
B)  outbound telemarketing 
C)  cold canvassing 
D)  inbound telemarketing 
E)  team selling 
A)  missionary selling 
B)  outbound telemarketing 
C)  cold canvassing 
D)  inbound telemarketing 
E)  team selling

Question 20

Research indicates that there are four key factors involved with salesforce motivation: (1)__________; (2)effective sales management practices; (3)a personal need for achievement; and (4)proper compensation,incentives,or rewards.

Accepted Answer

A)  a clear job description 
B)  constructive criticism 
C)  an opportunity for professional growth 
D)  a moderate degree of competitive spirit within a team 
E)  adequate time for bookkeeping and paperwork 
A)  a clear job description 
B)  constructive criticism 
C)  an opportunity for professional growth 
D)  a moderate degree of competitive spirit within a team 
E)  adequate time for bookkeeping and paperwork

Exam 20: Personal Selling and Sales Management

workload method __________.

assumption does the stimulus-response presentation format make?

order getter refers to __________.

Describe the need-satisfaction presentation format.In your answer,include the two selling styles that are common with this format.

Which type of compensation plan provides the maximum amount of selling incentive?

sales engineer is a __________.

FedEx uses sales personnel,carrier management specialists,and engineering and administrative executives who continually find ways to improve the technology of shipping goods across town and around the world.This type of sales approach is called __________.

Personal Selling Process Photo B -Consider the Personal Selling Process Photo B shown above.Selling that involves adjusting the presentation to fit the selling situation is known as __________ selling.

account management refers to __________.

a __________ compensation plan,a salesperson's earnings are directly tied to sales or profits generated.

Research indicates that there are four key factors involved with salesforce motivation: (1)a clear job description; (2)effective management practices; (3)__________; and (4)proper compensation,incentives,or rewards.

Excuses for not making a purchase commitment or decision are referred to as __________.

Personal selling assumes many forms based on the __________ and the __________ to perform the sales task.

Planning the selling program and implementing and evaluating the personal selling effort of the firm are referred to as __________.

sales process at Xerox typically follows the six stages of the personal selling process.During the sixth stage,the salesperson continues to meet and communicate with the client to __________.

Sales support personnel who do not directly solicit orders but rather concentrate on performing promotional activities and introducing new products are referred to as __________.

Which of the following statements describes the major difference between a prospect and a qualified prospect?

practice of using the telephone rather than personal visits to contact customers is referred to as __________.

Research indicates that there are four key factors involved with salesforce motivation: (1)__________; (2)effective sales management practices; (3)a personal need for achievement; and (4)proper compensation,incentives,or rewards.

Creating Customer Relationships and Value Through Marketing

Developing Successful Organizational and Marketing Strategies

Scanning the Marketing Environment

Ethical and Social Responsibility for Sustainable Marketing

Understanding Consumer Behavior

Understanding Organizations As Customers

Understanding and Reaching Global Consumers and Markets

Marketing Research: From Customer Insights to Actions

Market Segmentation,Targeting,and Positioning

Developing New Products and Services

Managing Successful Products,Services,and Brands

Services Marketing

Building the Price Foundation

Arriving at the Final Price

Managing Marketing Channels and Supply Chains

Retailing and Wholesaling

Integrated Marketing Communications and Direct Marketing

Advertising, Sales Promotion, and Public Relations

Using Social Media and Mobile Marketing to Connect With Consumers

Implementing Interactive and Multi-Channel Marketing

Pulling It All Together: The Strategic Marketing Process

Filters

Personal selling assumes many forms based on the and the to perform the sales task.