Question 1

The process of qualifying a sales prospect involves:

Accepted Answer

A) gathering information about the prospect to make initial contact go more smoothly. 
B) determining a potential customer's needs, income, and purchase authority. 
C) defining the company's product in terms of what it can do for the customer. 
D) making the initial contact with the prospect. 
A) gathering information about the prospect to make initial contact go more smoothly. 
B) determining a potential customer's needs, income, and purchase authority. 
C) defining the company's product in terms of what it can do for the customer. 
D) making the initial contact with the prospect. B

Question 2

What are the various methods used by salespeople to close a sales process?

Accepted Answer

Closing is the point at which the salesperson asks the customer to make a purchase decision.
Some of the methods used by salespeople for closing include:
1)Addressing the prospect's major concern about a purchase and then offering a convincing argument.
2)Posing choices for the prospect in which either alternative represents a sale.
3)Advising the buyer that the product is about to be discontinued or will go up in price soon.
4)Remaining silent so the buyer can make a decision on his/her own.
5)Offering an extra inducement designed to motivate a favorable buyer response,such as a quantity discount,an extended service contract,or a low-interest payment plan.

Question 3

Match each item with the correct statement below.
-_____ is another term for spiffs.

Accepted Answer

A) span of control 
B) field selling 
C) inside selling 
D) order processing 
E) virtual sales team
F)team selling
G)approach
H)creative selling
I)presentation
J)sales promotion
K)premium
L)coupon
M)network marketing
N)cold calling
O)expectancy theory
P)over-the-counter selling
Q)missionary selling
R)relationship selling
S)push money
T)consultative selling 
A) span of control 
B) field selling 
C) inside selling 
D) order processing 
E) virtual sales team
F)team selling
G)approach
H)creative selling
I)presentation
J)sales promotion
K)premium
L)coupon
M)network marketing
N)cold calling
O)expectancy theory
P)over-the-counter selling
Q)missionary selling
R)relationship selling
S)push money
T)consultative selling S

Question 4

How has the role of a salesperson in a firm's promotional activities changed over the years?

Accepted Answer

Throughout U.S.history,selling has been

Question 5

​The top marketing manager of your company has asked you to make recommendations about your sales representatives who make up the sales force for your business-to-business auto parts customers.These territories are geographically structured and the goal is to move away from territory-based sales to customer-oriented sales; as a result,these sales reps may be reassigned. Based on this project request,what element of the sales force management process will you focus on?
​

Accepted Answer

A) ​establishing expectancy 
B) ​organizing the sales force 
C) ​recruiting and selecting salespeople 
D) ​evaluating and controlling personnel 
E) ​compensating salespeople 
A) ​establishing expectancy 
B) ​organizing the sales force 
C) ​recruiting and selecting salespeople 
D) ​evaluating and controlling personnel 
E) ​compensating salespeople

Question 6

Which of the following is the most effective way for a sales manager to motivate salespeople to give their best?

Accepted Answer

A) Setting annual goals for individuals instead of quarterly or monthly goals 
B) Setting extremely high targets 
C) Recognizing their efforts and offering simple incentives 
D) Creating expensive incentive programs 
A) Setting annual goals for individuals instead of quarterly or monthly goals 
B) Setting extremely high targets 
C) Recognizing their efforts and offering simple incentives 
D) Creating expensive incentive programs

Question 7

The overall direction and control of the personal selling effort is in the hands of a firm's:

Accepted Answer

A) board of directors. 
B) sales analysts. 
C) existing customers. 
D) sales managers. 
A) board of directors. 
B) sales analysts. 
C) existing customers. 
D) sales managers.

Question 8

Which of the following sales promotion techniques produces a higher response rate than most other promotions?

Accepted Answer

A) Sweepstakes 
B) Rebates 
C) Sampling 
D) Coupons 
A) Sweepstakes 
B) Rebates 
C) Sampling 
D) Coupons

Question 9

The business department in Skandsoft Technologies,a computer software company,consists of technically trained,nonmarketing experts such as engineers or programmers.A salesperson continues to play the lead role in most sales situations while technical experts add value to the sales process.Which form of personal selling is being used by this organization?

Accepted Answer

A) Consultative selling 
B) Team selling 
C) Cross-selling 
D) Inside selling 
A) Consultative selling 
B) Team selling 
C) Cross-selling 
D) Inside selling

Question 10

Briefly describe the various steps involved in the sales process.

Accepted Answer

Personal selling encompasses the followi

Question 11

Match each item with the correct statement below.
-_____ involves making calls on prospective and existing customers at their businesses or homes.

Accepted Answer

A) span of control 
B) field selling 
C) inside selling 
D) order processing 
E) virtual sales team
F)team selling
G)approach
H)creative selling
I)presentation
J)sales promotion
K)premium
L)coupon
M)network marketing
N)cold calling
O)expectancy theory
P)over-the-counter selling
Q)missionary selling
R)relationship selling
S)push money
T)consultative selling 
A) span of control 
B) field selling 
C) inside selling 
D) order processing 
E) virtual sales team
F)team selling
G)approach
H)creative selling
I)presentation
J)sales promotion
K)premium
L)coupon
M)network marketing
N)cold calling
O)expectancy theory
P)over-the-counter selling
Q)missionary selling
R)relationship selling
S)push money
T)consultative selling

Question 12

Which of the following will improve the quality of the presentation used for approaching a prospective customer?

Accepted Answer

A) Using complex graphics to explain product features 
B) Making the presentation precise without going into product price details 
C) Focusing on educating the prospective customer about the firm's goodwill rather than on product features 
D) Using precollected information for tailoring the presentation to match the customer's needs 
A) Using complex graphics to explain product features 
B) Making the presentation precise without going into product price details 
C) Focusing on educating the prospective customer about the firm's goodwill rather than on product features 
D) Using precollected information for tailoring the presentation to match the customer's needs

Question 13

A sales talk that presents a product or service in terms that are meaningful to the buyer is referred to as a "features-benefits" presentation.

Accepted Answer

A) True 
 B)False

Question 14

​You sell a leading brand of speedboat.Many visitors to your showroom are enthusiastic young adults who would love to own your product but cannot afford it.When dealing with them,you must pay particular attention to which step in the sales process?

Accepted Answer

A) ​Prospecting 
B) ​Qualifying 
C) ​Approach 
D) ​Presentation 
E) ​Demonstration 
A) ​Prospecting 
B) ​Qualifying 
C) ​Approach 
D) ​Presentation 
E) ​Demonstration

Question 15

Personal selling is more costly and time consuming compared to other types of promotion.
Indicate the answer choice that best completes the statement or answers the question.

Accepted Answer

A) True 
 B)False

Question 16

An effective salesperson uses order-processing techniques to expand an existing business relationship.

Accepted Answer

A) True 
 B)False

Question 17

Jamie works for a local bank.Whenever a new customer opens a checking account,Jamie makes sure to mention some of the other financial services the bank offers.Jamie is engaged in:

Accepted Answer

A) cross-selling. 
B) team selling. 
C) transaction selling. 
D) virtual selling. 
A) cross-selling. 
B) team selling. 
C) transaction selling. 
D) virtual selling.

Question 18

Sales promotions often lead to sales and profit growth in the long run.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following products requires a high degree of creative selling?

Accepted Answer

A) Flat screen TVs 
B) Gasoline 
C) Laundry detergent 
D) Ballpoint pens 
A) Flat screen TVs 
B) Gasoline 
C) Laundry detergent 
D) Ballpoint pens

Question 20

Team selling offers a distinct competitive advantage in sales situations that call for detailed knowledge of new,complex,or rapidly changing technologies.

Accepted Answer

A) True 
 B)False

The process of qualifying a sales prospect involves:

What are the various methods used by salespeople to close a sales process?

Match each item with the correct statement below. -_____ is another term for spiffs.

How has the role of a salesperson in a firm's promotional activities changed over the years?

Which of the following is the most effective way for a sales manager to motivate salespeople to give their best?

The overall direction and control of the personal selling effort is in the hands of a firm's:

Which of the following sales promotion techniques produces a higher response rate than most other promotions?

Briefly describe the various steps involved in the sales process.

Match each item with the correct statement below. -_____ involves making calls on prospective and existing customers at their businesses or homes.

Which of the following will improve the quality of the presentation used for approaching a prospective customer?

A sales talk that presents a product or service in terms that are meaningful to the buyer is referred to as a "features-benefits" presentation.

You sell a leading brand of speedboat.Many visitors to your showroom are enthusiastic young adults who would love to own your product but cannot afford it.When dealing with them,you must pay particular attention to which step in the sales process?

Personal selling is more costly and time consuming compared to other types of promotion. Indicate the answer choice that best completes the statement or answers the question.

An effective salesperson uses order-processing techniques to expand an existing business relationship.

Jamie works for a local bank.Whenever a new customer opens a checking account,Jamie makes sure to mention some of the other financial services the bank offers.Jamie is engaged in:

Sales promotions often lead to sales and profit growth in the long run.

Which of the following products requires a high degree of creative selling?

Team selling offers a distinct competitive advantage in sales situations that call for detailed knowledge of new,complex,or rapidly changing technologies.

Marketing: the Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, ethics, and Social Responsibility

Social Media: Living in the Connected World

E-Business: Managing the Customer Experience

Consumer Behavior

Business-To-Business B2bmarketing

Global Marketing

Market Segmentation, targeting, and Positioning

Marketing Research in the Era of Big Data

Relationship Marketing and Customer Relationship Management Crm

Product and Service Strategies

Developing and Managing Brand and Product Categories

Marketing Channels and Supply Chain Management

Retailers, wholesalers, and Direct Marketers

Integrated Marketing Communications, advertising, and Public Relations

Pricing Concepts

Pricing Strategies

Developing an Effective Marketing Plan

Financial Analysis in Marketing

Filters

Exam 17: Personal Selling and Sales Promotion

The process of qualifying a sales prospect involves:

What are the various methods used by salespeople to close a sales process?

Match each item with the correct statement below. -_____ is another term for spiffs.

How has the role of a salesperson in a firm's promotional activities changed over the years?

Which of the following is the most effective way for a sales manager to motivate salespeople to give their best?

The overall direction and control of the personal selling effort is in the hands of a firm's:

Which of the following sales promotion techniques produces a higher response rate than most other promotions?

Briefly describe the various steps involved in the sales process.

Match each item with the correct statement below. -_____ involves making calls on prospective and existing customers at their businesses or homes.

Which of the following will improve the quality of the presentation used for approaching a prospective customer?

A sales talk that presents a product or service in terms that are meaningful to the buyer is referred to as a "features-benefits" presentation.

​You sell a leading brand of speedboat.Many visitors to your showroom are enthusiastic young adults who would love to own your product but cannot afford it.When dealing with them,you must pay particular attention to which step in the sales process?

Personal selling is more costly and time consuming compared to other types of promotion. Indicate the answer choice that best completes the statement or answers the question.

An effective salesperson uses order-processing techniques to expand an existing business relationship.

Jamie works for a local bank.Whenever a new customer opens a checking account,Jamie makes sure to mention some of the other financial services the bank offers.Jamie is engaged in:

Sales promotions often lead to sales and profit growth in the long run.

Which of the following products requires a high degree of creative selling?

Team selling offers a distinct competitive advantage in sales situations that call for detailed knowledge of new,complex,or rapidly changing technologies.

Marketing: the Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, ethics, and Social Responsibility

Social Media: Living in the Connected World

E-Business: Managing the Customer Experience

Consumer Behavior

Business-To-Business B2bmarketing

Global Marketing

Market Segmentation, targeting, and Positioning

Marketing Research in the Era of Big Data

Relationship Marketing and Customer Relationship Management Crm

Product and Service Strategies

Developing and Managing Brand and Product Categories

Marketing Channels and Supply Chain Management

Retailers, wholesalers, and Direct Marketers

Integrated Marketing Communications, advertising, and Public Relations

Pricing Concepts

Pricing Strategies

Developing an Effective Marketing Plan

Financial Analysis in Marketing

Filters

You sell a leading brand of speedboat.Many visitors to your showroom are enthusiastic young adults who would love to own your product but cannot afford it.When dealing with them,you must pay particular attention to which step in the sales process?