Question 1

Team selling is usually a temporary arrangement intended to serve the customer from the initial contact through the initial sale.

Accepted Answer

A) True 
 B)False

Question 2

A sales quota is often tied to the compensation system.

Accepted Answer

A) True 
 B)False

Question 3

Telemarketers who combine field selling with a strong customer orientation using both inbound and outbound communications are engaging in:

Accepted Answer

A) customer sampling. 
B) inside selling. 
C) relationship marketing. 
D) over-the-counter selling. 
A) customer sampling. 
B) inside selling. 
C) relationship marketing. 
D) over-the-counter selling.

Question 4

A straight salary plan could reduce the incentive to find new markets and land new accounts.

Accepted Answer

A) True 
 B)False

Question 5

​As a field salesperson for a firm that builds custom software for large corporations,Fred relies heavily on consultative selling.His reasons include all of the following except:

Accepted Answer

A) ​Fred's product is likely to be complicated and high-priced 
B) ​His buyers are likely to be knowledgeable 
C) ​His buyers are likely to be cost-conscious 
D) ​He wants to create long-term customers 
E) ​To meet his quota, he aims to close quick sales 
A) ​Fred's product is likely to be complicated and high-priced 
B) ​His buyers are likely to be knowledgeable 
C) ​His buyers are likely to be cost-conscious 
D) ​He wants to create long-term customers 
E) ​To meet his quota, he aims to close quick sales

Question 6

What are the three questions a sales manager must address as part of a salesperson's evaluation? How can a sales manager ensure that all employees are treated equally while completing an evaluation summary?

Accepted Answer

The sales manager must follow a formal s

Question 7

To be identified as a qualified prospect,a customer must have both the resources and the authority to make purchase decisions.

Accepted Answer

A) True 
 B)False

Question 8

A salesperson from Healthcare Pharmaceuticals provided free samples of the company's latest line of pain relievers to retailers in an effort to promote the firm's goodwill during a sales approach.Later,a wholesaler took orders and delivered the merchandise.Which of the following sales tasks had been performed by the salesperson?

Accepted Answer

A) Order processing 
B) Creative selling 
C) Missionary selling 
D) Networking 
A) Order processing 
B) Creative selling 
C) Missionary selling 
D) Networking

Question 9

Which of the following functions poses a great challenge to sales managers?

Accepted Answer

A) Training 
B) Recruitment and selection 
C) Supervision 
D) Organization 
A) Training 
B) Recruitment and selection 
C) Supervision 
D) Organization

Question 10

Scott has an 8-year-old Labrador Retriever who's starting to suffer from arthritis.On a recent trip to his veterinarian,the doctor recommended that Scott start using a prescription anti-inflammatory and pain medication for his dog.The veterinarian thinks a new drug,Previcox is extremely effective but relatively expensive at $1 per dose which is given daily.The drug sales representative has provided the veterinarian with a promotion opportunity where new customers can receive a VISA gift card of $12 when a new prescription is filled.The drug company is offering the veterinarian and their customers a(n):​

Accepted Answer

A) ​rebate 
B) ​contest 
C) ​coupon 
D) ​trade allowance 
A) ​rebate 
B) ​contest 
C) ​coupon 
D) ​trade allowance

Question 11

If a product or service being sold requires relatively little special handling,marketers typically emphasize personal selling in their promotional mix.

Accepted Answer

A) True 
 B)False

Question 12

A salesperson should be judged on the basis of potential ability rather than the actual sales performance.

Accepted Answer

A) True 
 B)False

Question 13

Cleveland Solvents has field sales staff,a customer service department,and two individuals who manage the "tech hotline." These individuals not only answer technical questions from customers,they also identify customer needs and recommend products that can fill those needs.They have the ability to initiate and close sales on the spot.These individuals are essentially participating in:

Accepted Answer

A) market analysis. 
B) inside selling. 
C) network marketing. 
D) outside sales. 
A) market analysis. 
B) inside selling. 
C) network marketing. 
D) outside sales.

Question 14

When products require creative efforts on the part of the salesperson such as extensive explanation and interaction,the best sales method is usually:

Accepted Answer

A) telemarketing. 
B) field selling. 
C) over-the-counter selling. 
D) indirect selling. 
A) telemarketing. 
B) field selling. 
C) over-the-counter selling. 
D) indirect selling.

Question 15

Megan sells a high-end line of cosmetics.All of her customers are family members and friends.She sells these products through an informal gathering at her home,where she demonstrates the products and explains how to use them.Some of her existing customers share their experiences and list the benefits of the product.This type of personal selling is known as:

Accepted Answer

A) indirect selling. 
B) network marketing. 
C) inside selling. 
D) over-the-counter marketing. 
A) indirect selling. 
B) network marketing. 
C) inside selling. 
D) over-the-counter marketing.

Question 16

​Sue is the daughter of a salesman,but she knows that her job in the same field will be different from her father's.Unlike many sales professionals in the past,Sue is likely to experience:

Accepted Answer

A) ​Working in a team 
B) ​Prioritizing customer service over quick sales 
C) ​Prioritizing quick sales over customer service 
D) ​A more dominant role for personal selling in the marketing mix 
E) ​A less dominant role for personal selling in the marketing mix 
A) ​Working in a team 
B) ​Prioritizing customer service over quick sales 
C) ​Prioritizing quick sales over customer service 
D) ​A more dominant role for personal selling in the marketing mix 
E) ​A less dominant role for personal selling in the marketing mix

Question 17

Zero Tech,a provider of game programming,directed its highly skilled and technically sound salespeople to visit customers without prior appointment and make a sales pitch on the spot.Which of the following techniques was used by the sales staff?

Accepted Answer

A) Creative selling 
B) Inbound telemarketing 
C) Cold calling 
D) Missionary selling 
A) Creative selling 
B) Inbound telemarketing 
C) Cold calling 
D) Missionary selling

Question 18

In the _____ stage of the sales process,the salesperson contacts the potential customer for the first time.

Accepted Answer

A) precall planning 
B) prospecting 
C) approach 
D) qualifying 
A) precall planning 
B) prospecting 
C) approach 
D) qualifying

Question 19

What do buyers expect from professional salespeople?

Accepted Answer

Buyers prefer to do business with salesp

Question 20

The concept of span of control refers to the number of sales representatives who report to first-level sales managers.

Accepted Answer

A) True 
 B)False

Team selling is usually a temporary arrangement intended to serve the customer from the initial contact through the initial sale.

A sales quota is often tied to the compensation system.

Telemarketers who combine field selling with a strong customer orientation using both inbound and outbound communications are engaging in:

A straight salary plan could reduce the incentive to find new markets and land new accounts.

As a field salesperson for a firm that builds custom software for large corporations,Fred relies heavily on consultative selling.His reasons include all of the following except:

What are the three questions a sales manager must address as part of a salesperson's evaluation? How can a sales manager ensure that all employees are treated equally while completing an evaluation summary?

To be identified as a qualified prospect,a customer must have both the resources and the authority to make purchase decisions.

Which of the following functions poses a great challenge to sales managers?

If a product or service being sold requires relatively little special handling,marketers typically emphasize personal selling in their promotional mix.

A salesperson should be judged on the basis of potential ability rather than the actual sales performance.

When products require creative efforts on the part of the salesperson such as extensive explanation and interaction,the best sales method is usually:

Sue is the daughter of a salesman,but she knows that her job in the same field will be different from her father's.Unlike many sales professionals in the past,Sue is likely to experience:

Zero Tech,a provider of game programming,directed its highly skilled and technically sound salespeople to visit customers without prior appointment and make a sales pitch on the spot.Which of the following techniques was used by the sales staff?

In the _____ stage of the sales process,the salesperson contacts the potential customer for the first time.

What do buyers expect from professional salespeople?

The concept of span of control refers to the number of sales representatives who report to first-level sales managers.

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

Team selling is usually a temporary arrangement intended to serve the customer from the initial contact through the initial sale.

A sales quota is often tied to the compensation system.

Telemarketers who combine field selling with a strong customer orientation using both inbound and outbound communications are engaging in:

A straight salary plan could reduce the incentive to find new markets and land new accounts.

​As a field salesperson for a firm that builds custom software for large corporations,Fred relies heavily on consultative selling.His reasons include all of the following except:

What are the three questions a sales manager must address as part of a salesperson's evaluation? How can a sales manager ensure that all employees are treated equally while completing an evaluation summary?

To be identified as a qualified prospect,a customer must have both the resources and the authority to make purchase decisions.

Which of the following functions poses a great challenge to sales managers?

If a product or service being sold requires relatively little special handling,marketers typically emphasize personal selling in their promotional mix.

A salesperson should be judged on the basis of potential ability rather than the actual sales performance.

When products require creative efforts on the part of the salesperson such as extensive explanation and interaction,the best sales method is usually:

​Sue is the daughter of a salesman,but she knows that her job in the same field will be different from her father's.Unlike many sales professionals in the past,Sue is likely to experience:

Zero Tech,a provider of game programming,directed its highly skilled and technically sound salespeople to visit customers without prior appointment and make a sales pitch on the spot.Which of the following techniques was used by the sales staff?

In the _____ stage of the sales process,the salesperson contacts the potential customer for the first time.

What do buyers expect from professional salespeople?

The concept of span of control refers to the number of sales representatives who report to first-level sales managers.

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

As a field salesperson for a firm that builds custom software for large corporations,Fred relies heavily on consultative selling.His reasons include all of the following except:

Sue is the daughter of a salesman,but she knows that her job in the same field will be different from her father's.Unlike many sales professionals in the past,Sue is likely to experience: