Question 1

All of the following are elements in a statement of job qualifications for an for order-getting salesperson EXCEPT:

Accepted Answer

A) the physical and mental demands of the job. 
B) the customers to be called on. 
C) the types of products and services to be sold. 
D) to whom a salesperson reports. 
E) effective communication and listening skills. 
A) the physical and mental demands of the job. 
B) the customers to be called on. 
C) the types of products and services to be sold. 
D) to whom a salesperson reports. 
E) effective communication and listening skills.

Question 2

The sales plan is put into practice through the tasks associated with sales plan implementation.Identify the three major tasks involved in implementing a sales plan.

Accepted Answer

Three major tasks involved in

Question 3

The car salesman was overheard having the following conversation with a prospective customer: "What type of driving do you do?";"How many people will you usually have riding in your car?";and "Maybe you should look at vans instead of sedans." From this information,the car salesman was using a

Accepted Answer

A) stimulus-response presentation. 
B) formula selling presentation. 
C) need-satisfaction presentation. 
D) persuasive selling presentation. 
E) canned sales presentation 
A) stimulus-response presentation. 
B) formula selling presentation. 
C) need-satisfaction presentation. 
D) persuasive selling presentation. 
E) canned sales presentation

Question 4

The objective at the __________ stage of the personal selling process is to convert a prospect into a customer by creating a desire for the product or service.

Accepted Answer

A) presentation 
B) approach 
C) follow-up 
D) preapproach 
E) close 
A) presentation 
B) approach 
C) follow-up 
D) preapproach 
E) close

Question 5

Selling often serves as a stepping-stone to top management.In fact,approximately __________ of the chief executive officers (CEOs)in the largest U.S.corporations have significant sales and marketing experience in their work history.

Accepted Answer

A) 5% 
B) 10% 
C) 15% 
D) 20% 
E) 25% 
A) 5% 
B) 10% 
C) 15% 
D) 20% 
E) 25%

Question 6

DuPont assigned chemists,sales and marketing executives,and regulatory specialists to create an herbicide for corn growers that recorded sales of $57 million in its first year.This type of sales approach is referred to as __________.

Accepted Answer

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

Question 7

Aspects of __________ policies might include which individuals in a buying organization should be contacted,the amount of sales and service effort that different customers should receive,and the kinds of information salespeople should collect before or during a sales call.

Accepted Answer

A) sales response management 
B) account management 
C) key account management 
D) customer management 
E) prospect management 
A) sales response management 
B) account management 
C) key account management 
D) customer management 
E) prospect management

Question 8

If the salesperson's objective is to "gather information and decide how to approach the prospect," what is the name of this stage in the personnel selling process?

Accepted Answer

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

Question 9

What are the three major roles of personal selling in a firm's overall marketing effort?

Accepted Answer

Personal selling serves three major role

Question 10

In conference selling,

Accepted Answer

A) buyers and sellers meet through a technology-based forum (telephone or video conference call such as WebEx,etc. )because person-to-person meetings are too expensive due to the cost of air travel. 
B) the sale has already been finalized but the buyer and seller meet to discuss delivery details. 
C) a salesperson and other company resource people meet with buyers to discuss problems and opportunities. 
D) a company team conducts an educational program for a customer's technical staff,describing state-of-the-art developments. 
E) a form of mass selling via electronic marketplaces such as eBay,Facebook,or Salesforce.com. 
A) buyers and sellers meet through a technology-based forum (telephone or video conference call such as WebEx,etc. )because person-to-person meetings are too expensive due to the cost of air travel. 
B) the sale has already been finalized but the buyer and seller meet to discuss delivery details. 
C) a salesperson and other company resource people meet with buyers to discuss problems and opportunities. 
D) a company team conducts an educational program for a customer's technical staff,describing state-of-the-art developments. 
E) a form of mass selling via electronic marketplaces such as eBay,Facebook,or Salesforce.com.

Question 11

An order taker refers to a

Accepted Answer

A) salesperson who specializes in identifying,analyzing,and solving customer problems,but who does not actually sell products and services. 
B) salesperson who processes routine orders or reorders for products that were already sold by the company. 
C) salesperson who identifies prospective customers,provides them with information,persuades them to buy,closes sales,and follows up on their use of a product or service. 
D) a person on the selling team who is responsible for obtaining qualified leads. 
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,but who does not actually sell products and services. 
B) salesperson who processes routine orders or reorders for products that were already sold by the company. 
C) salesperson who identifies prospective customers,provides them with information,persuades them to buy,closes sales,and follows up on their use of a product or service. 
D) a person on the selling team who is responsible for obtaining qualified leads. 
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 12

All of the following are sales presentation formats EXCEPT:

Accepted Answer

A) cold calling format. 
B) canned sales format. 
C) formula selling format. 
D) need-satisfaction format. 
E) adaptive selling format. 
A) cold calling format. 
B) canned sales format. 
C) formula selling format. 
D) need-satisfaction format. 
E) adaptive selling format.

Question 13

Which of the following statements regarding order getters is MOST ACCURATE?

Accepted Answer

A) Order getters often replenish a retailer's inventories. 
B) Order getters handle orders obtained on inbound telemarketing 
C) Order getters typically process reorders for products already sold by the company. 
D) Order getter sales calls traditionally require the lowest financial investment from the firm. 
E) Order getter sales calls traditionally require the greatest financial investment from the firm. 
A) Order getters often replenish a retailer's inventories. 
B) Order getters handle orders obtained on inbound telemarketing 
C) Order getters typically process reorders for products already sold by the company. 
D) Order getter sales calls traditionally require the lowest financial investment from the firm. 
E) Order getter sales calls traditionally require the greatest financial investment from the firm.

Question 14

What are the three types of prospects?

Accepted Answer

A) leads,prospects,and buyers 
B) leads,prospects,and qualified prospects 
C) cold,warm,and hot 
D) awareness,trial,and adoption 
E) primary leads,secondary leads,and final leads 
A) leads,prospects,and buyers 
B) leads,prospects,and qualified prospects 
C) cold,warm,and hot 
D) awareness,trial,and adoption 
E) primary leads,secondary leads,and final leads

Question 15

The sales manager instructed the salesperson to "Make five hundred customer contacts between January 1st and July 1st." The sales manager voiced a(n)__________ sales objective.

Accepted Answer

A) output-related 
B) input-related 
C) behaviorally-related 
D) comprehensive-related 
E) market-related 
A) output-related 
B) input-related 
C) behaviorally-related 
D) comprehensive-related 
E) market-related

Question 16

As shown in Figure 20-3 above,"B" is the__________ stage in the personal selling process.

Accepted Answer

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

Question 17

Sales research and practice show that knowledge of the customer and sales situation are key ingredients for __________.

Accepted Answer

A) personal selling 
B) team selling 
C) formula selling 
D) adaptive selling 
E) missionary selling 
A) personal selling 
B) team selling 
C) formula selling 
D) adaptive selling 
E) missionary selling

Question 18

An insurance company is considering using independent sales agents who would receive a seven percent (7%)sales commission on sales or its own insurance salespeople who would receive a five percent (5%)commission,salaries,and benefits.Additionally,with a company salesforce,sales administration costs would be incurred for a total fixed cost of $650,000 per year.At what level of sales would independent salespeople be less costly to the firm?

Accepted Answer

A) $650,000 
B) $3,250,000 
C) $6,500,000 
D) $32,500,000 
E) $35,200,000 
A) $650,000 
B) $3,250,000 
C) $6,500,000 
D) $32,500,000 
E) $35,200,000

Question 19

According to the textbook,one of the MOST crucial tasks of sales management is

Accepted Answer

A) salesforce evaluation. 
B) setting sales objectives. 
C) developing account management policies. 
D) salesforce motivation and compensation. 
E) effective recruitment and selection of salespeople. 
A) salesforce evaluation. 
B) setting sales objectives. 
C) developing account management policies. 
D) salesforce motivation and compensation. 
E) effective recruitment and selection of salespeople.

Question 20

At the end of her sales presentation,the salesperson asks,"Do you want to make monthly payments of $75 with a 10 percent down payment or will you be writing a check for the full amount today?" She has just made a(n)__________.

Accepted Answer

A) assumptive close 
B) consultative close 
C) proactive close 
D) urgency close 
E) adaptive close 
A) assumptive close 
B) consultative close 
C) proactive close 
D) urgency close 
E) adaptive close

Exam 20: Personal Selling and Sales Management

All of the following are elements in a statement of job qualifications for an for order-getting salesperson EXCEPT:

The sales plan is put into practice through the tasks associated with sales plan implementation.Identify the three major tasks involved in implementing a sales plan.

The car salesman was overheard having the following conversation with a prospective customer: "What type of driving do you do?";"How many people will you usually have riding in your car?";and "Maybe you should look at vans instead of sedans." From this information,the car salesman was using a

The objective at the __________ stage of the personal selling process is to convert a prospect into a customer by creating a desire for the product or service.

Selling often serves as a stepping-stone to top management.In fact,approximately __________ of the chief executive officers (CEOs)in the largest U.S.corporations have significant sales and marketing experience in their work history.

DuPont assigned chemists,sales and marketing executives,and regulatory specialists to create an herbicide for corn growers that recorded sales of $57 million in its first year.This type of sales approach is referred to as __________.

Aspects of __________ policies might include which individuals in a buying organization should be contacted,the amount of sales and service effort that different customers should receive,and the kinds of information salespeople should collect before or during a sales call.

If the salesperson's objective is to "gather information and decide how to approach the prospect," what is the name of this stage in the personnel selling process?

What are the three major roles of personal selling in a firm's overall marketing effort?

In conference selling,

An order taker refers to a

All of the following are sales presentation formats EXCEPT:

Which of the following statements regarding order getters is MOST ACCURATE?

What are the three types of prospects?

The sales manager instructed the salesperson to "Make five hundred customer contacts between January 1st and July 1st." The sales manager voiced a(n)__________ sales objective.

As shown in Figure 20-3 above,"B" is the__________ stage in the personal selling process.

Sales research and practice show that knowledge of the customer and sales situation are key ingredients for __________.

According to the textbook,one of the MOST crucial tasks of sales management is

At the end of her sales presentation,the salesperson asks,"Do you want to make monthly payments of $75 with a 10 percent down payment or will you be writing a check for the full amount today?" She has just made a(n)__________.

Creating Customer Relationships and Value Through Marketing

Developing Successful Organizational and Marketing Strategies

Scanning the Marketing Environment

Ethical and Social Responsibility in 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 to Connect With Consumers

Implementing Interactive and Multichannel Marketing

Pulling It All Together: the Strategic Marketing Process

Building an Effective Marketing Plan

Financial Aspects of Marketing

Filters

The sales manager instructed the salesperson to "Make five hundred customer contacts between January 1^st and July 1^st." The sales manager voiced a(n)__________ sales objective.