Question 1

A __________ contains specific goals assigned to a salesperson,sales team,branch sales office,or sales district for a stated time period.

Accepted Answer

A) sales call report 
B) selling expense report 
C) sales quota 
D) sales audit report 
E) salesforce plan 
A) sales call report 
B) selling expense report 
C) sales quota 
D) sales audit report 
E) salesforce plan

Question 2

Explain the difference between relationship selling and partnership selling.

Accepted Answer

Relationship selling is the practice of

Question 3

Quantitative assessments of sales performance may be based on input-related objectives set forth in the sales plan,such as those involving

Accepted Answer

A) new sales,new lead generation,and customer billing. 
B) sales calls,selling expenses,and account management policies. 
C) selling expenses,profits generated,and account management policies. 
D) new lead generation,sales quotas,and sales increases over the previous evaluation period. 
E) recruitment,selection,and training of new sales representatives. 
A) new sales,new lead generation,and customer billing. 
B) sales calls,selling expenses,and account management policies. 
C) selling expenses,profits generated,and account management policies. 
D) new lead generation,sales quotas,and sales increases over the previous evaluation period. 
E) recruitment,selection,and training of new sales representatives.

Question 4

According to Lindsey Smith of GE Healthcare,all of the following are necessary for a successful sales career EXCEPT:

Accepted Answer

A) motivation. 
B) compensation. 
C) team orientation. 
D) integrity. 
E) trust. 
A) motivation. 
B) compensation. 
C) team orientation. 
D) integrity. 
E) trust.

Question 5

Consider Figure 20-7 above,which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position."B" represents which account management policy?

Accepted Answer

A) accounts that the firm should consider (1)replacing personal calls with telephone sales or direct mail to service accounts and (2)dropping account if unprofitable 
B) accounts may offer a good opportunity if the sales organization can overcome its weak position 
C) accounts that should emphasize a heavy sales organization position or shift resources to other accounts if a stronger sales organization position is impossible 
D) accounts that should receive a high level of sales calls and service to retain and possibly build accounts 
E) accounts that should receive moderate level of sales and service to maintain current position of sales organization 
A) accounts that the firm should consider (1)replacing personal calls with telephone sales or direct mail to service accounts and (2)dropping account if unprofitable 
B) accounts may offer a good opportunity if the sales organization can overcome its weak position 
C) accounts that should emphasize a heavy sales organization position or shift resources to other accounts if a stronger sales organization position is impossible 
D) accounts that should receive a high level of sales calls and service to retain and possibly build accounts 
E) accounts that should receive moderate level of sales and service to maintain current position of sales organization

Question 6

A sales quota contains goals,such as sales produced,accounts generated,profit achieved,and/or

Accepted Answer

A) sales of specific products. 
B) new clients contacted. 
C) reports filed. 
D) complaints received. 
E) customer enquiries. 
A) sales of specific products. 
B) new clients contacted. 
C) reports filed. 
D) complaints received. 
E) customer enquiries.

Question 7

There are six commonly used techniques to deal with objections: acknowledge and convert the objection;postpone;agree and neutralize;__________;denial;and ignore the objection.

Accepted Answer

A) redirect the conversation 
B) defer to a supervisor 
C) probe by asking additional questions 
D) accept the objection 
E) distract by identifying competitor shortcomings 
A) redirect the conversation 
B) defer to a supervisor 
C) probe by asking additional questions 
D) accept the objection 
E) distract by identifying competitor shortcomings

Question 8

The use of toll-free telephone numbers that customers call to obtain information about products and make purchases is referred to as __________.

Accepted Answer

A) inbound telemarketing 
B) outbound telemarketing 
C) outbound videoconferencing 
D) interactive marketing 
E) multichannel selling 
A) inbound telemarketing 
B) outbound telemarketing 
C) outbound videoconferencing 
D) interactive marketing 
E) multichannel selling

Question 9

Personal selling serves three major roles in a firm's overall marketing effort.Salespeople: (1)are the critical link between a firm and its customers; (2)are the company in consumers' eyes;and (3)

Accepted Answer

A) play a key role in research and development. 
B) are the ultimate channel of distribution. 
C) provide the most valuable resource for segmenting and selecting target markets. 
D) are one of many people in a firm that contacts potential customers. 
E) may play a dominant role in a firm's marketing program. 
A) play a key role in research and development. 
B) are the ultimate channel of distribution. 
C) provide the most valuable resource for segmenting and selecting target markets. 
D) are one of many people in a firm that contacts potential customers. 
E) may play a dominant role in a firm's marketing program.

Question 10

ABB is a Swiss-based manufacturer of industrial equipment with annual sales of $30 billion.At one time,its salesforce was organized by product: generators,boilers,transformers,and so forth.Each salesperson was an expert on the product line he or she sold.Then it adopted a customer organizational structure.Why might ABB have made this change?

Accepted Answer

The rationale for a customer organizatio

Question 11

As a salesperson asks questions about a prospect's transportation system,the prospect says,"What I really want is reliable transportation at the lowest price I can get." The salesperson stops asking questions and pulls out a comparative price list that shows her company's transportation is the lowest priced and most reliable on the market.The salesperson has engaged in

Accepted Answer

A) adaptive selling. 
B) suggestive selling. 
C) formula selling. 
D) consultative selling. 
E) relationship selling. 
A) adaptive selling. 
B) suggestive selling. 
C) formula selling. 
D) consultative selling. 
E) relationship selling.

Question 12

Sales management consists of three interrelated functions: (1)__________; (2)sales plan implementation;and (3)salesforce evaluation.

Accepted Answer

A) salesforce compensation 
B) sales plan formulation 
C) salesforce communication 
D) salesforce size determination 
E) salesforce training 
A) salesforce compensation 
B) sales plan formulation 
C) salesforce communication 
D) salesforce size determination 
E) salesforce training

Question 13

Canam Canada specializes in the fabrication of steel joists,joist girders,steel deck,and Murox-high performance building systems that are used in the construction of commercial,industrial and institutional buildings.One of the largest steel joist fabricators in North America,Canam Canada offers value-added engineering support,architectural flexibility and customized solutions and services.Canam Canada uses team selling to focus on important customers so as to build mutually beneficially,long-term,cooperative relationships.It provides exceptional service by assigning teams of sales,service,and technical personnel to work exclusively with assigned customers.Canam's salesforce practices

Accepted Answer

A) unique account management. 
B) key account management. 
C) specialty account management. 
D) one of a kind account management. 
E) consultative account management. 
A) unique account management. 
B) key account management. 
C) specialty account management. 
D) one of a kind account management. 
E) consultative account management.

A __________ contains specific goals assigned to a salesperson,sales team,branch sales office,or sales district for a stated time period.

Explain the difference between relationship selling and partnership selling.

Quantitative assessments of sales performance may be based on input-related objectives set forth in the sales plan,such as those involving

According to Lindsey Smith of GE Healthcare,all of the following are necessary for a successful sales career EXCEPT:

Consider Figure 20-7 above,which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position."B" represents which account management policy?

A sales quota contains goals,such as sales produced,accounts generated,profit achieved,and/or

There are six commonly used techniques to deal with objections: acknowledge and convert the objection;postpone;agree and neutralize;__________;denial;and ignore the objection.

The use of toll-free telephone numbers that customers call to obtain information about products and make purchases is referred to as __________.

Personal selling serves three major roles in a firm's overall marketing effort.Salespeople: (1)are the critical link between a firm and its customers; (2)are the company in consumers' eyes;and (3)

Sales management consists of three interrelated functions: (1)__________; (2)sales plan implementation;and (3)salesforce evaluation.

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

Exam 20: Personal Selling and Sales Management

A __________ contains specific goals assigned to a salesperson,sales team,branch sales office,or sales district for a stated time period.

Explain the difference between relationship selling and partnership selling.

Quantitative assessments of sales performance may be based on input-related objectives set forth in the sales plan,such as those involving

According to Lindsey Smith of GE Healthcare,all of the following are necessary for a successful sales career EXCEPT:

Consider Figure 20-7 above,which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position."B" represents which account management policy?

A sales quota contains goals,such as sales produced,accounts generated,profit achieved,and/or

There are six commonly used techniques to deal with objections: acknowledge and convert the objection;postpone;agree and neutralize;__________;denial;and ignore the objection.

The use of toll-free telephone numbers that customers call to obtain information about products and make purchases is referred to as __________.

Personal selling serves three major roles in a firm's overall marketing effort.Salespeople: (1)are the critical link between a firm and its customers; (2)are the company in consumers' eyes;and (3)

Sales management consists of three interrelated functions: (1)__________; (2)sales plan implementation;and (3)salesforce evaluation.

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