Question 1

Research indicates that salespeople involved in value-added sales earned highest level of compensation.This can be attributed to the fact that:

Accepted Answer

A) they require technical skills. 
B) these are high stress jobs. 
C) the compensation structure for this type of sales is based on commission. 
D) there is a shortage of salespeople with these skills in the information age. 
E) they add value to a sale through superior communication skills and knowledge.

Question 2

Derek enjoys his position as an outside sales representative since it give him an opportunity to assist retail store owners with decisions in the areas of advertising,store displays,merchandising strategies,and:

Accepted Answer

A) financing options. 
B) marketing planning. 
C) hours of operation. 
D) personnel decisions. 
E) gathering and interpreting market information.

Question 3

The amount of consumer and business dollars spent on services in Canada is steadily decreasing.

Accepted Answer

A) True 
 B)False

Question 4

________ income helps satisfy our need for recognition and security.

Accepted Answer

The answer of ________ income helps satisfy our need for...

Question 5

Barbara wanted to work in the field of computer sales.Because she sells computer hardware for a large wholesaler,she would be considered to be selling:

Accepted Answer

A) a consumer good. 
B) an intangible product. 
C) a tangible product. 
D) an industrial good. 
E) a hybrid product.

Question 6

All the following statements regarding careers in personal selling are true except:

Accepted Answer

A) Sales careers can provide above-average psychic income. 
B) The skills and knowledge needed to achieve success in the various selling careers vary greatly. 
C) Salespeople today have many opportunities for advancement. 
D) In the field of personal selling,preference continues to be given to job applicants who are young and male. 
E) Our labour force is made up of hundreds of different selling careers.

Question 7

In the field of personal selling,gender is not a barrier to success.

Accepted Answer

A) True 
 B)False

Question 8

Top management and senior administrators in non profit organizations also need selling skills because:

Accepted Answer

A) they have to set a good example to their junior staff by taking sales training. 
B) they may move on to another career. 
C) selling skills are necessary to develop good marketing strategy. 
D) they have to sell their ideas in a persuasive manner and sell their cause. 
E) selling skills are transferable.

Question 9

Intermediaries who enable the flow of goods and services between manufacturers and end users are referred to as:

Accepted Answer

A) channel captains. 
B) physical distribution. 
C) logistic agents. 
D) channels of distribution. 
E) EDI.

Question 10

The reason professionals such as lawyers and architects are beginning to pay more attention to their selling skills is because:

Accepted Answer

A) the clients are becoming more cost-conscious,and there is an increase in competition in the professional services industry. 
B) these professional services are being out-sourced to other countries. 
C) it is being mandated by their professional governing bodies. 
D) the demand for their services is declining,because clients are turning to the numerous self-help books and softwares available in the market. 
E) the clients are more aware of consumer rights and are demanding better treatment from professional services providers.

Question 11

A major reason why telephone sales are becoming a popular form of selling is because:

Accepted Answer

A) it is a cost effective way of contacting potential new customers or customers in distant areas. 
B) appearance of salespeople becomes an unimportant issue. 
C) many customers enquire on the phone. 
D) everyone has a cell phone. 
E) it reduces reliance on personal selling.

Question 12

Bill imagines the psychic rewards associated with his sales position.This psychic income provides:

Accepted Answer

A) motivation to become an entrepreneur. 
B) motivation to earn more money. 
C) motivation to achieve higher levels of performance. 
D) motivation to earn more company sponsored trips. 
E) motivation to earn more vacation time.

Question 13

Chuck left his management position with the provincial government after the last round of downsizing.He accepted a position with a financial services company.Why would he do this?

Accepted Answer

A) he was tired of being a civil servant 
B) he wanted a different challenge 
C) he was having a mid-life crisis 
D) he wanted the opportunity to earn a higher than average income 
E) he believed there was more security in a sales position

Question 14

Rhonda chose to work as a sales representative because:

Accepted Answer

A) It is an easy profession to learn. 
B) she likes to party. 
C) it does not require much skills or training. 
D) she likes the opportunities for promotion. 
E) she is not very motivated.

Question 15

Which of the following statements accurately describes a career in selling?

Accepted Answer

A) salespeople generally do not have good job security 
B) salespeople have numerous opportunities to advance to middle-management ranks 
C) salespeople generally have lower incomes 
D) salespeople have limited opportunities for advancement 
E) salespeople receive a minimal amount of psychic income

Question 16

Women have important contribution to make in the sales field.Why?

Accepted Answer

The answer of Women have important contribution to make in...

Question 17

Although there has been a shift in job titles from "selling" to "consulting" lately,the duties performed have essentially remained the same.

Accepted Answer

A) True 
 B)False

Question 18

Productive relationship between a buyer and seller is critical in the information age because without that the buyer will not find the information credible or trust the source of the information.

Accepted Answer

A) True 
 B)False

Question 19

In addition to servicing the financial needs of an individual,selling careers also serve the __________ needs.

Accepted Answer

A) personal 
B) social 
C) psychological 
D) physical 
E) moral

Question 20

Many law,engineering and accounting firms are providing sales training to their staff because of:

Accepted Answer

A) increased competition. 
B) transferability of selling skills. 
C) need for creative people. 
D) high staff turnover. 
E) a push to improve their image.

Exam 1: Relationship Selling Opportunities in the Information Economy

Research indicates that salespeople involved in value-added sales earned highest level of compensation.This can be attributed to the fact that:

Derek enjoys his position as an outside sales representative since it give him an opportunity to assist retail store owners with decisions in the areas of advertising,store displays,merchandising strategies,and:

The amount of consumer and business dollars spent on services in Canada is steadily decreasing.

________ income helps satisfy our need for recognition and security.

Barbara wanted to work in the field of computer sales.Because she sells computer hardware for a large wholesaler,she would be considered to be selling:

All the following statements regarding careers in personal selling are true except:

In the field of personal selling,gender is not a barrier to success.

Top management and senior administrators in non profit organizations also need selling skills because:

Intermediaries who enable the flow of goods and services between manufacturers and end users are referred to as:

The reason professionals such as lawyers and architects are beginning to pay more attention to their selling skills is because:

A major reason why telephone sales are becoming a popular form of selling is because:

Bill imagines the psychic rewards associated with his sales position.This psychic income provides:

Chuck left his management position with the provincial government after the last round of downsizing.He accepted a position with a financial services company.Why would he do this?

Rhonda chose to work as a sales representative because:

Which of the following statements accurately describes a career in selling?

Women have important contribution to make in the sales field.Why?

Although there has been a shift in job titles from "selling" to "consulting" lately,the duties performed have essentially remained the same.

Productive relationship between a buyer and seller is critical in the information age because without that the buyer will not find the information credible or trust the source of the information.

In addition to servicing the financial needs of an individual,selling careers also serve the __________ needs.

Many law,engineering and accounting firms are providing sales training to their staff because of: