Question 1

A salesperson wants to meet the customer's needs to receive a special price on a product,but also follow the company's policy,which forbids this practice.What specific determinant of performance is this salesperson struggling with?

Accepted Answer

A)  aptitude 
B)  role perception 
C)  skill level 
D)  motivational level 
E)  personal characteristics

Question 2

Identify three of the advantages personal selling has that other promotional tools do not have.

Accepted Answer

The answer of Identify three of the advantages personal selling...

Question 3

Which type of sales position relies on the telephone and Internet more so than the others?

Accepted Answer

A)  new business 
B)  trade 
C)  missionary 
D)  inside 
E)  retail

Question 4

The primary disadvantage of personal selling is that it is _____.

Accepted Answer

A)  less effective in driving market share 
B)  more costly than other promotional tools 
C)  perceived poorly by clients 
D)  limited to telemarketing 
E)  less effective for coupon delivery

Question 5

Which of the selling activities includes planning the sales presentation,making the presentation,overcoming objections,and trying to close the sale?

Accepted Answer

A)  selling function 
B)  working with others 
C)  information management 
D)  servicing the account 
E)  training and recruiting

Question 6

______ is an approach to handling objections that focuses on the relative position of dominance,deference,or equality that buyers and sellers put themselves in as a result of dialog between the two.

Accepted Answer

A)  The SPIN method 
B)  Technical selling 
C)  Relational communications 
D)  Empathy 
E)  Deference

Exam 23: Personal Selling