Question 1

Which of the following statements regarding cold canvassing is most accurate?

Accepted Answer

A) Currently,there are no federal regulations regarding cold canvassing. 
B) Generally,only 1 in 100 cold canvass calls results in a sale,so it is only effective for costly items. 
C) Cold calling is the most common type of sales prospecting in Asia and Latin America. 
D) About 75 percent of U.S.consumers consider cold canvassing an intrusion on their privacy. 
E) The Telephone Consumer Protection Act not only protects citizens,it also ensures the rights of telemarketers to call anyone listed in a public directory,whether they choose to be called or not.

Question 2

Which type of sales personnel concentrates on performing promotional activities but generally do not solicit actual sales orders?

Accepted Answer

A) missionary salespeople 
B) sales engineers 
C) outside order getters 
D) inside order getters 
E) outbound telemarketers

Question 3

Although firms may differ in the specifics of how salespeople are managed,the sales management process has many similarities across firms.Briefly describe the three interrelated functions of the sales management process.

Accepted Answer

The answer of Although firms may differ in the specifics...

Question 4

With a __________,a salesperson is paid a specified salary plus a commission on sales or profits generated.

Accepted Answer

A) sales response compensation plan 
B) combination compensation plan 
C) straight sales compensation plan 
D) straight commission compensation plan 
E) market share compensation plan

Question 5

The personal selling process encompasses __________ distinct selling stages.

Accepted Answer

A) 3 
B) 4 
C) 5 
D) 6 
E) 7

Question 6

A salesperson who processes routine orders or reorders for products that were already sold by the company is referred to as a(n)__________.

Accepted Answer

A) order getter 
B) missionary salesperson 
C) order taker 
D) sales engineer 
E) order processor

Question 7

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

Accepted Answer

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

Question 8

An advantage of a geographical sales organization is that it

Accepted Answer

A) is more effective and provides specialized customer support. 
B) minimizes travel time,expenses,and duplication of selling effort. 
C) has smaller costs for sales calls. 
D) reduces the number of salespersons in the salesforce. 
E) requires fewer sales managers.

Question 9

With a __________,a salesperson's earnings are directly tied to sales or profits generated.

Accepted Answer

A) sales response compensation plan 
B) combination compensation plan 
C) straight sales compensation plan 
D) straight commission compensation plan 
E) market share compensation plan

Question 10

There are five dimensions to emotional intelligence: __________;self-awareness;the ability to manage one's emotions and impulses;empathy;and social skills.

Accepted Answer

A) the ability to read body language 
B) sense of humor 
C) self-motivation 
D) the ability to be positive 
E) a need to be in control

Question 11

On a recent shopping excursion at a local Target store,Jim Krause went from aisle to aisle selecting the products he needed.He bought a variety of products,including shampoo,toothpaste,a green plant for his office,and several pairs of socks.Interestingly,the only salesperson Krause encountered was the person at the checkout counter.The checkout person at Target is an example of a(n)__________.

Accepted Answer

A) inside order getter 
B) outside order getter 
C) sales associate 
D) inside order taker 
E) outside order taker

Question 12

Personal selling include all of the following modes of communication EXCEPT:

Accepted Answer

A) video teleconferencing. 
B) Internet-enabled links between buyers and sellers. 
C) a face-to-face encounter. 
D) over the telephone. 
E) social networks such as Facebook.

Question 13

Identifying the buying role of the prospect would be typically done at the __________ stage of the personal selling process.

Accepted Answer

A) prospecting 
B) preapproach 
C) approach 
D) presentation 
E) closing

Question 14

In many societies outside the United States,considerable time is devoted to nonbusiness talk designed to establish a rapport between buyers and sellers.This occurs during the __________ stage of the personal selling process.

Accepted Answer

A) close 
B) approach 
C) preapproach 
D) presentation 
E) prospecting

Question 15

The sales process at Xerox typically follows the six stages of the personal selling process.During the fifth stage,the salesperson engages in __________ (gets a signed document or a firm confirmation of the sale).

Accepted Answer

A) a soft close 
B) a interrogative close 
C) an urgency close 
D) an action close 
E) a conditional close

Question 16

Which of the following statements should a salesperson use to agree with and neutralize an objection?

Accepted Answer

A) "I think I might be able to explain that better to you after showing you this diagram." 
B) "Yes,you're right,it is lighter but that is done intentionally to make your work easier." 
C) "That's true.It does have a shorter shelf life,but that really hasn't been a problem.It is so popular it never stays on the shelf that long anyway." 
D) "Where did you hear that? Your source must have erroneous information." 
E) "As I was saying,…."

Question 17

At the __________ stage in the personal selling process,a salesperson gains a prospect's attention,stimulates interest,and builds the foundation for the sales presentation itself.

Accepted Answer

A) approach 
B) prospecting 
C) preapproach 
D) qualifying 
E) trial close

Question 18

Today,__________ percent of companies employ cross-functional teams of professionals to work with customers to improve relationships,find better ways of doing things,and,of course,create and sustain value for their customers.

Accepted Answer

A) 15% 
B) 20% 
C) 45% 
D) 75% 
E) 90%

Question 19

Harry goes to the local Staples store to purchase a laptop computer.He asks many questions to the salesclerk,compares various models on display,and decides on the Sony Vaio.The salesperson then recommends to Harry that he should purchase an extended warranty service contract for the computer.This is an example of

Accepted Answer

A) inquiry selling 
B) formula selling 
C) method selling 
D) suggestive selling 
E) need-satisfaction selling

Question 20

What assumption does the stimulus-response presentation format make?

Accepted Answer

The answer of What assumption does the stimulus-response presentation format...

Exam 20: Personal Selling and Sales Management