Question 1

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?" "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 presentationF) A) and D)
G) A) and E)

Question 2

In the context of a salesperson's position,describe what a job description is.In the answer,describe the six attributes that it purports to explain.

Accepted Answer

A job description is a written document ...

Question 3

A waitress at a Cracker Barrel restaurant uses __________ when she asks a family if "they have left any room left for dessert."

Accepted Answer

A)  inquiry selling
B)  formula selling
C)  suggestive selling
D)  method selling
E)  canned sales presentationF) A) and C)
G) A) and B)

Question 4

Explain the difference between a lead,a prospect,and a qualified prospect.

Accepted Answer

A lead is the name of a person who may b...

Question 5

-Consider Figure 17-4 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 what 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 organizationF) A) and B)
G) C) and E)

Question 6

FedEx uses sales personnel,carrier management specialists,and engineering and administrative executives who continually find ways to improve the technology of shipping goods across town and around the world.This type of sales approach is called __________.

Accepted Answer

A)  team selling
B)  formula selling
C)  partnership selling
D)  missionary selling
E)  order takingF) A) and B)
G) B) and C)

Question 7

If the salesperson's objective is to "search for and qualify potential customers," what is the name of this stage of the personnel selling process?

Accepted Answer

A)  presentation
B)  approach
C)  prospecting
D)  follow-up
E)  preapproachF) A) and D)
G) C) and E)

Question 8

Encyclopedia Britannica pays to have a business reply card bound into magazines adjacent to its advertisement.The ad asks people to return the card for more information on how its encyclopedias can help children do better in school.Encyclopedia Britannica is engaging in

Accepted Answer

A)  cold-canvassing.
B)  order taking.
C)  sales follow-up.
D)  stimulus-response selling.
E)  prospecting.F) B) and D)
G) A) and E)

Question 9

The sales process at Xerox typically follows the six stages of the personal selling process.During the third stage,a Xerox sales representative approaches the prospect and suggests __________.

Accepted Answer

A)  several product alternatives
B)  several solutions to perceived problems the salesforce has identified
C)  different pricing options
D)  a meeting and presentation
E)  a visit to corporate headquarters for a complete tour of the facilitiesF) A) and E)
G) A) and D)

Question 10

Hewlett-Packard recently shifted its entire U.S.salesforce into home offices and saved millions in staff salaries and office rent despite the expense of equipping each home office with a notebook computer,fax/copier,mobile phone,two phone lines,and office furniture.Such decreased selling costs are among the benefits of __________.

Accepted Answer

A)  direct selling
B)  inbound teleselling
C)  salesforce networking
D)  account management policies
E)  salesforce automationF) B) and D)
G) A) and C)

Question 11

Salespeople for Godiva Chocolates use their laptop computers to process orders,plan time allocations,forecast sales,and communicate with Godiva personnel and customers.The use of __________ helps the Godiva salesforce provide customer service.

Accepted Answer

A)  laptop computers
B)  tablet devices
C)  order processing software
D)  presentation software
E)  smartphonesF) A) and B)
G) None of the above

Question 12

A third type of sales objective that is __________,which is typically specific for each salesperson and includes his or her product knowledge,customer service,and selling and communication skills.

Accepted Answer

A)  output-related
B)  input-related
C)  profit-related
D)  expertise-related
E)  behaviorally-relatedF) C) and D)
G) B) and D)

Question 13

Describe the need-satisfaction presentation format.In the answer include the two selling styles that are common with this format.

Accepted Answer

The need-satisfaction presentation forma...

Question 14

An order getter refers to

Accepted Answer

A)  a salesperson who specializes in identifying,analyzing,and solving customer problems,but who does not actually sell products and services.
B)  a salesperson who processes routine orders or reorders for products that are presold by the outbound telemarketers.
C)  a salesperson who sells in a conventional sense and identifies prospective customers,provides customers with information,persuades customers to buy,closes sales,and follows up on customers' use of a product or service.
D)  a person on the selling team who is responsible for obtaining qualified leads.
E)  a member of the sales support team who does not directly solicit orders but rather concentrates on performing promotional activities and introducing new products.F) A) and D)
G) All of the above

Question 15

-As shown in Figure 17-2 above,"E" is the__________ stage in the personal selling process.

Accepted Answer

A)  preapproach
B)  follow-up
C)  approach
D)  close
E)  presentationF) C) and D)
G) A) and C)

Question 16

Personal selling assumes many forms based on the __________ and the __________ to perform the sales task.

Accepted Answer

A)  size of the salesforce; financial outlay
B)  complexity of the product; amount of sales training
C)  amount of selling done; amount of creativity required
D)  amount of creativity; amount of sales training
E)  complexity of the product; financial outlayF) A) and B)
G) A) and C)

Question 17

Xerox uses __________ to compensate its salesforce.

Accepted Answer

A)  sales response compensation plan
B)  combination compensation plan
C)  straight salary compensation plan
D)  straight commission compensation plan
E)  sales function compensation planF) A) and C)
G) D) and E)

Question 18

Behavioral measures used to evaluate salespeople include assessments of a salesperson's __________,attention to customers,product knowledge,selling and communication skills,appearance,and professional demeanor.

Accepted Answer

A)  attitude
B)  patience
C)  intelligence
D)  personal values
E)  personal ethicsF) A) and B)
G) A) and C)

Question 19

A straight commission compensation plan is one

Accepted Answer

A)  that assigns the same percentage of commission regardless of a product's size or value,frequency of sale,or difficulty level of sales effort.
B)  in which a salesperson is paid a specified salary plus a commission and/or bonus on sales or profits he or she generates.
C)  for determining fair and equitable compensation that includes a weighted system for different types of items or different sized territories.
D)  in which the salesperson is paid a fixed amount per week,month,or year.
E)  in which a salesperson's earnings are directly tied to the sales or profits he or she generates.F) A) and B)
G) A) and C)

Question 20

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.F) A) and B)
G) A) and E)

Exam 17: Personal Selling and Sales Management

Behavioral measures used to evaluate salespeople include assessments of a salesperson's __________,attention to customers,product knowledge,selling and communication skills,appearance,and professional demeanor.

Correct Answer
verified

Explain the difference between a lead,a prospect,and a qualified prospect.

Correct Answer
verified
A lead is the name of a person who may b...
View Answer

A straight commission compensation plan is one

Correct Answer
verified

The sales process at Xerox typically follows the six stages of the personal selling process.During the third stage,a Xerox sales representative approaches the prospect and suggests __________.

Correct Answer
verified

A waitress at a Cracker Barrel restaurant uses __________ when she asks a family if "they have left any room left for dessert."

Correct Answer
verified

Salespeople for Godiva Chocolates use their laptop computers to process orders,plan time allocations,forecast sales,and communicate with Godiva personnel and customers.The use of __________ helps the Godiva salesforce provide customer service.

Correct Answer
verified

A third type of sales objective that is __________,which is typically specific for each salesperson and includes his or her product knowledge,customer service,and selling and communication skills.

Correct Answer
verified

If the salesperson's objective is to "search for and qualify potential customers," what is the name of this stage of the personnel selling process?

Correct Answer
verified

An order getter refers to

Correct Answer
verified

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

Correct Answer
verified

Xerox uses __________ to compensate its salesforce.

Correct Answer
verified

Describe the need-satisfaction presentation format.In the answer include the two selling styles that are common with this format.

Correct Answer
verified
The need-satisfaction presentation forma...
View Answer

Personal selling assumes many forms based on the and the to perform the sales task.

Correct Answer
verified

FedEx uses sales personnel,carrier management specialists,and engineering and administrative executives who continually find ways to improve the technology of shipping goods across town and around the world.This type of sales approach is called __________.

Correct Answer
verified

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?" "Maybe you should look at vans instead of sedans." From this information,the car salesman was using a

Correct Answer
verified

-Consider Figure 17-4 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 what account management policy?

Correct Answer
verified

-As shown in Figure 17-2 above,"E" is the__________ stage in the personal selling process.

Correct Answer
verified

Correct Answer
verified

Encyclopedia Britannica pays to have a business reply card bound into magazines adjacent to its advertisement.The ad asks people to return the card for more information on how its encyclopedias can help children do better in school.Encyclopedia Britannica is engaging in

Correct Answer
verified

In the context of a salesperson's position,describe what a job description is.In the answer,describe the six attributes that it purports to explain.

Correct Answer
verified
A job description is a written document ...
View Answer

Exam 17: Personal Selling and Sales Management

Behavioral measures used to evaluate salespeople include assessments of a salesperson's __________,attention to customers,product knowledge,selling and communication skills,appearance,and professional demeanor.

Correct AnswerverifiedShow Answer

Explain the difference between a lead,a prospect,and a qualified prospect.

Correct AnswerverifiedA lead is the name of a person who may b...View AnswerShow Answer

A straight commission compensation plan is one

Correct AnswerverifiedShow Answer

The sales process at Xerox typically follows the six stages of the personal selling process.During the third stage,a Xerox sales representative approaches the prospect and suggests __________.

Correct AnswerverifiedShow Answer

A waitress at a Cracker Barrel restaurant uses __________ when she asks a family if "they have left any room left for dessert."

Correct AnswerverifiedShow Answer

Salespeople for Godiva Chocolates use their laptop computers to process orders,plan time allocations,forecast sales,and communicate with Godiva personnel and customers.The use of __________ helps the Godiva salesforce provide customer service.

Correct AnswerverifiedShow Answer

A third type of sales objective that is __________,which is typically specific for each salesperson and includes his or her product knowledge,customer service,and selling and communication skills.

Correct AnswerverifiedShow Answer

If the salesperson's objective is to "search for and qualify potential customers," what is the name of this stage of the personnel selling process?

Correct AnswerverifiedShow Answer

An order getter refers to

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Xerox uses __________ to compensate its salesforce.

Correct AnswerverifiedShow Answer

Describe the need-satisfaction presentation format.In the answer include the two selling styles that are common with this format.

Correct AnswerverifiedThe need-satisfaction presentation forma...View AnswerShow Answer

Personal selling assumes many forms based on the __________ and the __________ to perform the sales task.

Correct AnswerverifiedShow Answer

FedEx uses sales personnel,carrier management specialists,and engineering and administrative executives who continually find ways to improve the technology of shipping goods across town and around the world.This type of sales approach is called __________.

Correct AnswerverifiedShow Answer

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?" "Maybe you should look at vans instead of sedans." From this information,the car salesman was using a

Correct AnswerverifiedShow Answer

-Consider Figure 17-4 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 what account management policy?

Correct AnswerverifiedShow Answer

-As shown in Figure 17-2 above,"E" is the__________ stage in the personal selling process.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Encyclopedia Britannica pays to have a business reply card bound into magazines adjacent to its advertisement.The ad asks people to return the card for more information on how its encyclopedias can help children do better in school.Encyclopedia Britannica is engaging in

Correct AnswerverifiedShow Answer

In the context of a salesperson's position,describe what a job description is.In the answer,describe the six attributes that it purports to explain.

Correct AnswerverifiedA job description is a written document ...View AnswerShow Answer

Correct Answer
verified

Correct Answer
verified
A lead is the name of a person who may b...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
The need-satisfaction presentation forma...
View Answer

Personal selling assumes many forms based on the and the to perform the sales task.

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
A job description is a written document ...
View Answer