Question 1

Sally has been having a difficult time working with a particular buyer while using the Personal Selling Process,and she has asked her manager,Chris,for some ideas about how to close the sale effectively.Chris asks her a number of questions to help sort out the difficulties.Which of the following questions would Chris be LEAST likely to ask?

Accepted Answer

A)  "What does the buyer's body language tell you about her readiness to buy?"
B)  "Did you skip any steps in the process?"
C)  "Are there any reservations that have not been addressed to the buyer's satisfaction?"
D)  "Have you completed the follow-up to ease the buyer's mind?"
E)  "Should you go back to an earlier stage in the Process and start the process over from there?"F) C) and D)
G) C) and E)

Question 2

Why is recruitment such an important part of sales management?

Accepted Answer

The sales representative is the emissary...

Question 3

Your best friend is considering a career in sales.What benefits of a sales career would you explain to your friend?

Accepted Answer

Personal selling provides flexibility.Un...

Question 4

One of the major responsibilities of being a sales rep is being the frontline emissary for his firm.

Accepted Answer

A) True 
 B)False

Question 5

The beginning of the sales presentation may be the most important part of the selling process,because this is where the salesperson establishes:

Accepted Answer

A)  where the customer is in the buying process.
B)  how much time has been allocated for the presentation.
C)  which of the alternative products to demonstrate.
D)  whether to quote a full price or discount price.
E)  which type of follow up will be needed.F) A) and D)
G) A) and E)

Question 6

Each time an employee at an audio store makes a sale of $500 or more,the department manager awards a chocolate gold coin in recognition of the employee's accomplishment.This reward is known as

Accepted Answer

A)  nonfinancial reward.
B)  financial reward.
C)  bonus.
D)  commission.
E)  salary increase.F) B) and D)
G) All of the above

Question 7

When Patrick begins the selling process for new customers who are not familiar with his company's commercial coffee service,he assumes he will need to:

Accepted Answer

A)  perform his demonstration first.
B)  close the sale quickly before the customer can raise objections.
C)  use telemarketing to assess consumers' attitudes.
D)  go through all five steps of the personal selling process.
E)  all of these.F) B) and D)
G) A) and E)

Question 8

Salespeople should be evaluated and rewarded for those activities and outcomes that:

Accepted Answer

A)  generate the most income.
B)  increase the number of customers.
C)  fall under their control.
D)  reduce manufacturing costs.
E)  cut into competitors' sales.F) B) and E)
G) A) and E)

Question 9

What is the difference between an order getter and an order taker?

Accepted Answer

An order getter is a salespers...

Question 10

Harley is creating a sales force for his new hydrogen-powered vehicles company.Which of the following will Harley need to address?

Accepted Answer

A)  Should I create a company sales force or use manufacturer's reps?
B)  Will the salespeople work individually or in teams?
C)  Will the primary function of the salespeople be to get orders or take orders?
D)  Should I compensate salespeople using straight commission or salary plus commission?
E)  all of these.F) C) and E)
G) B) and C)

Question 11

Hiro sells building materials to local contractors.He wants to build long-term relationships with his contractors through effective follow-up.After delivering the materials ordered,Hiro can expect to have to address complaints about:

Accepted Answer

A)  delivery time.
B)  billing.
C)  product performance.
D)  installation.
E)  all of these.F) A) and E)
G) A) and D)

Question 12

Brandon is in the process of qualifying leads he received from corporate headquarters.Brandon will assess:

Accepted Answer

A)  whether or not it is worthwhile to pursue these potential customers.
B)  how often these customers have bought his products in the past.
C)  whether he should use role playing in his sales presentation.
D)  what objections he is likely to receive from the customers.
E)  how to preapproach these people.F) D) and E)
G) B) and D)

Question 13

A small office supply company may have a person whose primary responsibility is to process routine orders,reorders or rebuys of products for clients.This employee is known as a(n) :

Accepted Answer

A)  order taker.
B)  order getter.
C)  sales support rep.
D)  sales team.
E)  sales manager.F) All of the above
G) C) and D)

Question 14

_________________ is a sales philosophy and process that emphasizes a commitment to maintaining and investing in long-term,mutually beneficial business relationships.

Accepted Answer

A)  Organizational buying
B)  Cold calling
C)  Psychographic selling
D)  Relationship selling
E)  Sales managementF) B) and E)
G) C) and D)

Question 15

As marketing manager for a newly-created software company,Katrina is deciding whether or not to hire a company sales force.To make this decision,Katrina needs to consider whether or not:

Accepted Answer

A)  her firm should attend trade shows.
B)  her firm has a "hot" product.
C)  having a sales force is worth more than it costs.
D)  she will be able to find an effective supply chain manager.
E)  online advertising will work.F) All of the above
G) C) and D)

Question 16

Retail salespeople should not _______________ and assume that a person in the store cannot afford to purchase the store's products based on appearances.

Accepted Answer

A)  assume Murphy's Law is true
B)  "run for the roses"
C)  "judge a book by its cover"
D)  "let sleeping dogs lie"
E)  attempt to "keep up with the Jones"F) D) and E)
G) B) and E)

Question 17

The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether they renew each year.He needs to convey ____________,guaranteeing his work in writing.

Accepted Answer

A)  reliability
B)  responsiveness
C)  assurance
D)  empathy
E)  tangiblesF) C) and D)
G) A) and E)

Question 18

What is the biggest benefit to a firm's marketing communication strategy of using salespeople?

Accepted Answer

They can customize a...

Question 19

Garrett is a sales rep for a line of golf equipment.He has been trying to get his sales manager to allow him to rent a booth at the upcoming PGA (Professional Golfer's Association)Show held every January in Orlando.Garrett is putting together a list of the benefits of displaying his company's products at the show.What benefits should his list include?

Accepted Answer

Garrett's list of benefits of trade show...

Question 20

The most important activity in recruiting salespeople is determining what the salesperson will be doing and:

Accepted Answer

A)  what personal traits and abilities a salesperson should have to do the job well.
B)  when they are available to start work.
C)  whether to pay them on a commission basis or a salary plus commission.
D)  how long they are likely to stay.
E)  what conflicts they may have with the sales manager's agenda.F) C) and D)
G) A) and C)

Exam 19: Personal Selling and Sales Management

As marketing manager for a newly-created software company,Katrina is deciding whether or not to hire a company sales force.To make this decision,Katrina needs to consider whether or not:

Correct Answer
verified

When Patrick begins the selling process for new customers who are not familiar with his company's commercial coffee service,he assumes he will need to:

Correct Answer
verified

The most important activity in recruiting salespeople is determining what the salesperson will be doing and:

Correct Answer
verified

Harley is creating a sales force for his new hydrogen-powered vehicles company.Which of the following will Harley need to address?

Correct Answer
verified

Why is recruitment such an important part of sales management?

Correct Answer
verified
The sales representative is the emissary...
View Answer

Correct Answer
verified

One of the major responsibilities of being a sales rep is being the frontline emissary for his firm.

Correct Answer
verified

Hiro sells building materials to local contractors.He wants to build long-term relationships with his contractors through effective follow-up.After delivering the materials ordered,Hiro can expect to have to address complaints about:

Correct Answer
verified

_________________ is a sales philosophy and process that emphasizes a commitment to maintaining and investing in long-term,mutually beneficial business relationships.

Correct Answer
verified

The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether they renew each year.He needs to convey ____________,guaranteeing his work in writing.

Correct Answer
verified

What is the biggest benefit to a firm's marketing communication strategy of using salespeople?

Correct Answer
verified
They can customize a...
View Answer

Salespeople should be evaluated and rewarded for those activities and outcomes that:

Correct Answer
verified

What is the difference between an order getter and an order taker?

Correct Answer
verified
An order getter is a salespers...
View Answer

Your best friend is considering a career in sales.What benefits of a sales career would you explain to your friend?

Correct Answer
verified
Personal selling provides flexibility.Un...
View Answer

Correct Answer
verified
Garrett's list of benefits of trade show...
View Answer

Retail salespeople should not _______________ and assume that a person in the store cannot afford to purchase the store's products based on appearances.

Correct Answer
verified

A small office supply company may have a person whose primary responsibility is to process routine orders,reorders or rebuys of products for clients.This employee is known as a(n) :

Correct Answer
verified

The beginning of the sales presentation may be the most important part of the selling process,because this is where the salesperson establishes:

Correct Answer
verified

Brandon is in the process of qualifying leads he received from corporate headquarters.Brandon will assess:

Correct Answer
verified

Each time an employee at an audio store makes a sale of $500 or more,the department manager awards a chocolate gold coin in recognition of the employee's accomplishment.This reward is known as

Correct Answer
verified

Exam 19: Personal Selling and Sales Management

As marketing manager for a newly-created software company,Katrina is deciding whether or not to hire a company sales force.To make this decision,Katrina needs to consider whether or not:

Correct AnswerverifiedShow Answer

When Patrick begins the selling process for new customers who are not familiar with his company's commercial coffee service,he assumes he will need to:

Correct AnswerverifiedShow Answer

The most important activity in recruiting salespeople is determining what the salesperson will be doing and:

Correct AnswerverifiedShow Answer

Harley is creating a sales force for his new hydrogen-powered vehicles company.Which of the following will Harley need to address?

Correct AnswerverifiedShow Answer

Why is recruitment such an important part of sales management?

Correct AnswerverifiedThe sales representative is the emissary...View AnswerShow Answer

Correct AnswerverifiedShow Answer

One of the major responsibilities of being a sales rep is being the frontline emissary for his firm.

Correct AnswerverifiedShow Answer

Hiro sells building materials to local contractors.He wants to build long-term relationships with his contractors through effective follow-up.After delivering the materials ordered,Hiro can expect to have to address complaints about:

Correct AnswerverifiedShow Answer

_________________ is a sales philosophy and process that emphasizes a commitment to maintaining and investing in long-term,mutually beneficial business relationships.

Correct AnswerverifiedShow Answer

The attitudes that Ryan's customers develop after they have purchased his yearly lawn care service will become the basis for determining whether they renew each year.He needs to convey ____________,guaranteeing his work in writing.

Correct AnswerverifiedShow Answer

What is the biggest benefit to a firm's marketing communication strategy of using salespeople?

Correct AnswerverifiedThey can customize a...View AnswerShow Answer

Salespeople should be evaluated and rewarded for those activities and outcomes that:

Correct AnswerverifiedShow Answer

What is the difference between an order getter and an order taker?

Correct AnswerverifiedAn order getter is a salespers...View AnswerShow Answer

Your best friend is considering a career in sales.What benefits of a sales career would you explain to your friend?

Correct AnswerverifiedPersonal selling provides flexibility.Un...View AnswerShow Answer

Correct AnswerverifiedGarrett's list of benefits of trade show...View AnswerShow Answer

Retail salespeople should not _______________ and assume that a person in the store cannot afford to purchase the store's products based on appearances.

Correct AnswerverifiedShow Answer

A small office supply company may have a person whose primary responsibility is to process routine orders,reorders or rebuys of products for clients.This employee is known as a(n) :

Correct AnswerverifiedShow Answer

The beginning of the sales presentation may be the most important part of the selling process,because this is where the salesperson establishes:

Correct AnswerverifiedShow Answer

Brandon is in the process of qualifying leads he received from corporate headquarters.Brandon will assess:

Correct AnswerverifiedShow Answer

Each time an employee at an audio store makes a sale of $500 or more,the department manager awards a chocolate gold coin in recognition of the employee's accomplishment.This reward is known as

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
The sales representative is the emissary...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
They can customize a...
View Answer

Correct Answer
verified

Correct Answer
verified
An order getter is a salespers...
View Answer

Correct Answer
verified
Personal selling provides flexibility.Un...
View Answer

Correct Answer
verified
Garrett's list of benefits of trade show...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified