Question 1

Team selling would most likely be used by a company that sells

Accepted Answer

A)  file cabinets.
B)  washing machines.
C)  dining room tables.
D)  four-wheel drive sports utility vehicle (SUVs) .
E)  numerically controlled milling machines.F) None of the above
G) A) and D)

Question 2

Which of the following statements should a salesperson use to postpone a prospect's 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…."F) A) and D)
G) A) and C)

Question 3

Which of the following statements regarding the preapproach stage with respect to international selling is most accurate?

Accepted Answer

A)  Customs rarely influence a preapproach protocol.
B)  The preapproach stage is shorter and less intensive than with domestic consumers.
C)  Customs are very important in dictating appropriate protocol.
D)  In most cases, the buyer rather than the seller initiates the contact between seller and buyer.
E)  Pricing or price ranges are presented to the customer in order to determine if the customer is a qualified lead.F) All of the above
G) A) and E)

Question 4

All of the following are sales presentation formats except

Accepted Answer

A)  cold calling format.
B)  canned sales format.
C)  formula selling format.
D)  need-satisfaction format.
E)  adaptive selling format.F) B) and C)
G) A) and B)

Question 5

The tasks involved in managing personal selling include all of the following except

Accepted Answer

A)  selecting salespeople.
B)  evaluating the performance of individual salespeople.
C)  setting sales objectives.
D)  organizing the salesforce.
E)  designing new direct sales promotions to generate new sales.F) A) and B)
G) A) and C)

Question 6

Research indicates that four key factors are involved with salesforce motivation: (1)  a clear job description; (2)  effective management practices; (3)  __________; and (4)  proper compensation, incentives, or rewards.

Accepted Answer

A)  an opportunity for professional growth
B)  a personal need for achievement
C)  constructive criticism
D)  adequate time for bookkeeping and paperwork
E)  a moderate degree of competitive spirit within a teamF) A) and D)
G) B) and E)

Question 7

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) B) and D)

Question 8

Which of the following statements regarding the role of salespeople is most accurate?

Accepted Answer

A)  Salespeople can identify creative solutions to customer problems.
B)  Salespeople have little say in a company's account management policies.
C)  Salespeople truly know their customers and therefore are the best resource for segmenting and selecting target markets.
D)  Salespeople are the most highly trained of all a firm's employees and therefore have the greatest job security.
E)  Salespeople are traditionally given greater authority than other company employees and therefore can offer customers the best financial terms for their purchases.F) All of the above
G) A) and B)

Question 9

Recently, Gartner Research and 1To1 Media recognized Microsoft Dynamics Customer Relationship Management (CRM)  and its xRM framework for delivering increased productivity and cost savings for customers worldwide. Microsoft experts work individually with customers on problem recognition and resolution and adapt their enterprise software to meet the unique needs of the customer. The Microsoft expert is most likely engaged in

Accepted Answer

A)  relationship selling.
B)  formula selling.
C)  suggestive selling.
D)  adaptive selling.
E)  consultative selling.F) A) and E)
G) B) and E)

Question 10

The Xerox salesforce is divided into four geographic organizations: North America, Europe, Global Accounts, and Developing Markets. Within each geographic area, the majority of Xerox products and services are typically sold through its

Accepted Answer

A)  distributors.
B)  indirect salesforce.
C)  order takers.
D)  direct salesforce.
E)  telemarketers.F) All of the above
G) A) and E)

Question 11

If the salesperson's objective is to "ensure that the customer is satisfied with the product or service," what is the name of this stage in the personnel selling process?

Accepted Answer

A)  follow-up
B)  prospecting
C)  presentation
D)  preapproach
E)  closeF) C) and D)
G) None of the above

Question 12

Explain the role of missionary salespeople and sales engineers in the selling process.

Accepted Answer

Missionary salespeople do not directly s...

Question 13

Research indicates that four key factors are involved with salesforce motivation: (1)  a clear job description; (2)  __________; (3)  a personal need for achievement; and (4)  proper compensation, incentives, or rewards.

Accepted Answer

A)  an opportunity for professional growth
B)  a moderate degree of competitive spirit within a team
C)  effective sales management practices
D)  constructive criticism
E)  adequate time for bookkeeping and paperworkF) All of the above
G) A) and E)

Question 14

__________ gives its outstanding salespeople some unconventional rewards that include new pink Cadillacs and jewelry.

Accepted Answer

A)  Avon
B)  General Motors
C)  Tiffany & Co.
D)  Fran Wilson
E)  Mary Kay CosmeticsF) C) and D)
G) C) and E)

Question 15

A selling format that consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect is referred to as a

Accepted Answer

A)  traditional hard sell.
B)  formula selling presentation.
C)  stimulus-response presentation.
D)  needs-satisfaction presentation.
E)  straight rebuy sales pitch.F) B) and E)
G) A) and E)

Question 16

Perhaps the most well-known component of Xerox's sales management process is its

Accepted Answer

A)  stellar business reputation.
B)  sustainability programs.
C)  sales representatives training program.
D)  challenging and dynamic environment.
E)  use of information technology.F) None of the above
G) A) and D)

Question 17

Perhaps the greatest impact on salesforce communication is the application of __________ technology.

Accepted Answer

A)  Internet
B)  facsimile
C)  voice-mail
D)  smartphone
E)  web cameraF) B) and E)
G) A) and B)

Question 18

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)  an interrogative close
C)  an urgency close
D)  an action close
E)  a conditional closeF) A) and B)
G) B) and E)

Question 19

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 C)
G) A) and D)

Question 20

Salespeople called __________ typically answer simple questions, take orders, and complete transactions with customers.

Accepted Answer

A)  managers
B)  inside order takers
C)  directors
D)  outside order takers
E)  go-gettersF) B) and E)
G) None of the above

Exam 20: Personal Selling and Sales Management

Which of the following statements regarding the preapproach stage with respect to international selling is most accurate?

Correct Answer
verified

Research indicates that four key factors are involved with salesforce motivation: (1) a clear job description; (2) __________; (3) a personal need for achievement; and (4) proper compensation, incentives, or rewards.

Correct Answer
verified

Explain the role of missionary salespeople and sales engineers in the selling process.

Correct Answer
verified
Missionary salespeople do not directly s...
View Answer

Research indicates that four key factors are involved with salesforce motivation: (1) a clear job description; (2) effective management practices; (3) __________; and (4) proper compensation, incentives, or rewards.

Correct Answer
verified

Perhaps the most well-known component of Xerox's sales management process is its

Correct Answer
verified

Correct Answer
verified

__________ gives its outstanding salespeople some unconventional rewards that include new pink Cadillacs and jewelry.

Correct Answer
verified

Salespeople called __________ typically answer simple questions, take orders, and complete transactions with customers.

Correct Answer
verified

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) .

Correct Answer
verified

Which of the following statements should a salesperson use to postpone a prospect's objection?

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

The tasks involved in managing personal selling include all of the following except

Correct Answer
verified

Which of the following statements regarding the role of salespeople is most accurate?

Correct Answer
verified

Perhaps the greatest impact on salesforce communication is the application of __________ technology.

Correct Answer
verified

A selling format that consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect is referred to as a

Correct Answer
verified

All of the following are sales presentation formats except

Correct Answer
verified

If the salesperson's objective is to "ensure that the customer is satisfied with the product or service," what is the name of this stage in the personnel selling process?

Correct Answer
verified

Team selling would most likely be used by a company that sells

Correct Answer
verified

A straight commission compensation plan is one

Correct Answer
verified

The Xerox salesforce is divided into four geographic organizations: North America, Europe, Global Accounts, and Developing Markets. Within each geographic area, the majority of Xerox products and services are typically sold through its

Correct Answer
verified

Exam 20: Personal Selling and Sales Management

Which of the following statements regarding the preapproach stage with respect to international selling is most accurate?

Correct AnswerverifiedShow Answer

Research indicates that four key factors are involved with salesforce motivation: (1) a clear job description; (2) __________; (3) a personal need for achievement; and (4) proper compensation, incentives, or rewards.

Correct AnswerverifiedShow Answer

Explain the role of missionary salespeople and sales engineers in the selling process.

Correct AnswerverifiedMissionary salespeople do not directly s...View AnswerShow Answer

Research indicates that four key factors are involved with salesforce motivation: (1) a clear job description; (2) effective management practices; (3) __________; and (4) proper compensation, incentives, or rewards.

Correct AnswerverifiedShow Answer

Perhaps the most well-known component of Xerox's sales management process is its

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

__________ gives its outstanding salespeople some unconventional rewards that include new pink Cadillacs and jewelry.

Correct AnswerverifiedShow Answer

Salespeople called __________ typically answer simple questions, take orders, and complete transactions with customers.

Correct AnswerverifiedShow Answer

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) .

Correct AnswerverifiedShow Answer

Which of the following statements should a salesperson use to postpone a prospect's objection?

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

The tasks involved in managing personal selling include all of the following except

Correct AnswerverifiedShow Answer

Which of the following statements regarding the role of salespeople is most accurate?

Correct AnswerverifiedShow Answer

Perhaps the greatest impact on salesforce communication is the application of __________ technology.

Correct AnswerverifiedShow Answer

A selling format that consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect is referred to as a

Correct AnswerverifiedShow Answer

All of the following are sales presentation formats except

Correct AnswerverifiedShow Answer

If the salesperson's objective is to "ensure that the customer is satisfied with the product or service," what is the name of this stage in the personnel selling process?

Correct AnswerverifiedShow Answer

Team selling would most likely be used by a company that sells

Correct AnswerverifiedShow Answer

A straight commission compensation plan is one

Correct AnswerverifiedShow Answer

The Xerox salesforce is divided into four geographic organizations: North America, Europe, Global Accounts, and Developing Markets. Within each geographic area, the majority of Xerox products and services are typically sold through its

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
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Correct Answer
verified
Missionary salespeople do not directly s...
View Answer

Correct Answer
verified

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