Question 1

Salesforce automation is the use of __________ to make the sales function more efficient and effective.

Accepted Answer

A)  avatars
B)  emotional intelligence
C)  account management policies
D)  technology
E)  suggestive selling techniquesF) A) and B)
G) B) and E)

Question 2

Facsimile,e-mail,and voice mail are common __________ technologies salespeople use today.

Accepted Answer

A)  tablet device
B)  communication
C)  cutting-edge
D)  computer
E)  social mediaF) D) and E)
G) B) and C)

Question 3

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

Accepted Answer

A)  time management software
B)  order processing software
C)  technology
D)  proposal generation software
E)  WebEx softwareF) B) and C)
G) A) and B)

Question 4

When a Frito-Lay salesperson,such as the one shown in the photo above,takes an inventory of Doritos chips to ensure that the snacks are in adequate supply on retailers' shelves,what form of buying decision does the store manager engage in?

Accepted Answer

A)  new buy
B)  modified rebuy
C)  straight rebuy
D)  team rebuy
E)  need rebuyF) A) and E)
G) B) and E)

Question 5

John Whitaker works for American Greetings.His job description includes the following responsibilities: (1) stock and arrange point-of-purchase displays of present customers-60 percent of his work week and (2) receive orders from customers and complete the transactions-40 percent of his work week.Whitaker is primarily engaged in which type of selling?

Accepted Answer

A)  outside order taking
B)  relationship selling
C)  inside order taking
D)  outside order getting
E)  missionary salesF) B) and E)
G) C) and D)

Question 6

A sales plan refers to a

Accepted Answer

A)  method of determining a fair and equitable compensation plan.
B)  method of identifying the target markets that most closely meet the special skills of the salesforce.
C)  method for determining the size of a salesforce that integrates the number of customers served,call frequency,call length,and available selling time to arrive at a salesforce size figure.
D)  statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed.
E)  method that specifies times and places for direct communications between salespeople and their supervisor.F) A) and B)
G) B) and C)

Question 7

Consultative selling refers to a presentation format that

Accepted Answer

A)  emphasizes probing and listening by the salesperson to identify needs and interests of prospective buyers.
B)  focuses on problem identification,where the salesperson serves as an expert on problem recognition and resolution.
C)  consists of information that must be provided in an accurate,thorough,and step-by-step manner to inform the prospect.
D)  assumes that given the appropriate stimulus by a salesperson,the prospect will buy.
E)  involves adjusting the presentation to fit the selling situation,such as knowing when to offer solutions and when to ask for more information.F) A) and D)
G) A) and C)

Question 8

The sales process at Xerox typically follows the six stages of the personal selling process.During the fourth stage,as the presentation begins,the salesperson

Accepted Answer

A)  explains why competitor's products are inferior.
B)  summarizes relevant information about potential solutions.
C)  requests a meeting with the company gatekeeper.
D)  requests a meeting with the official buyer to determine the possibility of a sale.
E)  gets a signed document or confirmation of the sale.F) B) and E)
G) C) and E)

Question 9

A sales quota refers to

Accepted Answer

A)  the ratio of sales calls made to actual sales closed.
B)  the minimum number of sales that must be made before a salesperson can be paid.
C)  the maximum threshold for satisfactory performance during an annual performance evaluation.
D)  the maximum number of sales that can be made before receiving a commission on sales.
E)  the specific goals assigned to a salesperson,sales team,branch sales office,or sales district for a stated time period.F) B) and E)
G) B) and C)

Question 10

At which stage in the personal selling process would a salesperson ask the customer whether he or she is satisfied with the product?

Accepted Answer

A)  assumptive close
B)  final close
C)  urgency close
D)  follow-up
E)  postpurchase evaluationF) None of the above
G) C) and E)

Question 11

During the __________ stage of personal selling,a salesperson would learn if her prospect liked to talk about sports before getting down to business or preferred not to waste time with idle chatter.

Accepted Answer

A)  prospecting
B)  preapproach
C)  approach
D)  presentation
E)  closingF) All of the above
G) B) and C)

Question 12

After completing an 18-week sales training program,Joshua was told,"You will be paid 4 percent on net dollar volume up to $10 million.Sales in excess of $10 million command a rate of 6 percent." The company Joshua works for is using a __________ for him after completing the sales training program.

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 planF) C) and D)
G) A) and B)

Question 13

Explain the selling model that Xerox uses.

Accepted Answer

In 2001,Xerox shifted to a consultative ...

Question 14

Which of the following statements should a salesperson use as a denial response to 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) C) and D)
G) B) and C)

Question 15

What are the six stages of the personal selling process? What is the objective of each stage?

Accepted Answer

The personal selling process consists of...

Question 16

The practice whereby buyers and sellers combine their expertise and resources to create customized solutions,commit to joint planning,and share customer,competitive,and company information for their mutual benefit,and ultimately the benefit of the customer,is referred to as

Accepted Answer

A)  multichannel selling.
B)  cross-functional selling.
C)  partnership selling.
D)  relationship selling.
E)  customized ordering.F) B) and E)
G) A) and C)

Question 17

Partnership selling is sometimes referred to as __________.

Accepted Answer

A)  enterprise selling
B)  transactional selling
C)  strategic selling
D)  creative selling
E)  synergistic sellingF) A) and E)
G) A) and B)

Question 18

If the salesperson's objective is to "gain a prospect's attention,stimulate interest,and make transition to the presentation," what is the name of this stage in the personnel selling process?

Accepted Answer

A)  presentation
B)  follow-up
C)  prospecting
D)  preapproach
E)  approachF) All of the above
G) B) and E)

Question 19

Explain what occurs during the closing stage of the selling process and list the three types of close.

Accepted Answer

The closing stage in the selling process...

Question 20

In Figure 20-5 above,"A" represents a(n) __________ when comparing independent agents and a company salesforce.

Accepted Answer

A)  indifference point
B)  break-even point
C)  inflection point
D)  trade-off point
E)  profit pointF) All of the above
G) B) and C)

Exam 20: Personal Selling and Sales Management

After completing an 18-week sales training program,Joshua was told,"You will be paid 4 percent on net dollar volume up to $10 million.Sales in excess of $10 million command a rate of 6 percent." The company Joshua works for is using a __________ for him after completing the sales training program.

Correct Answer
verified

At which stage in the personal selling process would a salesperson ask the customer whether he or she is satisfied with the product?

Correct Answer
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Explain what occurs during the closing stage of the selling process and list the three types of close.

Correct Answer
verified
The closing stage in the selling process...
View Answer

The sales process at Xerox typically follows the six stages of the personal selling process.During the fourth stage,as the presentation begins,the salesperson

Correct Answer
verified

Salesforce automation is the use of __________ to make the sales function more efficient and effective.

Correct Answer
verified

What are the six stages of the personal selling process? What is the objective of each stage?

Correct Answer
verified
The personal selling process consists of...
View Answer

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

Correct Answer
verified

A sales plan refers to a

Correct Answer
verified

If the salesperson's objective is to "gain a prospect's attention,stimulate interest,and make transition to the presentation," what is the name of this stage in the personnel selling process?

Correct Answer
verified

Which of the following statements should a salesperson use as a denial response to a prospect's objection?

Correct Answer
verified

During the __________ stage of personal selling,a salesperson would learn if her prospect liked to talk about sports before getting down to business or preferred not to waste time with idle chatter.

Correct Answer
verified

A sales quota refers to

Correct Answer
verified

Consultative selling refers to a presentation format that

Correct Answer
verified

Partnership selling is sometimes referred to as __________.

Correct Answer
verified

Facsimile,e-mail,and voice mail are common __________ technologies salespeople use today.

Correct Answer
verified

The practice whereby buyers and sellers combine their expertise and resources to create customized solutions,commit to joint planning,and share customer,competitive,and company information for their mutual benefit,and ultimately the benefit of the customer,is referred to as

Correct Answer
verified

Explain the selling model that Xerox uses.

Correct Answer
verified
In 2001,Xerox shifted to a consultative ...
View Answer

Correct Answer
verified

When a Frito-Lay salesperson,such as the one shown in the photo above,takes an inventory of Doritos chips to ensure that the snacks are in adequate supply on retailers' shelves,what form of buying decision does the store manager engage in?

Correct Answer
verified

In Figure 20-5 above,"A" represents a(n) __________ when comparing independent agents and a company salesforce.

Correct Answer
verified

Exam 20: Personal Selling and Sales Management

After completing an 18-week sales training program,Joshua was told,"You will be paid 4 percent on net dollar volume up to $10 million.Sales in excess of $10 million command a rate of 6 percent." The company Joshua works for is using a __________ for him after completing the sales training program.

Correct AnswerverifiedShow Answer

At which stage in the personal selling process would a salesperson ask the customer whether he or she is satisfied with the product?

Correct AnswerverifiedShow Answer

Explain what occurs during the closing stage of the selling process and list the three types of close.

Correct AnswerverifiedThe closing stage in the selling process...View AnswerShow Answer

The sales process at Xerox typically follows the six stages of the personal selling process.During the fourth stage,as the presentation begins,the salesperson

Correct AnswerverifiedShow Answer

Salesforce automation is the use of __________ to make the sales function more efficient and effective.

Correct AnswerverifiedShow Answer

What are the six stages of the personal selling process? What is the objective of each stage?

Correct AnswerverifiedThe personal selling process consists of...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

A sales plan refers to a

Correct AnswerverifiedShow Answer

If the salesperson's objective is to "gain a prospect's attention,stimulate interest,and make transition to the presentation," what is the name of this stage in the personnel selling process?

Correct AnswerverifiedShow Answer

Which of the following statements should a salesperson use as a denial response to a prospect's objection?

Correct AnswerverifiedShow Answer

During the __________ stage of personal selling,a salesperson would learn if her prospect liked to talk about sports before getting down to business or preferred not to waste time with idle chatter.

Correct AnswerverifiedShow Answer

A sales quota refers to

Correct AnswerverifiedShow Answer

Consultative selling refers to a presentation format that

Correct AnswerverifiedShow Answer

Partnership selling is sometimes referred to as __________.

Correct AnswerverifiedShow Answer

Facsimile,e-mail,and voice mail are common __________ technologies salespeople use today.

Correct AnswerverifiedShow Answer

The practice whereby buyers and sellers combine their expertise and resources to create customized solutions,commit to joint planning,and share customer,competitive,and company information for their mutual benefit,and ultimately the benefit of the customer,is referred to as

Correct AnswerverifiedShow Answer

Explain the selling model that Xerox uses.

Correct AnswerverifiedIn 2001,Xerox shifted to a consultative ...View AnswerShow Answer

Correct AnswerverifiedShow Answer

When a Frito-Lay salesperson,such as the one shown in the photo above,takes an inventory of Doritos chips to ensure that the snacks are in adequate supply on retailers' shelves,what form of buying decision does the store manager engage in?

Correct AnswerverifiedShow Answer

In Figure 20-5 above,"A" represents a(n) __________ when comparing independent agents and a company salesforce.

Correct AnswerverifiedShow Answer

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The closing stage in the selling process...
View Answer

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The personal selling process consists of...
View Answer

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In 2001,Xerox shifted to a consultative ...
View Answer

Correct Answer
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Correct Answer
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Correct Answer
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