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Exam 18: Personal Selling and Sales Management

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Question 41

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Two types of order takers exist; _________visit customers and replenish inventory stocks of resellers, and_________ typically answer simple questions, take orders, and Complete transactions with customers.

A) missionary salespeople; inside order takers
B) inside order takers; outside order takers
C) salesclerks; telemarketers
D) outside order takers; inside order takers

E) All of the above
F) None of the above

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Question 42

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Rona, Home Depot, and Canadian Tire are considered major accounts of Char-Broil BBQs. As such, they dedicate a specific person to each one of these clients, as opposed to one for all three. This approach is referred to as:

A) Key account management
B) Relationship selling
C) Customer account management
D) Relationship marketing

E) None of the above
F) C) and D)

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Question 43

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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

Which of the following statements describes the major difference between a prospect and a qualified prospect?

Which of the following statements about order getters is true?

Two selling styles associated with the need-satisfaction presentation format are:

Which of the following is NOT an example of behavioural measures used to evaluate salespeople?

SRC Refrigeration sells refrigerated display cases for flowers. When its salesperson asks a retailer, "Do you want to order the two-door model 350F or the Model 719F with the single door?" he has executed which stage of the selling process?

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

During the presentation stage, a salesperson may encounter objections. What are the six basic types of objections, and how should they be handled?

The HR department at Future Shop needs to hire new salespeople. To ensure they hire effectively, they first complete a study, often referred to as a:

Outside order-getting salespeople tend to spend most of their time each week performing which activity?

Research indicates that 25 percent of North American salespeople engaged in ________ selling consider it unethical to explicitly ask customers about competitor strategies such as pricing practices, product development efforts, and trade and Promotion programs.

Describe how job descriptions translate into a statement of job qualifications and the components of each?

ABB is a Swiss-based manufacturer of industrial equipment with annual sales of $30 billion. At one time, ABB had a salesforce that sold only generators, one that only sold boilers, another that only sold transformers, and so forth. Each of its salespeople was an expert on the product line he or she sold. Its salesforce was organized by product. Then it adopted a customer organizational structure. Why might ABB have adopted a customer organization?

FloNetwork, Inc. is a company that has developed automation solutions for electronic marketing. Its software is able to handle all aspects of permission marketing-based campaigns from list generation and e-mail deployment to real-time tracking and In-depth analysis. To sell its system, the company conducts educational programs Targeted to the technical staff in a prospective customer's information technology (IT) department. In this situation, FloNetworks uses:

Marilyn called the Butterball hotline to learn how to prepare her Thanksgiving turkey and dressing. The toll-free number that Butterball uses each holiday season to provide information on how to prepare turkey is an example of __________.

Which of the following statements regarding sales compensation plans is most accurate?

During the sales presentation, the prospect interrupted the salesperson's presentation and said, "Wait a minute; this looks like it's going to cost too much." The salesperson responded, "I think you'll be delighted with how relatively inexpensive this program is. I'll address the subject of price in just a moment." Which objection-handling technique has the salesperson used?

Which of the following does NOT have a type of sales job?