Question 1

The practice of using a group of professionals in selling to and servicing major customers is referred to as

Accepted Answer

A)   cooperative selling.
B)   missionary sales.
C)   sales engineering.
D)   team selling.
E)   partnership selling.F) C) and D)
G) A) and E)

Question 2

In a __________,the salesperson tries one appeal after another,hoping to "hit the right button."

Accepted Answer

A)   formula selling presentation
B)   persuasive sales presentation
C)   categorical-satisfaction presentation
D)   stimulus-response presentation
E)   progressive-selling presentationF) A) and B)
G) B) and C)

Question 3

Personal selling requires the __________ flow of communication between a buyer and a seller,often in a face-to-face encounter,designed to influence a person's or a group's purchase decision.

Accepted Answer

A)   direct
B)   indirect
C)   one-way
D)   two-way
E)   recursiveF) B) and C)
G) A) and E)

Question 4

All of the following are elements in a statement of job qualifications for an order-getting salesperson except which?

Accepted Answer

A)   the physical and mental demands of the job
B)   the customers to be called on
C)   the types of products and services to be sold
D)   to whom a salesperson reports
E)   effective communication and listening skillsF) C) and E)
G) A) and D)

Question 5

A job description is a written document that describes job relationships and requirements that characterize each sales position.Once established,the job description is then translated into a

Accepted Answer

A)   statement of job credentials.
B)   statement of emotional intelligence.
C)   statement of job qualifications.
D)   statement of job requirements.
E)   statement of job education.F) A) and D)
G) A) and C)

Question 6

Explain the selling model that Xerox uses.

Accepted Answer

In 2001,Xerox shifted to a consultative ...

Question 7

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

Accepted Answer

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

Question 8

In the __________ stage of the personal selling process,the cultural setting is very important for international sales.

Accepted Answer

A)   presentation
B)   prospecting
C)   preapproach
D)   approach
E)   closeF) A) and D)
G) C) and D)

Question 9

When a Frito-Lay salesperson 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) C) and D)
G) B) and C)

Question 10

Key account management refers to

Accepted Answer

A)   the assignment of a single salesperson to a single customer throughout the course of the entire sale.
B)   the practice of assigning the highest performing salesperson to the clients with the most profitable accounts.
C)   the practice of using team selling to focus on important customers so as to build mutually beneficial, long-term, cooperative relationships.
D)   a sales relationship that involves a face-to-face, person-to-person encounter rather than a sale made through extranets.
E)   the practice of occasionally making contact with a customer on a sporadic basis following the initial sale of a product or service.F) A) and B)
G) A) and E)

Question 11

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 C)
G) A) and B)

Question 12

In many societies outside the United States,considerable time is devoted to nonbusiness talk designed to establish a rapport between buyers and sellers.This occurs during the __________ stage of the personal selling process.

Accepted Answer

A)   close
B)   approach
C)   preapproach
D)   presentation
E)   prospectingF) B) and D)
G) A) and B)

Question 13

Another name for cold calling is

Accepted Answer

A)   cold canvassing.
B)   telemarketing.
C)   hot canvassing.
D)   missionary selling.
E)   trial close selling.F) All of the above
G) A) and E)

Question 14

Job analysis refers to

Accepted Answer

A)   a thorough evaluation of a salesperson's performance based upon both input and output objectives.
B)   a detailed assessment to determine what occurred at which stage in the selling process that prevented a qualified lead being converted into a sale.
C)   a study of a particular sales position, including how the job is to be performed and the tasks that make up the job.
D)   a protocol used to assign relative weights to various aspects of the selling process to create an individualized compensation plan.
E)   a written document that describes the job relationships and requirements that characterize each sales position.F) D) and E)
G) C) and E)

Question 15

When Tracy went to work as a new sales rep for Paradise Candles,she was told to use the following speech in her sales presentations: "Hello,Mr./Ms.(customer name) .My name is (your name here) .I'm calling on behalf of Paradise Candles.We carry the best wax-burning mechanical candles available in the commercial decorating industry......" Paradise Candles instructed Tracy to use

Accepted Answer

A)   a formula selling presentation.
B)   a stimulus-response presentation.
C)   a needs-satisfaction presentation.
D)   suggestive selling.
E)   consultative selling.F) None of the above
G) C) and D)

Question 16

Canam Canada specializes in the fabrication of steel joists,joist girders,and steel deck for use in commercial construction.Canam Canada offers value-added engineering support,architectural flexibility,and customized solutions and services.Canam Canada uses team selling that focus on important customers to build mutually beneficially,long-term relationships.Teams include sales,service,and technical personnel to work exclusively with assigned customers.Canam's sales force practices

Accepted Answer

A)   unique account management.
B)   key account management.
C)   specialty account management.
D)   one-of-a-kind account management.
E)   consultative account management.F) A) and B)
G) B) and D)

Question 17

Selling objectives can be __________ and focus on dollar or unit sales volume,number of new customers added,and profit.Alternatively,they can be __________ and emphasize the number of sales calls and selling expenses.

Accepted Answer

A)   input-related; output-related
B)   financially related; accounting-related
C)   customer-related; salesperson-related
D)   short-term; long-term
E)   output-related; input-relatedF) C) and D)
G) None of the above

Question 18

A disadvantage of a customer sales organization is

Accepted Answer

A)   the need to assign just one salesperson to local, regional, national, and global territories.
B)   an increased need for multilingual salespeople.
C)   the smaller number of qualified sales managers.
D)   the need for close teamwork among a diverse sales force.
E)   higher administrative costs and some duplication of selling effort.F) B) and E)
G) A) and B)

Question 19

The most frequently used type of compensation plan for salespeople is a

Accepted Answer

A)   straight salary compensation plan.
B)   straight commission compensation plan.
C)   combination compensation plan.
D)   weighted compensation plan.
E)   market share compensation plan.F) B) and C)
G) A) and C)

Question 20

The objective at the __________ stage of the personal selling process is to convert a prospect into a customer by creating a desire for the product or service.

Accepted Answer

A)   presentation
B)   approach
C)   follow-up
D)   preapproach
E)   closeF) C) and D)
G) A) and C)

Exam 17: Personal Selling and Sales Management

The most frequently used type of compensation plan for salespeople is a

Correct Answer
verified

In many societies outside the United States,considerable time is devoted to nonbusiness talk designed to establish a rapport between buyers and sellers.This occurs during the __________ stage of the personal selling process.

Correct Answer
verified

Another name for cold calling is

Correct Answer
verified

A disadvantage of a customer sales organization is

Correct Answer
verified

Job analysis refers to

Correct Answer
verified

Explain the selling model that Xerox uses.

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

Selling objectives can be and focus on dollar or unit sales volume,number of new customers added,and profit.Alternatively,they can be and emphasize the number of sales calls and selling expenses.

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

When a Frito-Lay salesperson 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

Key account management refers to

Correct Answer
verified

The practice of using a group of professionals in selling to and servicing major customers is referred to as

Correct Answer
verified

Personal selling requires the __________ flow of communication between a buyer and a seller,often in a face-to-face encounter,designed to influence a person's or a group's purchase decision.

Correct Answer
verified

The objective at the __________ stage of the personal selling process is to convert a prospect into a customer by creating a desire for the product or service.

Correct Answer
verified

A job description is a written document that describes job relationships and requirements that characterize each sales position.Once established,the job description is then translated into a

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

All of the following are elements in a statement of job qualifications for an order-getting salesperson except which?

Correct Answer
verified

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

Correct Answer
verified

In the __________ stage of the personal selling process,the cultural setting is very important for international sales.

Correct Answer
verified

In a __________,the salesperson tries one appeal after another,hoping to "hit the right button."

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

The most frequently used type of compensation plan for salespeople is a

Correct AnswerverifiedShow Answer

In many societies outside the United States,considerable time is devoted to nonbusiness talk designed to establish a rapport between buyers and sellers.This occurs during the __________ stage of the personal selling process.

Correct AnswerverifiedShow Answer

Another name for cold calling is

Correct AnswerverifiedShow Answer

A disadvantage of a customer sales organization is

Correct AnswerverifiedShow Answer

Job analysis refers to

Correct AnswerverifiedShow Answer

Explain the selling model that Xerox uses.

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

Selling objectives can be __________ and focus on dollar or unit sales volume,number of new customers added,and profit.Alternatively,they can be __________ and emphasize the number of sales calls and selling expenses.

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

When a Frito-Lay salesperson 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

Key account management refers to

Correct AnswerverifiedShow Answer

The practice of using a group of professionals in selling to and servicing major customers is referred to as

Correct AnswerverifiedShow Answer

Personal selling requires the __________ flow of communication between a buyer and a seller,often in a face-to-face encounter,designed to influence a person's or a group's purchase decision.

Correct AnswerverifiedShow Answer

The objective at the __________ stage of the personal selling process is to convert a prospect into a customer by creating a desire for the product or service.

Correct AnswerverifiedShow Answer

A job description is a written document that describes job relationships and requirements that characterize each sales position.Once established,the job description is then translated into a

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

All of the following are elements in a statement of job qualifications for an order-getting salesperson except which?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

In the __________ stage of the personal selling process,the cultural setting is very important for international sales.

Correct AnswerverifiedShow Answer

In a __________,the salesperson tries one appeal after another,hoping to "hit the right button."

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

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

Selling objectives can be and focus on dollar or unit sales volume,number of new customers added,and profit.Alternatively,they can be and emphasize the number of sales calls and selling expenses.

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

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified