Question 1

There are three commonly used compensation plans:

Accepted Answer

A)  Percentage of sales, percentage of profits, and straight salary.
B)  incremental salary, input based commission, output based commission.
C)  straight salary, straight commission, and graded scale competitive pay.
D)  straight salary, straight commission, and a combination of salary and commission.
E)  straight commission, graduated profits, and a combination of salary and commission.F) None of the above
G) A) and E)

Question 2

FIGURE 17-2 
-As shown in Figure 17-2 above, what percentage of a sales representative's time is spent selling?

Accepted Answer

A)  32 percent
B)  43 percent
C)  48 percent
D)  53 percent
E)  55 percentF) None of the above
G) A) and B)

Question 3

FIGURE 17-6 
-Figure 17-6 above depicts the sales management process which involves three interrelated functions.Cell "B" refers to

Accepted Answer

A)  sales plan formulation.
B)  sales plan engineering.
C)  sales plan implementation.
D)  sales plan evaluation.
E)  salesforce evaluation.F) D) and E)
G) A) and E)

Question 4

Account management policies refer to

Accepted Answer

A)  policies that specify how salespeople will be compensated and how sales performance will be evaluated.
B)  policies that specify which products or services will be offered to consumers, through which outlets, and at which price.
C)  policies that specify the organizational structure of the salesforce and set the sales goals for both individual sales representatives and the department as a whole.
D)  policies that specify whom salespeople should contact, what kinds of selling and customer service activities should be engaged in, and how these activities should be carried out.
E)  policies that determine the sales quotas for the upcoming year based upon past sales performance and current forecasting.F) B) and C)
G) C) and D)

Question 5

Broadly speaking there are two types of personal selling: _________ and order getting.

Accepted Answer

A)  order taking
B)  consumer getting
C)  customer sales
D)  online
E)  short termF) A) and C)
G) All of the above

Question 6

A third type of selling objective that is __________ related is typically specific for each salesperson and includes his or her product knowledge, customer service, and selling and communication skills.

Accepted Answer

A)  output
B)  input
C)  profit
D)  expertise
E)  behaviorallyF) A) and B)
G) B) and C)

Question 7

As a salesperson asks questions about a prospect's transportation system, the prospect says, "What I really want is reliable transportation at the lowest price I can get." The salesperson stops asking questions and pulls out a comparative price list that shows her company's transportation is the lowest priced and most reliable on the market.The salesperson has engaged in

Accepted Answer

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

Question 8

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 9

Which of the following tasks are involved in the sales plan formulation stage of the sales management process?

Accepted Answer

A)  recruiting and selecting the salesforce, training the salesforce, and compensating the salesforce
B)  developing account management policies, implementing the account management policies, correcting the account management policies
C)  setting sales objectives, organizing the salesforce, and developing account management policies
D)  organizing the salesforce, establishing quantitative assessment, and implementing follow-up
E)  organizing the salesforce, setting motivational sales quotas, and evaluating the individual members of the salesforceF) A) and C)
G) A) and B)

Question 10

Which of the following statements regarding order getters is most accurate?

Accepted Answer

A)  Order getters often replenish a retailer's inventories.
B)  Order getters handle orders obtained on inbound telemarketing.
C)  Order getters typically process reorders for products already sold by the company.
D)  Order getter sales calls traditionally require the greatest financial investment from the firm.
E)  Order getter sales calls traditionally require the lowest financial investment from the firm.F) B) and D)
G) B) and C)

Question 11

Explain what is meant by relationship selling.

Accepted Answer

Relationship selling is the practice of ...

Question 12

Which salesforce structure is the simplest form of organization?

Accepted Answer

A)  profit
B)  customer
C)  product
D)  geographical
E)  marketF) None of the above
G) A) and C)

Question 13

Industry research shows that outside order getters, or field service representatives spend 55 percent of their time selling, and another __________ devoted to customer service calls.

Accepted Answer

A)  5 to 10
B)  10 to 20
C)  15 to 20
D)  20 to 25
E)  25 to 30F) None of the above
G) All of the above

Question 14

When Daniel was hired to work for Bush Refrigeration Company he was told, "The sales training program is 18 weeks, and we'll pay you $750 per week during that time." While in training, the company used a __________ to compensate Daniel for his time and effort.

Accepted Answer

A)  sales response compensation plan
B)  combination compensation plan
C)  straight salary compensation plan
D)  straight commission compensation plan
E)  sales function compensation planF) B) and D)
G) All of the above

Question 15

You respond by saying courteously, "You're absolutely right, and I am going to make it my business to be sure that never happens again." Which method have you used to handle the customer's objection?

Accepted Answer

A)  ignoring
B)  denying
C)  postponing
D)  converting
E)  agreeing and neutralizingF) C) and D)
G) A) and D)

Question 16

It is estimated that the average cost of an outbound telemarketing sales call on a business customer is about __________, versus $350.00 for a single field sales call.

Accepted Answer

A)  $10 to $15
B)  $15 to $20
C)  $20 to $25
D)  $30 to $40
E)  $40 to $50F) B) and C)
G) None of the above

Question 17

What are the keys to effective need-satisfaction presentations?

Accepted Answer

The need-satisfaction format of sales pr...

Question 18

A salesperson AT Toshiba America Medical Systems uses a laptop computer with build-in CD-ROM capabilities to provide interactive presentations for their computerized tomography (CT)  and magnetic resonance imaging (MRI)  scanners.In it the customer sees elaborate three-dimensional animations, high-resolution scans, and video clips of the company's products in operation as well as narrated testimonials from satisfied customers.Such technological capabilities have made it both effective both for sales presentations and for training its salespeople.This would be an example of the use of

Accepted Answer

A)  specialized order taker.
B)  sales management principles.
C)  customer relationship management.
D)  salesforce technology.
E)  account management policies.F) B) and D)
G) A) and C)

Question 19

The practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time is referred to as __________.

Accepted Answer

A)  order processing
B)  order taking
C)  customer value creation
D)  relationship selling
E)  transactional sellingF) C) and D)
G) A) and B)

Question 20

At the end of her sales presentation, the salesperson asks, "Will you want to make monthly payments of $75 with a 10 percent down payment or will you be writing a check for the full amount today?" She has just executed a(n)  __________.

Accepted Answer

A)  assumptive close
B)  consultative close
C)  proactive close
D)  urgency close
E)  adaptive closeF) C) and E)
G) A) and D)

Exam 17: Personal Selling and Sales Management

What are the keys to effective need-satisfaction presentations?

Correct Answer
verified
The need-satisfaction format of sales pr...
View Answer

Account management policies refer to

Correct Answer
verified

Industry research shows that outside order getters, or field service representatives spend 55 percent of their time selling, and another __________ devoted to customer service calls.

Correct Answer
verified

A third type of selling objective that is __________ related is typically specific for each salesperson and includes his or her product knowledge, customer service, and selling and communication skills.

Correct Answer
verified

Which of the following tasks are involved in the sales plan formulation stage of the sales management process?

Correct Answer
verified

There are three commonly used compensation plans:

Correct Answer
verified

FIGURE 17-2 -As shown in Figure 17-2 above, what percentage of a sales representative's time is spent selling?

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

It is estimated that the average cost of an outbound telemarketing sales call on a business customer is about __________, versus $350.00 for a single field sales call.

Correct Answer
verified

Explain what is meant by relationship selling.

Correct Answer
verified
Relationship selling is the practice of ...
View Answer

Broadly speaking there are two types of personal selling: _________ and order getting.

Correct Answer
verified

Correct Answer
verified

FIGURE 17-6 -Figure 17-6 above depicts the sales management process which involves three interrelated functions.Cell "B" refers to

Correct Answer
verified

Correct Answer
verified

When Daniel was hired to work for Bush Refrigeration Company he was told, "The sales training program is 18 weeks, and we'll pay you $750 per week during that time." While in training, the company used a __________ to compensate Daniel for his time and effort.

Correct Answer
verified

At the end of her sales presentation, the salesperson asks, "Will you want to make monthly payments of $75 with a 10 percent down payment or will you be writing a check for the full amount today?" She has just executed a(n) __________.

Correct Answer
verified

The practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time is referred to as __________.

Correct Answer
verified

Which of the following statements regarding order getters is most accurate?

Correct Answer
verified

Which salesforce structure is the simplest form of organization?

Correct Answer
verified

You respond by saying courteously, "You're absolutely right, and I am going to make it my business to be sure that never happens again." Which method have you used to handle the customer's objection?

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

What are the keys to effective need-satisfaction presentations?

Correct AnswerverifiedThe need-satisfaction format of sales pr...View AnswerShow Answer

Account management policies refer to

Correct AnswerverifiedShow Answer

Industry research shows that outside order getters, or field service representatives spend 55 percent of their time selling, and another __________ devoted to customer service calls.

Correct AnswerverifiedShow Answer

A third type of selling objective that is __________ related is typically specific for each salesperson and includes his or her product knowledge, customer service, and selling and communication skills.

Correct AnswerverifiedShow Answer

Which of the following tasks are involved in the sales plan formulation stage of the sales management process?

Correct AnswerverifiedShow Answer

There are three commonly used compensation plans:

Correct AnswerverifiedShow Answer

FIGURE 17-2 -As shown in Figure 17-2 above, what percentage of a sales representative's time is spent selling?

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

It is estimated that the average cost of an outbound telemarketing sales call on a business customer is about __________, versus $350.00 for a single field sales call.

Correct AnswerverifiedShow Answer

Explain what is meant by relationship selling.

Correct AnswerverifiedRelationship selling is the practice of ...View AnswerShow Answer

Broadly speaking there are two types of personal selling: _________ and order getting.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

FIGURE 17-6 -Figure 17-6 above depicts the sales management process which involves three interrelated functions.Cell "B" refers to

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

When Daniel was hired to work for Bush Refrigeration Company he was told, "The sales training program is 18 weeks, and we'll pay you $750 per week during that time." While in training, the company used a __________ to compensate Daniel for his time and effort.

Correct AnswerverifiedShow Answer

At the end of her sales presentation, the salesperson asks, "Will you want to make monthly payments of $75 with a 10 percent down payment or will you be writing a check for the full amount today?" She has just executed a(n) __________.

Correct AnswerverifiedShow Answer

The practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time is referred to as __________.

Correct AnswerverifiedShow Answer

Which of the following statements regarding order getters is most accurate?

Correct AnswerverifiedShow Answer

Which salesforce structure is the simplest form of organization?

Correct AnswerverifiedShow Answer

You respond by saying courteously, "You're absolutely right, and I am going to make it my business to be sure that never happens again." Which method have you used to handle the customer's objection?

Correct AnswerverifiedShow Answer

Correct Answer
verified
The need-satisfaction format of sales pr...
View Answer

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

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Correct Answer
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Relationship selling is the practice of ...
View Answer

Correct Answer
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Correct Answer
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