Question 1

Explain the selling model that Xerox uses.

Accepted Answer

When Anne Mulcahy became CEO,Xerox shift...

Question 2

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 of the personnel selling process?

Accepted Answer

A)  follow-up
B)  prospecting
C)  presentation
D)  preapproach
E)  close

Question 3

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.

Question 4

Relationship selling refers to

Accepted Answer

A)  the assignment of a single salesperson to a single customer throughout the entire sales process.
B)  when suppliers 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 customer.
C)  the practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time.
D)  the practice of using an entire team of professionals in selling to and servicing key customers.
E)  the practice of maintaining contact with a customer on a regularly scheduled basis following the initial sale of a product or service.

Question 5

A selling format that assumes that given the appropriate prompts by a salesperson,the prospect will buy is referred to as a __________.

Accepted Answer

A)  formula selling presentation
B)  stimulus-response presentation
C)  stimulus-satisfaction presentation
D)  stimulus-selling presentation
E)  persuasive sales presentation

Question 6

Planning the selling program and implementing and evaluating the personal selling effort of the firm is referred to as __________.

Accepted Answer

A)  relationship marketing
B)  team selling
C)  personal selling
D)  sales engineering
E)  sales management

Question 7

DuPont assigned chemists,sales and marketing executives,and regulatory specialists to create an herbicide for corn growers that recorded sales of $57 million in its first year.This type of sales approach is referred to as __________.

Accepted Answer

A)  partnership selling
B)  missionary selling
C)  team selling
D)  order taking
E)  formula selling

Question 8

When specific knowledge is required to sell certain types of products or services,then a __________ is used.

Accepted Answer

A)  territorial organization
B)  customer organization
C)  product organization
D)  geographical organization
E)  multi-level marketing organization

Question 9

A geographical sales organization would NOT 
be the best structure if

Accepted Answer

A)  a firm is trying to reduce duplication of selling effort.
B)  a firm is trying to minimize travel time.
C)  a firm's products or customers require specialized knowledge.
D)  different buyers have similar needs.
E)  there is a need to increase the number of salespersons in the salesforce.

Question 10

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)  postpone
B)  denial
C)  agree and neutralize
D)  ignore
E)  convert

Question 11

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 12

Which of the following statements should a salesperson use to accept the 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,…."

Question 13

Which type of salesperson would routinely be involved in an industrial straight rebuy situation?

Accepted Answer

A)  an outside order taker
B)  an order getter
C)  a missionary salesperson
D)  a sales engineer
E)  an inside order taker

Question 14

-Consider Figure 17-4 above,which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position."C" represents what account management policy?

Accepted Answer

A)  accounts that the firm should consider (1) replacing personal calls with telephone sales or direct mail to service accounts and (2) dropping account if unprofitable
B)  accounts that should emphasize a heavy sales organization position or shift resources to other accounts if a stronger sales organization position is impossible
C)  accounts are somewhat attractive because the sales organization has a strong position,but future opportunity is limited
D)  accounts that should receive a high level of sales calls and service to retain and possibly build accounts
E)  accounts that should receive moderate level of sales and service to maintain current position of sales organization

Question 15

Alice Faulkner is a professional salesperson.She earns her living by selling advertising for The New York Times newspaper.In addition to selling advertising to her regular accounts,Alice is responsible for generating new advertising accounts for the newspaper.In order to fulfill her responsibilities,Faulkner works hard to make sure the potential customers she sells to are qualified prospects.How can Faulkner know if the prospects she is selling to are in fact qualified prospects?

Accepted Answer

A)  Qualified prospects have an interest in buying advertising in the newspaper.
B)  Qualified prospects have the money to buy advertising in the newspaper.
C)  Qualified prospects have a need for the advertising,can afford to buy it,and have the authority to make the purchase decision.
D)  Qualified prospects have the authority to make the decision to buy the advertising.
E)  Qualified prospects read the newspaper daily and recognize that it is a good advertising medium.

Question 16

The closing stage in the selling process involves obtaining a purchase commitment from the prospect.This stage is the most important 
and the most difficult because the salesperson must determine when the prospect is ready to buy.Telltale signals indicating a readiness to buy include

Accepted Answer

A)  body language,statements,and questions.
B)  questions,financial negotiation,and counteroffers.
C)  negotiations,questions,and requests for assurance.
D)  eye contact,body language,and requests for assurance.
E)  questions,statements,and financial negotiations.

Question 17

List the four things that research suggests will produce a motivated salesperson.

Accepted Answer

A sales plan cannot be successfully impl...

Question 18

The tasks involved in managing personal selling include: (1) organizing the salesforce; (2) __________; (3) recruiting,selecting,training,and compensating salespeople; and (4) evaluating the performance of individual salespeople.

Accepted Answer

A)  identifying potential target markets
B)  using customer input to make product modifications
C)  designing new promotional campaigns for the purpose of generating new sales
D)  setting objectives
E)  maintaining open communications between sales representatives and all other stakeholders

Question 19

The sales manager told the salesperson,"Your goal is to increase sales volume for the second quarter 5 percent over the sales volume of the first quarter." The sales manager voiced a(n) __________ sales objective.

Accepted Answer

A)  output-related
B)  input-related
C)  behaviorally-related
D)  cold-call related
E)  market-related

Question 20

With a __________,a salesperson is paid a fixed fee per week,month,or year.

Accepted Answer

A)  sales response compensation plan
B)  combination compensation plan
C)  straight salary compensation plan
D)  straight commission compensation plan
E)  market share compensation plan

Exam 17: Personal Selling and Sales Management

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

Correct Answer
verified

Which of the following statements should a salesperson use to accept the objection?

Correct Answer
verified

Explain the selling model that Xerox uses.

Correct Answer
verified
When Anne Mulcahy became CEO,Xerox shift...
View Answer

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

A selling format that assumes that given the appropriate prompts by a salesperson,the prospect will buy is referred to as a __________.

Correct Answer
verified

Planning the selling program and implementing and evaluating the personal selling effort of the firm is referred to as __________.

Correct Answer
verified

When specific knowledge is required to sell certain types of products or services,then a __________ is used.

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 of the personnel selling process?

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

Which type of salesperson would routinely be involved in an industrial straight rebuy situation?

Correct Answer
verified

DuPont assigned chemists,sales and marketing executives,and regulatory specialists to create an herbicide for corn growers that recorded sales of $57 million in its first year.This type of sales approach is referred to as __________.

Correct Answer
verified

-Consider Figure 17-4 above,which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position."C" represents what account management policy?

Correct Answer
verified

Correct Answer
verified

The closing stage in the selling process involves obtaining a purchase commitment from the prospect.This stage is the most important and the most difficult because the salesperson must determine when the prospect is ready to buy.Telltale signals indicating a readiness to buy include

Correct Answer
verified

A geographical sales organization would NOT be the best structure if

Correct Answer
verified

With a __________,a salesperson is paid a fixed fee per week,month,or year.

Correct Answer
verified

List the four things that research suggests will produce a motivated salesperson.

Correct Answer
verified
A sales plan cannot be successfully impl...
View Answer

The sales manager told the salesperson,"Your goal is to increase sales volume for the second quarter 5 percent over the sales volume of the first quarter." The sales manager voiced a(n) __________ sales objective.

Correct Answer
verified

The tasks involved in managing personal selling include: (1) organizing the salesforce; (2) __________; (3) recruiting,selecting,training,and compensating salespeople; and (4) evaluating the performance of individual salespeople.

Correct Answer
verified

Relationship selling refers to

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

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

Correct AnswerverifiedShow Answer

Which of the following statements should a salesperson use to accept the objection?

Correct AnswerverifiedShow Answer

Explain the selling model that Xerox uses.

Correct AnswerverifiedWhen Anne Mulcahy became CEO,Xerox shift...View AnswerShow 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

A selling format that assumes that given the appropriate prompts by a salesperson,the prospect will buy is referred to as a __________.

Correct AnswerverifiedShow Answer

Planning the selling program and implementing and evaluating the personal selling effort of the firm is referred to as __________.

Correct AnswerverifiedShow Answer

When specific knowledge is required to sell certain types of products or services,then a __________ is used.

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 of the personnel selling process?

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

Which type of salesperson would routinely be involved in an industrial straight rebuy situation?

Correct AnswerverifiedShow Answer

DuPont assigned chemists,sales and marketing executives,and regulatory specialists to create an herbicide for corn growers that recorded sales of $57 million in its first year.This type of sales approach is referred to as __________.

Correct AnswerverifiedShow Answer

-Consider Figure 17-4 above,which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position."C" represents what account management policy?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

The closing stage in the selling process involves obtaining a purchase commitment from the prospect.This stage is the most important and the most difficult because the salesperson must determine when the prospect is ready to buy.Telltale signals indicating a readiness to buy include

Correct AnswerverifiedShow Answer

A geographical sales organization would NOT be the best structure if

Correct AnswerverifiedShow Answer

With a __________,a salesperson is paid a fixed fee per week,month,or year.

Correct AnswerverifiedShow Answer

List the four things that research suggests will produce a motivated salesperson.

Correct AnswerverifiedA sales plan cannot be successfully impl...View AnswerShow Answer

The sales manager told the salesperson,"Your goal is to increase sales volume for the second quarter 5 percent over the sales volume of the first quarter." The sales manager voiced a(n) __________ sales objective.

Correct AnswerverifiedShow Answer

The tasks involved in managing personal selling include: (1) organizing the salesforce; (2) __________; (3) recruiting,selecting,training,and compensating salespeople; and (4) evaluating the performance of individual salespeople.

Correct AnswerverifiedShow Answer

Relationship selling refers to

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
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Correct Answer
verified
When Anne Mulcahy became CEO,Xerox shift...
View Answer

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

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Correct Answer
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Correct Answer
verified
A sales plan cannot be successfully impl...
View Answer

Correct Answer
verified

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